Introduction

Cement, sanitary ware, tiles, concrete, bathroom fittings - there’s little in the construction materials/essentials sectors that Prism Johnson hasn’t established itself as a major player and a household name.

Prism Johnson is one of the largest integrated building materials companies in the world. They have 7 subsidiaries and 9 joint ventures, and an outside sales team that expands to as far as the eye can see.

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Client Champion

Siddharth Jain - an experienced partner at the Boston Consulting Group - has been in the industry for over 9 years, and is a really good advisor for Prism Johnson. Having worked extensively across topics such as GTM, growth tech and strategy, a digital business build, sales, large scale transformation, and operations, Siddharth realized the potential that lay ahead for Prism Johnson and how they can leverage an agile technology partner to boost their already flourishing business.

Let’s take a look at how Fieldproxy and Siddharth helped blitzscale Prism Johnson’s digital journey to leave their competition light years behind while still keeping their customers beyond satisfied.

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About The Company

As far as Indian mammoth business success stories go, Prism Johnson is right up there with many other legacy businesses. Started in 1992 as Karan Cements, the company has come a long way from just manufacturing cement - today Prism Johnson is a public company listed on the NSE and BSE, and has a lot more products under its belt - from cement to sanitaryware and tiles to bath fittings.

They’re responsible partners as well, being an IMS certified company, with ISO 9001:2015, ISO 14001:2015, ISO 45001:2018, SA 8000:2014 & ISO 50001:2018 certifications.

Prism Johnson’s aim to bring more efficiency into their existing processes and partnering with Fieldproxy to achieve this mission shows an incredible vision and commitment. Let’s look into some of their challenges and how the team at Fieldproxy worked to solve them.

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Obstacles In Prism Johnson’s Growth Plans

Prism Johnson has a massive outside sales operation. Their teams are out on the field nearly every single day, creating leads and opportunities for the company. The field agents have a set hierarchy, with managers and different reporting hierarchies. Consequently, managing all of these users can get cumbersome quickly.

With the onset of the COVID-19 pandemic, things got a bit more hectic. Fieldproxy came into the picture with its host of readymade solutions, but before we get there, let’s take a look at how Prism Johnson previously ran their operations.

Manual Agent Performance Measurement

Despite having a huge number of field team professionals under their belt, Prism Johnson had a manual approach to how they operate them. This meant that things could be improved in certain aspects along the organization that would help boost sales further.

Slower Communication Down The Chain

With large teams you also get a fairly more complex organizational chain, and any change or communication takes a long time to reach everyone when you’re doing things manually. Something needed to change because faster communication through the chain equals faster execution of ideas and better data-backed results.

Sales Processes Needed A Revamp

The typical day of an outside sales professional involved a few crazy steps:

• The salesperson checks in for the day
• They visit several possible prospects by the day ends
• Any good opportunity is created as a lead and recorded in their data sheets
• If a sale is made on the spot, the revenue is reported to the immediate manager
• In case of a sale is not being made on the spot, a follow up visit is scheduled on the sales agent’s calendar
• The salesperson checks out for the day

Needless to say, a lot of things are going on while an employee moves about his day at Prism Johnson. Is this the most optimal way to carry out tasks? How can a few teams be made just as good if not better than the other teams? What kind of tools do the teams need? 

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All of these questions had a few good answers, but let’s take a look at how Fieldproxy was able to solve these challenges and more for Prism Johnson.

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Prism Johnson’s Partnership With Fieldproxy

Fieldproxy is glad to have partnered with Prism Johnson to help align their field teams towards the mission and vision of the organizations. Here’s how we helped Prism overcome its challenges in as little as two months.

1. Updated Sales Visit Processes

Leveraging Fieldproxy’s advanced lead creation and sales visit scheduling features, Prism Johnson’s field sales professionals were able to decrease turnaround time drastically. The features helped outside sales professionals perform faster sales visits. How?

• Sales professionals create leads and prospects on the Fieldproxy app
• Schedule visits through the mobile app
• Take down orders and sales
• Managers get notified immediately when a sale is made
• Even if a sale is not made, a follow-up visit is scheduled from the mobile app itself

2. Transparent Team Management Processes

With Fieldproxy’s highly flexible role builder and team management systems, it became incredibly easy for Prism Johnson to manage and deploy all of their field teams with just a few clicks.

Creating a hierarchical structure and allocating tasks and schedules to specific teams and resources becomes seamless with Fieldproxy.

3. Offline Data Capture And Processing

One key factor that could hinder Prism Johnson’s sales teams when they’re out on the field was how they would be able to relay sales information to their managers, in case of poor network coverage.

What would happen when an agent has lost connectivity to the internet? Is there a way for the agent to tell their manager whether or not a sale is made? How is the manager supposed to have accurate real-time data if a hundred such agents don’t have access to the internet?

Fieldproxy helps Prism Johnson cover all of these use cases and more. With offline data capture and sales task processing, agents are now able to update sales numbers regardless of where they are or how bad their network is.

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How Is Prism Johnson Sales Team Doing Now?

• 300+ responses recorded on the Fieldproxy app, per day. 1800+ responses a week means a lot of data for managers to make better decisions in just a few minutes, instead of spending multiple hours trying to make sense of data on paper.
  

• Agents are reportedly able to approach more opportunities than they could before, meaning faster prospect qualification and more sales.
  

• A much healthier workplace culture, with complete transparency between teams and individuals, helps cultivate more leaders for the organization.

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Think Fieldproxy is the right fit for your business?

Get a free demo, and see how Fieldproxy can transform your field teams today. Sign up for a free demo and our team will reach out to clarify any questions you have.