ASM training - Indirect sales

Article12/06/20232 min read

In the beverage industry, it is common practice to register indirect sales. What we mean with indirect sales, can be explained by this user story: We have customers who get delivered by us, and we have customers who get delivered (and invoiced) by distributors (direct customers of us). We call them outlets. Nevertheless, we consider these outlets as ‘our’ customers, our salespersons visit them regularly, we support them (facilitating loan in use items, investments), promise them free POS items, and even give year-end bonusses.

Exercise 1 – Direct and Indirect Customers

The Cannon Drinks Group PLC (10000) is a direct customer. We ship the goods they order to them. Great Frederick’s Restaurant (ind.) (91000) is an indirect customer. They are the delivered by The Cannon Drinks Group PLC.

  1. Verify the setup for this on both customer cards.
  2. Verify the fields on the Customer Relations page. Are they all clear to you? We agreed with Cannon Group that they will provide us the sales volumes to the restaurant. You can see this in the Customer Relations page. The Cannon Group is also started to deliver the CRONUS PREMIUM and CRONUS BLONDE beers in kegs to The Old Crown, a pub. They started in the beginning of this month and will provide us the indirect sales volumes quarterly.
  3. Register the pub as an indirect customer with the use of the PUB template and create the customer relation between The Cannon Drinks Group and The Old Crown.

Exercise 2 – Register Indirect Sales

We received the sales info from The Cannon Drinks Group. They sold 20 premium kegs and 5 kegs of our blond beer to The Old Crown.

  1. Register the sales volume for this customer in the indirect sales journal.
  2. In the journal, you can see that there already are lines for Merlin’s Pub, another indirect customer for The Cannon Drinks Group. These lines contain “Condition Amounts”.
    • What do these amounts represent?
    • These amounts are shown in this Drink-IT Advanced Sales Management App, but the data is coming from another Drink-IT App. Which one?
  3. Post the journal.
    • What did this posting action create?
    • Why is this useful?
    • What could be a next step for the registrations that were done for Merlin’s Pub?