| Overview | |
|---|---|
| Company | Coco Mama |
| Industry | Coconut-Based Food & Beverage Products |
| Sales Operations | Field Sales, Distributor Network, Super Stockist Network, Retail Distribution |
| Platform | SalesJump Sales Force Automation |
Key Results
100%
Route-Based Field Visibility.
100%
GPS-Based Travel Expense Tracking.
3
Distribution Levels Unified (Retail, Distributor & Super Stockist).
1
Centralized Platform for Sales Execution.
In This Case Study
1. Company Overview.
2. The Operational Challenges.
3. The SalesJump Solution.
4. How SalesJump Digitized Sales Execution.
5. Results & Business Impact.
1. Company Overview
Coco Mama is a fast-growing FMCG brand focused on coconut-based products. As the company expanded its retail footprint and distribution network, managing field sales activities, order collection, and travel expenses through manual processes became increasingly difficult.
The leadership team needed greater visibility into field operations, stronger route discipline, accurate expense tracking, and a structured order management process that could support retailers, distributors, and super stockists from a single platform.
2. The Challenges
Coco Mama's sales team was spending significant time on operational activities that were difficult to monitor and verify.
✨ Limited Visibility into Field Activities
Managers had limited visibility into whether sales representatives were following planned routes and visiting assigned outlets.
✨ Manual Expense Tracking
Travel expenses were calculated manually, creating administrative overhead and making verification difficult.
✨ Fragmented Order Collection
Orders from retailers, distributors, and super stockists were handled through different processes, creating inefficiencies and reducing visibility.
✨ Lack of Real-Time Monitoring
Field activities, attendance, market visits, and sales execution data were not available to management in real time.
✨ Reporting Delays
Generating sales and activity reports required significant manual effort, slowing down decision-making.
The Core Challenge
As distribution expanded, Coco Mama needed a way to bring accountability, visibility, and operational control to every stage of field sales execution without increasing administrative workload.
3. The Solution
Coco Mama implemented SalesJump to create a digitally connected sales ecosystem spanning field representatives, distributors, super stockists, and management teams.
The objective was not simply to automate reporting but to create a structured and transparent sales execution framework.
4. How SalesJump Transformed Sales Operations
✨ Route-Based Geo Fencing
Sales representatives were assigned planned routes with geo-fenced territories.
This ensured that field activities and order booking were aligned with approved sales routes, helping managers monitor market coverage and route adherence more effectively.
✨ GPS-Based Expense Automation
SalesJump automatically captures location data at regular intervals throughout the day, including during offline operations.
Travel distance is calculated automatically and linked directly to expense policies, eliminating manual kilometre calculations and simplifying reimbursement processes.
✨ Unified Order Management
SalesJump enabled Coco Mama to manage order booking across all three levels of the distribution network:
✔ Retailers
✔ Distributors
✔ Super Stockists
This created a single, structured order flow across the sales ecosystem.
✨ Attendance & Workforce Accountability
The platform introduced:
✔ Selfie-based attendance
✔ Leave management
✔ Live field tracking
✔ Address-based location verification
Giving management complete visibility into workforce activities.
✨ Tour Planning & Execution
Sales representatives could plan, manage, and execute outlet visits through structured tour plans, improving sales discipline and field productivity.
✨ Reporting & Business Intelligence
Real-time dashboards and automated reporting provided leadership teams with instant access to sales activities, field performance, and execution metrics.
5. Results
Within two years of deployment, SalesJump became the operational backbone of Coco Mama's field sales organization.
Key Outcomes
✨ 100% Route-Based Sales Execution Visibility
Every planned field activity could be monitored against assigned routes and territories.
✨ 100% GPS-Driven Expense Calculation
Travel expenses were automatically calculated based on actual distance travelled, eliminating manual calculations.
✨ Unified Ordering Across the Distribution Chain
Retailers, distributors, and super stockists operated through a single sales execution platform.
✨ Real-Time Field Force Visibility
Management gained live visibility into attendance, market visits, travel activity, and sales execution.
✨ Faster Decision-Making
Dynamic dashboards and automated reports replaced manual reporting processes.
✨ Improved Sales Team Accountability
Attendance verification, location validation, and structured tour plans created greater transparency across field operations.
Business Impact
For Coco Mama, SalesJump delivered more than sales automation.
It created a connected execution framework where field activities, route compliance, order booking, expense management, and reporting operated from a single platform.
The result was greater visibility, stronger operational control, and a scalable foundation capable of supporting continued FMCG distribution growth.
Looking to Improve FMCG Sales Execution?
SalesJump helps FMCG companies digitize field sales operations, automate order management, strengthen distributor collaboration, and gain real-time visibility across their entire distribution network.
