Value Delivered
Background
Consumer durables financing in India operates through a dealer-led model at the point of sale. Financing options are discussed and agreed upon at the counter, EMI mandates are set up, and a loan lifecycle begins. By and large the same field force is also utilized to cross-sell other types of loan products.
A leading NBFC built its consumer durables lending business on this model, scaling to a pan-India dealer network of approximately 15,000+ dealer outlets served by 2500+ field agents.
Prior to deploying the Dista System, dealer visits, agent activity, and collections follow-ups were tracked through direct phone calls between managers and agents — a system that worked at small scale but broke as the business expanded.
Challenges
- Dealer location data was unreliable, making geo-fenced visit verification impossible to enforce.
- Agents self-sequenced their routes with no data on dealer value or proximity, leaving their bandwidth underutilized.
- With visit verification based entirely on self-reporting, managers had no way to distinguish productive field activity from inactivity.
- No system to utilize field sales resources for cross-selling
- When auto-debit mandates failed, there was no structured follow-up system to route these cases, leaving them unworked.
Solution: Dista Sales
Dista deployed Dista Sales to bring structure to dealer check-ins, agent activity, and cross selling. Cases that crossed into formal collections were then picked up by the central collections team, already operating on Dista Collect.
1. Dealer Location Correction
Agents submitted coordinates from the field; managers approved them in real time on dashboards. Dealer location data was cleaned at the source — making every subsequent layer operable.
2. Geo-Fenced Check-ins and Field Dashboards
Agents could only log a visit from within 500 metres of a confirmed dealer location. Managers gained oversight of field activity from the web console, replacing phone-based coordination with verified, real-time visibility.
3. Dealer Visit Data Capture
Structured visit forms captured marketing audits, dealer feedback, and product mix ratios — giving leadership ground-level visibility across the network.
4. Collections Case Management
Dista Sales served as the system of record for early-stage collections. The originating agent managed the first failed auto-debit cycle. Cases that progressed further were routed into Dista Collect for the central team.
5. Cross-Sell Lead Management
Customer leads flowed into the platform and were worked by agents between dealer visits — short-tenure personal loan offers routed to fulfilment on conversion, turning available agent time into a structured revenue channel.
6. Beat Planning
Historical movement data informed an optimized visit sequence for each agent, ordered by dealer revenue contribution and proximity — reducing travel time and improving coverage.
Highlights
- Corrected 4,500+ dealer locations through a field-first approval workflow — the fix that made geo-fencing, beat planning, and compliance operable for the first time.
- Processed 15L+ Sales Cases
- Managed 100K+ collection cases across 15,000+ dealer locations, with Dista Sales and Dista Collect for field collections.
- Processed 14L+ cross-sell leads through the existing field force — converting available agent capacity into a structured revenue channel without adding headcount.
- Geo-fenced check-in compliance and real-time dashboards, giving managers live visibility into dealer visits, agent locations, and case status across 2,500+ agents.
Final Thoughts
The changes Dista introduced didn’t start with workflow automation. They started with a single correction: getting dealer locations right. From there, every subsequent capability — geo-fenced compliance, beat planning, collections routing, cross-sell lead management — became possible. As the NBFC continues to expand its dealer network, that location-first infrastructure is the foundation it runs on.
