Project Background

The client is a mid-sized beverage brand in Jiangsu with annual revenue of RMB 300 million, covering 300+ distributors and 5,000+ retail stores across East China. In the past, distributor orders were collected via WeChat + Excel, leaving constant reconciliation gaps; retail store sell-through data relied entirely on manual entry during rep visits, and marketing-fund flows were opaque.

Quarterly rebates and annual kickbacks were complex to settle and often caused disputes due to data inconsistencies. Sales reps were inefficient with no standardized actions, and channel cross-selling persisted, disrupting channel order. The client wanted to build a distribution digitalization platform covering the full chain from "order to delivery to sell-through to settlement."

Core Challenges

• Multi-tier distributor orders + multi-warehouse inventory are hard to unify, with frequent shipping errors.
• Complex rebate/kickback rules (volume rebates, payment rebates, display rebates) are hard to calculate manually and prone to disputes.
• Retail store sell-through data is a black box, and marketing-fund flows can't be audited.
• Sales reps' daily visits / displays / promotion execution lack standardization and are inefficient.
• Cross-selling is hard to control, and channel price order is hard to maintain.

Solutions

Built on Hoobang's distribution ERP + a sales rep mobile app, connecting brand HQ, distributors, retail stores, and reps—fully digitizing the distribution chain.

Implementation Results