Omni-Channel Expansion for a German Sportswear Giant
Industry: Retail & E-Commerce
Category: Sportswear, Athleisure and Apparel
Area: B2C - Order to Cash and Invoicing
Problem Statement
A German sportswear retailer needed to launch a global B2C omni-channel model in the Indian market within a strict 7-month timeline.
The primary objective was to deploy the standardized global framework while solving for India’s complex market-specific invoicing and compliance with minimum alterations to the core global architecture.
Solution Approach
Using a "Glocal" strategy (Global standard, Local compliance):
Vendor Integration: Identification and onboarding of invoicing tech solution provider.
Parallel Workstreams: Rapid deployment of unchanged global features alongside the development of India-specific modules.
Vendor Scope Creep: Invoicing integration required strict boundaries.
Management: Extensive discussions focused on limiting features to "must-haves" for market viability.
Regulatory Compliance: Indian laws required specific physical invoice designs and tax logic.
Management: Rapid POCs to resolve integration hurdles, supported by strong cross-functional governance between Tax, Business, and Supply Chain teams.
Challenges faced and how we tackled them
Solution Implemented
The team implemented the global "Order to Cash" model with specific localized modules:
India-Specific Logistics: Customized "Pick, Pack, and Ship" processes for local warehouses.
Real-Time Invoicing: Integration with third-party systems for real-time invoice and credit note generation and reconciliation.
Result / Outcomes
USD $179.9M
Annual Revenue in Year 1
USD $67.45M
Revenue Increase in Year 1
59%
Increase in Annual Revenue
USD $1.05M
Cost Reduction
32%
Reduction in Order Cancellations