Nestlé Digital Transformation Success
How eBest SFA Solution Powers Multiple Diverse Business Units Driving Efficiency, Visibility, and Agile Market Response. Download the Case StudyThe world’s largest food and beverage company
Nestlé is the world’s largest food and beverage company, with a presence in 186 countries and a rich heritage spanning over 150 years.
The company operates through several distinct business units, each with unique product portfolios, distribution channels, and operational models.
These include: Dry Grocery, Beverages, Confectionery, Ice Cream, PetCare, Nutrition, Health Science, and Foodservice business divisions.
Each BU has unique business characteristics, channel models and user roles. For example, Ice Cream business has strong seasonal demand, high dependence on cold chain logistics, and special requirements for channel management; while Health Science focus on specialized healthcare sales channels, with professional and targeted sales service requirements.
The Challenge
Each BU has unique business characteristics, channel models and user roles, but all rely on the same set of SFA system to solve their sales management challenges, realizing unified digital management while adapting to individual business needs.
- Fragmented Systems: Each business unit used different tools or Excel-based processes, preventing unified visibility and management.
- Limited Process Control: Inability to track real-time field activities and promotional execution across diverse retail environments.
- Delayed Market Insights: Slow feedback from frontline operations hindered agile decision-making and market responsiveness.
- Manual Operations: Time-consuming review of thousands of in-store display photos across different product categories.
The Solution
The same set of eBest SFA system to solve their sales management challenges, realizing unified digital management while adapting to individual business needs.
Multiple Sales Channels
Supports diverse retail environments including modern trade, traditional trade, convenience stores, specialty outlets, e-commerce, and direct-to-consumer models.
Varied User Roles
Accommodates different field force structures including sales representatives, merchandisers, supervisors, and managers with role-based access and workflows.
Distinct Business Processes
Flexible configuration for different operational models—from high-frequency store visits to appointment-based sales and key account management.
eBest Mobile has helped the client with:
Mobile-First Design:
Intuitive mobile interface supporting all field activities with offline capability
Unified Data Ecosystem:
Break down silos for centralized management and cross-BU collaboration.
Real-Time Tracking:
GPS and timestamp verification ensure transparent, authentic frontline execution.
Fast Feedback Loop:
Digitize workflows to accelerate information transmission to headquarters.
Promotion Management:
End-to-end tracking (planning → execution → evaluation) with data-driven metrics.
AI Image Recognition:
Automated validation of shelf displays and promotional compliance across product categories.
The Results
eBest SFA system delivers measurable value across Nestlé China market diverse operations.
Business Units Unified
Active Business Users Equipped
Channel Partners Covered
%