Livesku - a secondary sales management software

LiveSKURelease version 4.0, 2011
Product CapabilitiesProduct CapabilitiesProduct CapabilitiesProduct Capabilities & Business Ready& Business Ready& Business Ready& Business Ready
DeploymentDeploymentDeploymentDeployment GuideGuideGuideGuide
Saturday, October 22, 2011
Brainwave Applications,
COE Kolkata, India

Brainwave Applications, a unit of HRPL
Preface
The objective of this document is to provide a holistic view of the features of LiveSKU, delivery models
and support services. The document contains information on critical reports, transactions and other
important features along with business benefits of the product. Information on product delivery models,
their challenges, benefits and standard commercial framework are also a part of this document.
Intended audience of this document include CIO, Project Managers, Marketing and Sales Managers of
organizations having sales channel network among distributors, dealers, hypermarkets and institutional
retail sales outlets.
Information and the screen shots are for informational purposes only. Actual product may differ with the
information provided herein and depends on the latest released version of the product.
LiveSKU is a secondary sales management product designed and developed by Brainwave
Applications. For more information please log onto www.brainwavelive.com/products/livesku.html

Product Capabilities
Secondary Sales tracking is essential to organizations with a
widespread distribution chain where proper credit control is
important, demand is seasonal or products are perishable.
LiveSKU is a Secondary Sales Tracking Solution that lets you
track sales and distributor’s inventory and receivables in real-
time. It has helped companies in Pharma, Agro, FMCG and
Microfinance industries to react to real-time sales data. This has
helped reduce stock-outs and manage distributor and customer
credit.
LiveSKU has mobile touch points which make it easy for users
to access the system from remote locations where there are no
computers or internet connections. LiveSKU helps in despatch
planning by tracking secondary sales (sales by Distributors)
and calculating stock levels at the distributor. This provides
visibility into seasonal changes in consumer demand. This
information can be used to improve production planning and
reduce procurement costs.
LiveSKU - powered by Brainwave’s cutting edge technology
platform provides flexible process management capabilities and
analytics which can be configured and generated on the fly
providing great decision support for executive management.

Business Benefits
Real time visibility of stock data across
multiple sales channel partners
Real time visibility of ‘Claims’ enabling faster
response towards the primary customers
Information on sales trend across SKUs,
regions and sales personnel
Multi-dimensional views of product sales
performance and sales-team efficiency
Enables in improving production planning,
purchases and sales strategy
Helps in managing credit limits, improve
collections and reduce bad debts

Reports
‘Correct information on time’ is one of the key reasons to evaluate
and deploy a critical business solution. LiveSKU delivers decision
making reports in easy format readily consumable by the stake
holders. Some of the critical report includes:
Secondary Sales Report providing information on total
volume of sales from the primary to the secondary
customer. This report gives key information on stock
positions across multiple sales outlets and could be
analyzed on sales geography, SKU group and other
parameters.

Credit Memo Report providing data for total claims
against returns and damages filed across all distributors.
Organization can further get a visibility of secondary
customers from where the goods are returned. This helps
in quick settlement of the claim due raised creating
satisfied customers for the organization.

Budgeted Sales Target vs. Sales Achievement Report
providing data for comparing yearly budgeted secondary
sales target with the actual secondary and primary sales.
Information from this report helps in determining
production and procurement planning.

Visit Daily Secondary Sales Target Report is more for
the sales managers, on the field sales force personnel,
distributors and other sales channel partners to check out
their daily revised target vis a vis updated secondary
sales and plan for the next day’s sales.

Primary Sales Booking Report facilitates in analyzing
the product demand from different sectors by different
tiers’ of primary customers, helping in planning incentives
or schemes. This is one of the most critical reports that
help organizations respond to overstocking, sudden stock
out and product demands. This report could be configured
as primary stock report with the distributors.
Top Distributors
My Distributors’
My Revised Target
Zero Primary and Secondary Sales are some of the other
reports that come inbuilt with the product.

