Amol Arvind Pitale is the CIO at Crompton Greaves Consumer Electricals

Crompton Greaves Consumer Electricals has been the market leader in manufacturing electrical appliances, domestic pumps and street lighting for over 20 years now. Owing to its rapid expansion in new categories, Crompton Greaves decided to use technology as a business differentiator, and this was the idea behind its project for ‘Sales Transformation leveraging Technology’. The project comprises of supply chain planning using best-in-class forecasting and supply allocation models, complemented by tight business governance. An ‘Automated Sales Billing’ process in ERP using business scenarios shortened the billing cycle from 3-4 days to two hours. A customer collaboration platform and a DMS was introduced as an auto-extractor of sales and stock information to simplify a dealer’s decision making process. A renewed sales incentive program was digitalized to shrink the reward disbursement time from two months to one week. The company also leveraged hybrid cloud technology to cut short setup timelines. Crompton Greaves achieved double-digit growth; material availability improved drastically owing to a 15 percent improvement in forecast accuracy. With improved customer satisfaction, overall distributor attrition was brought under control and is now one of the least in the industry.