Essay About Sales Reps And Companys Knowledge Management

Frito Lays
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Frito Lays Corporation
Company Background:
Largest Producer of Snack Foods with sales of $13 Billion in 2000
37,000 Employees
Headquartered in Plano, TX.
Good reputation for management and use of computer technology
Installed a data warehouse in 1989 to know location and price of all bags of chips in the US
Summary of Frito-Lays business and its business strategy
Decentralized business model:
Sales Reps used hand-held PCs
$130 Billion for 15,000 PCs
Ability to lock-in orders and to negotiate prices.
Decision-making shifted from upper-management to sales reps.
Companys knowledge management in the early 1990s and the relationship of its existing systems to those problems
Lack of communication between Management and Sales Reps
No way for Management to gather data on sales and profits
Reps were unable to find information on competitors and no way of
contacting experts
Data was scattered throughout the country
Customer Community Portal (CCP) support Frito-Lays business strategy
CCP gives company and sales reps info that retailers need while maintaining security.
Sales reps can inform others about meetings with customers while accessing industry data and news.
Meetings and Training now done online
Company policies are easily accessible through use of intranet
Future of CCP
Very Successful in Long Run
GREAT form of communication between sales reps and management
Speeds up information sharing giving an advantage to Frito-Lay!
*Largest Producer of Snack Foods with sales of $13 Billion in 2000
The CRP will have different products. The tenets of this assignment are as follows:
It will run through the entire term.
Four afternoons will be earmarked by PGDM Office to enable the students of this course to visit Chennai market to carry out this fieldwork. The students SHOULD visit the market on these days without fail.