Transactions
LiveSKU comes with a complete set of key transactions including
defining the budgeted secondary and primary sales target across
sales geographies and sales calendar. The system enables users
to revise primary sales target based on actual secondary sales
influencing the output of the shop floor.
Some of the critical module includes:
Annual secondary sales target - defining yearly secondary
sales target per SKU
State based secondary target - defining yearly secondary
sales target per SKU per state
Monthly secondary target - allotting a certain percentage
of yearly secondary sales targets to each month
Order region based secondary target - allotting a certain
percentage of secondary sales target of a state to its
order regions
Primary sales target - this is the budgeted global primary
sales target defined on annual secondary sales target.
The system is capable to revise budgeted target based on
actual secondary sales.

Transactions
Primary Sales/Stock Dispatch - the system captures
primary sales enquiry for each distributor. Issuance of
SKU to distributors from different warehouses could be
tracked. Internal stock transfer between warehouses is a
configurable component. User has the flexibility of
uploading stock data from excel sheet instead of creating
opening stock via primary sales.
Secondary Sales - primary customers of organizations
can access the system and feed in secondary sales data.
Excel upload of secondary sales is an important feature.
Alternatively data could be entered over SMS and the
same gets updated in the server. Refer deployment
section

Transactions
Claim Form – Primary customers can submit claims due to
damages with reference to invoice number raised against a
secondary sales transaction. The information help organizations
take corrective actions ensuring a ready availability of data on
total claim value and amount across all sales channels.

Key Functions
The system performs the basic system set up functions including
User Account set up - creating users log in ID and
password
Rights Manager - assigning rights to individual users
Audit Trail - keeping log of users' actions with the system
My SQL Settings - connection parameters for My SQL
Defining role manager - defining roles for users to
maintain reporting hierarchy
LiveSKU is capable to define ‘n’ level of hierarchy for:
SKU category based on brand or other dimensions, SKU group
based on packaging like tetra pack or others and then the
ultimate sales unit or SKU code like 100 ml.
Sales geography - system is able to create n level of sales
geography. This is completely configurable and objective of this
feature is to analyze sales performance reports for sales
territories.
Sales distribution network –defining the sales channels for
stock movements from warehouses, super stockist,
hypermarkets, distributors, and retailers.

Product Deployment Guide
LiveSKU is a complete web based system; a good internet
bandwidth for fast data transmission increases system’s
efficiency. LiveSKU is accessible over mobile browsers. An
optimal strategy for deployment would be to implement WAP
enabled product version in any mobile. The challenge of such a
deployment is that the data capturing works only when there is
network connectivity.
The other option would be to deploy a complete mobile
application and integrate the front end with the web based back
end. Here data could be captured and saved in the local
deployment server of the mobile itself. When network
connectivity is established batch synchronization of the
transactional data is easy.
Optimal H/w and S/w specification includes:
4 GB RAM, 500 GB of HDD, Core to Duo Processor or i3
My Sql server 5.1 onwards
The Brainwave Platform v1.5 and O/s Debian 6.0.2
Preferable mobile O/s is Symbian, make Nokia
Recommended browsers include Firefox 3.6.18
Optimization for other browsers is carried out against
specific requirement

For mobile application users need to select product or SKU
code and punch quantity of sales. The data hits the mobile
server and then auto updates Brainwave server. In cases of
remote location where network connectivity might be an issue,
data of secondary sales is stored in the LDS of the handsets and
then via batch process synchronizes with the LiveSKU
database. Please refer standard hardware specifications for
mobile deployment mentioned in separate document as a part of
Terms and Conditions.

Integration and Product
Delivery Models
LiveSKU is integration ready with any existing enterprise
applications including SAP ECC 6.0 and Tally. Integration with
Oracle, Sales force and others are possible. Excel integration is
an inbuilt feature along with Business Notifications (system
mail), Message Board and My Alert.
Product Delivery and Support Services model includes pre
deployment implementation services and post deployment
support services
1) Pre deployment implementation services are of two types:
Implementation and deployment of the product as it is or with
configuration which does not involve any additional feature
development to cater to any specific business scenario. In this
approach, Brainwave’s product deployment team would deploy
the solution as it is with minor configuration, for example
configuring the hierarchy levels for SKU, sales geography and
sales channel that usually differs among organizations.
This type of implementation and deployment service
comes with an initial onetime fixed cost.

