FMCG distribution in Bangladesh runs on speed: sales representatives visit dozens of shops a day, delivery vans follow tight routes and cash comes back in small amounts. Digitising this is very different from installing office software. These are the lessons we apply on distribution projects.
Start with the field, not the office
We spend time with sales representatives (SRs) and delivery staff (DSRs) before designing anything. If order taking takes longer on a phone than on paper, adoption fails. Screens are kept simple, work offline where coverage is weak and support Bangla.
Clean retailer and route data early
Duplicate shop names, missing locations and outdated routes are the biggest source of errors. We run a retailer clean-up before go-live: one code per shop, correct route and market, and credit terms agreed with the sales team.
Follow the money as closely as the stock
- Record collections at the point of delivery, with receipts.
- Reconcile cash and returns daily per DSR.
- Show outstanding dues per retailer before the next order is accepted.
Connect distributor and company systems
Manufacturers want visibility of secondary sales; distributors want simple tools. We design integrations so primary orders, stock at the distributor and secondary sales reports flow between them without double entry.
Roll out by territory
We pilot with one territory, fix what the field team reports, then expand route by route. Each step has a clear measure, such as orders captured digitally and same-day collection reconciliation.
Use reports people act on
Managers need a few daily numbers: orders versus target, strike rate, collections and returns by route. Long reports that nobody reads are left out.
Frequently asked questions
Can SRs work without internet?
Yes. Orders can be captured offline and synced when the connection returns.
Which platform do you use?
Reckon ERP’s distribution module for most distributors, and ERPNext or Salesforce for larger groups with existing systems.
Related reading
For the product view of this topic, read Distribution Management Software for FMCG Businesses on the Reckon ERP blog.
Planning a project? Book a free consultation with our team, or see our Reckon ERP service.
