Value Delivered
Background
The customer is a leading home finance company in India with 58 branches across five states. The company offers affordable home loans to micro-entrepreneurs, giving them an opportunity to build their homes. The company’s home loan products are differentiated based on consumers’ needs and situations.
Challenges
The company relied heavily on manual processes to manage and assign high-volume leads. They had to switch between multiple systems to get the right details about a lead, which resulted in confusion and poor adoption from their field agents. Following were the major challenges faced by the company
- Lead leakage due to ineffective lead management
- No scientific way of home inspection
- Poor debt collection and recovery rate and
- Lack of a central dashboard to view field activities
Solution
We offered Dista Sales, our field force management software, to refine the company’s field sales operations.
- Our system used a combination of area pin codes and agent home location, enabling managers with a simplified lead allocation process. Dista Sales automated lead assignment by considering multiple business variables like proximity, capacity, and availability. Leads were mapped to the right agent, significantly reducing lead leakage and streamlining lead management.
- Dista Sales designed a systematic home inspection process. The field inspectors verified the progress of the under-construction site and captured visit details on the dedicated mobile app. This was a critical step towards reducing manual documentation and heavy paperwork.
- Our platform auto-allocated delinquent cases to the right collection officer. It facilitated capturing details of every collection visit on the mobile app to maintain transparency, resulting in faster case resolution.
- The system enabled senior leaders to have multiple reporting capabilities by offering agent attendance reports, expense management of agents, tracking distance travelled by field agents to reach customer locations, and more.
Highlights
- Digitizing manual processes played a significant role in reducing paperwork for administrative activities
- The company efficiently managed 25000+ monthly leads without any lead leakage for 700+ field agents.
- Automated lead allocation helped the sales team improve sales coverage and identify untapped territories for expansion
- Our system empowered the company’s senior leaders with a single source of truth for sales, home inspection, and debt collection.
- Dista Sales also helped increase case actioning and maximized collection coverage
See How Enterprises Leverage Location Intelligence with Dista
“Dista Service helped us with field investigation of our prospects as well as loan servicing for customers. Over 10K users are using the app to get real-time updates on their loan status, raise queries, respond to queries and more.”
Sandeep Gambhir
Head - Digitalisation & Marketing, ICICI Home Finance
“With Dista’s AI-enabled location intelligence platform, CMS provided seamless, faster, safer, and hassle-free doorstep cash transportation service. There was an increase in agent productivity while a reduction in cash movement overheads with the right-sizing of custodians and vans.”
Rohit Kilam
CTO, CMS Info Systems