Custom implementation service contract in this model
could be pre negotiated to cater to development of
custom features. Such a model is usually based on a man
month contract where custom effort is defined first based
on which resources are mobilized. One of the implied
benefits of such a model is lesser resistance to change
and the estimated success of the project is very high. The
most important benefit of such a model is the gradual
evolution of the product features matching the exact
expectations of the users. However the project delivery
time sometime could be a challenge.
2) The other popular implementation model involves a detailed
process study, product fitment and gap analysis, freezing the
scope of product and project and then implementing the
product as per the organization’s custom requirement.
In this type of engagement model regular project
management approach is adopted and scope of work is
the prominent criteria for success of the project. Hence
requirement analysis and product fitment phase takes
time. This type of engagement model comes with a fixed
cost to the client that includes:
Requirement analysis
Development of business blue print or scope of the
solution
Product configuration and customization as per the scope
User Acceptance Testing
Go Live

Such a model is beneficial where the expectation of the
client is well defined with high user participation during
requirement analysis phase. Such a model is challenging
if change requests are frequent, increasing the
deployment time and has a tendency to offshoot the
budgeted project cost.
3) Post deployment product support – where the
product is deployed (after configuration and
with or without customization), an engagement
over annual support service contract is
negotiated.
In this type of service model post deployment support
could be delivered once the client goes live with the
product, starts using the same for regular transactions
and expect the benefits of product updates, product patch
upgrades and other services. This is an annual support
subscription engagement model.

LiveSKU v4.0 Feature Details
The product features mentioned in the following pages are specific to the web based deployment
model. The purpose of providing feature details is to share modules available as an in built component
in the product and the areas of customization and configuration. The project implementation scope is
subject to client’s requirements.
Labels used:
√ - in built with the product
Optional Module- features are in built with the product but the client has the option to or not to
deploy this feature
Custom Component – need to custom built depending as per client’s business logic
Highlighted parts indicate efforts required for customization as is understood from initial
discussion. In no case this is to be considered as the final effort required for customization of
any features.

LiveSKU v 4.0
Req. Product Modules Release v 4.0 Module Deployment Options
1 Targets Optional Module
Annual secondary sales target
√
State wise secondary target √
Monthly target √
Order Region wise target √
Assigning primary sales target
√
Revision of primary sales target on actual secondary sales √
2 Sales
Primary sales inquiry
√ - order conversion takes place with the enterprise
legacy app ie: SAP, Oracle etc.
Primary stock dispatch (data import optional from Tally, SAP
or Excel import) Optional Module
Opening Stock Balance per distributor √ To be given by Client
Data could be imported via Excel or manually entered
by client
Rate Charts
Custom Component *
Need to include price per order region for each
distributor. Data could be imported via excel or entered
manually, by logging in as system admin
Secondary Sales
√
3
Primary Customer Payment Management
√ Optional Module
Invoicing √ Rate of SKU needs to be validated against
rate chart included for each order region per distributor*
Tax part needs is static as of now and is a configurable
option
Returns & Credit Memo from Primary customers and could
be extended to secondary customers as well √
Credit Memo Note
√ A single format will be configured
Payment Receipt Management from the primary customers
Partial Payment Receipts
√
Print Receipts

LiveSKU v 4.0
4 Reports
Target versus actual √ Optional
Daily target
√ Optional
Zero Primary Sales √ Optional
Zero Secondary Sales √ To be accessed by ASM
My Distributors (primary customer details per ASM) √ To be accessed by ASM
Top Distributors (performance analysis) √ To be accessed by ASM
Secondary Sales Report
√ ASM will check out all distributors’ sales as per his
sales territory
Distributors will check out secondary sales for all his
associate dealers
Primary Sales Report √ Optional
Payment Aging Report for Primary Customers √ To be accessed by Distributors
Payment History Statistics for Primary Customers √ To be accessed by Distributors
Payment Due Reports for Primary Customers √ To be accessed by Distributors
Credit Memo Report
√ To be accessed by ASM
To be accessed by Distributors
Dashboard
Custom Component
To be accessed by ASM

