6,600 outlets, 92% of orders in the app — dealer receivables from 47 days to 31.
A consumer-goods distributor with 28 tier-1 distributors and 150 field reps moved ordering, store visits and receivables onto one DMS platform — coverage up 22% in 12 months.
Figures supplied by the customers themselves and published with their consent, measured within the scope and period stated on each metric. Results vary with company size, industry and how standardized the starting data was.
Thanh Long Group distributes consumer goods through 28 tier-1 distributors with 150 field reps walking routes every day — the classic general-trade coverage model, where revenue lives in visiting the right outlet at the right frequency and delivering exactly what was ordered.
Up to that point, orders were still written by hand and read back over the phone at day's end; each region tracked dealer receivables in its own spreadsheet; and stock across the 28 distributors was simply invisible. Nobody could answer three basic questions: which store visits actually happened today, which dealer is about to blow through its credit limit, and where is the stock.
In about 4 months the distribution network moved onto SaaS region by region: field reps check in on visits and take the order at the outlet in the app, distributor stock is visible across the whole network, receivables run against credit limits with automatic delivery holds, and the sales team has coverage and route-revenue BI.
Before and after — with timeframe and method.
| Metric | Before | After | Timeframe & method |
|---|---|---|---|
| Outlets with active orders | 5,400 | 6,600 (+22%) | After 12 months · outlets ordering ≥1×/month |
| Dealer receivables DSO | 47 days | 31 days | Credit limits + automatic delivery hold past terms |
| Orders placed via the route app | 0% | 92% | App orders / total orders · latest month |
| Distributor stocktake variance | ~8% | < 1.5% | Quarterly stocktakes across 28 distributors |
Figures supplied by the customers themselves and published with their consent, measured within the scope and period stated on each metric. Results vary with company size, industry and how standardized the starting data was.
From discovery to go-live.
The real reason: fear of exposing their sell-through to the principal. Thanh Long didn't force it — it changed the sequence. The app opened first with features that served the dealer (instant receivables reconciliation, promotions computed correctly and automatically); placing orders became the convenient next step once dealers were already opening the app daily. After 4 months, 92% of orders ran through the app without a single mandate memo.
“The biggest change isn't the software — it's the Monday sales meeting. The dashboard goes up and we argue route by route with numbers, not with feelings anymore.”