LiveSKU v 4.0
5 System Set Up
User Accounts √
Rights Manager √
5.1 Masters Set Up Excel import of data or data import direct from enterprise application
(SAP, Tally and Others)
Sales Geography ‘n’ tier configurable module
Country √
State √
Region √
Cities √
Towns √
Product Hierarchy ‘n’ tier configurable module
SKU Category √
SKU Group √
SKU Code √
Sales Channel Hierarchy ‘n’ tier configurable module
Warehouse Custom Component
Primary Customers √
Secondary Customers √
Role Manager √

LiveSKU v 4.0
6 Other features
My Alert √
System Mail √
Sales Calendar √
Audit Trail √
SAP RFC for Integration √
Excel Integration √
Target Versioning Custom component
SQL Connection √
Message Board √
Sales Force/Oracle Integration Custom Component

About us
Brainwave is the IT solutions arm of the respected Sureka Group, with offices in Hyderabad
and Kolkata and a presence in 32 other cities. With a passion for technology, we believe in
holistically analyzing the problem and providing our clients with a cost effective, scalable and
efficient solution. We are able to achieve our objectives via our rapid application
development platform and proven methodology.
Brainwave caters to domains including but not limited to FMCG, Agro, Construction,
Manufacturing, Retail, Finance, Media, Information Technology and Education. We build,
deploy, and maintain technology-based solutions that empower our clients’ business
strategy. Our unique delivery methodology provides clients with the time and cost advantage
necessary to thrive in the digital economy.
Our Focal Areas:
Secondary Sales Tracking Solutions Data Collection Solutions
Web Based Solutions Business Intelligence
Mobile Based Solutions Enterprise Application Integration
Some of our recent projects:
LiveSKU implementation: Keventer Agro, a Rs.10.5 billion company is the leading
manufacturer of fruit beverages and bottled drinking water for Parle Agro. Brainwave
complimented the ongoing SAP deployment to create an SMS-based secondary sales
tracking solution, accessible via the internet. The area sales managers collect daily sales
figures via SMS from the distributors and the same is updated in the live dashboard created
by Brainwave. Inventory levels, sales and stock-outs can be monitored more efficiently. The
reports provide real-time, geographical and sales team performance analysis. Keventer has
thereby increased its operational efficiency by 30%. Other deployments beta or ongoing are
at with a Tire manufacturing organization in India, a FMG majors etc.

BKTBOM: Balkrishna (BKT) is a US $550 million organization producing rubber for off
highway vehicles. The group had implemented SAP for efficient decision-making but was
still facing problems with their recipe management. Brainwave interfaced with SAP and
developed an integrated solution to create, manage and release the correct production
recipe versions to the shop floor. The automated workflow ensured increased production
throughput. The solution integrated the technical department with the shop floor and thereby
helped BKT to respond to change control quickly and take up timely corrective and
preventive measures.
RealtyNet is a sales and service management solution for the real estate industry. It
includes features like contact management, customer interaction management, product
allotment, generating payment schedule, creating receipts, handling partial receipts,
calculating interest for payment overdue, sending demand letters etc. The single window
repository of information and data is accessed by the sales, marketing, legal and billing
departments such that both the clients and the management of the company have a single
version of truth. It is successfully deployed in Sureka properties.
Material Management Solution: Hartex, a Rs.250 crore limited company (and parent
company of Brainwave) manufactures cycle and tubes. Brainwave implemented a complete
material management solution to include features like procurement management and
Material QA of raw materials integrated with the accounting package, Tally. Hartex has
improved operational efficiency by 25%, lowered it QA costs by 10% and reduced the
procured material handling time from the earlier 3 man-days to just over an hour.

© 2012 Brainwave Applications
ALL RIGHTS RESERVED
Copyright in whole or parts of the document belong to Brainwave Applications. This work
may not be used, sold, transferred, adapted, abridged, copied or reproduced in whole or
parts in any manner or form or in any media without the prior written consent of
Brainwave Applications.

Livesku - a secondary sales management software

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