Brewing company boosts efficiency of their sales force in Africa
公司规模
Large Corporate
地区
- Africa
- Europe
国家
- Netherlands
- Nigeria
产品
- Resco Mobile CRM
- Microsoft Dynamics CRM 2011
- Samsung Galaxy tablets
技术栈
- Mobile CRM
- Microsoft Dynamics
实施规模
- Enterprise-wide Deployment
影响指标
- Productivity Improvements
- Customer Satisfaction
技术
- 功能应用 - 企业资源规划系统 (ERP)
- 功能应用 - 远程监控系统
适用行业
- 消费品
- 食品与饮料
适用功能
- 销售与市场营销
- 商业运营
用例
- 远程资产管理
服务
- 系统集成
- 软件设计与工程服务
关于客户
Heineken International B.V. is the world’s most international brewer with its brands available in more than 170 countries around the world. The company produces, distributes and engages in the marketing of international premium, regional, local and specialty beers and ciders. Besides the mature and developed regions, it operates and captures the opportunities in emerging markets such as Africa and the Middle East. This region reached 14.5% of Heineken‘s total revenue in 2013 with an annual production volume of more than 27.4 million hectolitres of beer. Its brands include Heineken, Amstel, Anchor, Biere Larue, Bintang, Birra Moretti, Cruzcampo, Desperados, Dos Equis, Foster's, Newcastle Brown Ale, Ochota, Primus, Sagres, Sol, Star, Strongbow, Tecate, Tiger and Zywiec.
挑战
Heineken, a global brewing company, was facing challenges with its sales force automation in emerging markets like Africa and the Middle East. The sales representatives were often in the field, in regions where there were no roads and weak or no Internet coverage. They visited numerous restaurants, bars, hotels, and outlets throughout the day without up-to-date CRM data at hand. The company relied on Microsoft Dynamics CRM 2011 as their back office technology for sales force automation, but the lack of connectivity in these regions made it difficult for the sales reps to access and update the CRM data.
解决方案
In March 2012, Heineken equipped their sales force with Samsung Galaxy tablets and Resco Mobile CRM solution. This allowed the sales reps to have full offline access to Microsoft Dynamics CRM, enabling them to create and edit CRM data while completely disconnected from the Internet. The integrated calendar in the app allowed the salespeople to schedule their visits better and see where they needed to go on a map without leaving the app. The sales representatives could make requests on the tablet that needed to be approved by their managers. This resulted in a higher level of control, as it was possible to see if employees make their calls and see efficiency gaps. The flexible system made it possible to upgrade multiple different markets to next versions of the system, allowing the company to respond quickly to the requirements coming from the markets.
运营影响
数量效益
Case Study missing?
Start adding your own!
Register with your work email and create a new case study profile for your business.
相关案例.
.png)
Case Study
Improving Vending Machine Profitability with the Internet of Things (IoT)
The vending industry is undergoing a sea change, taking advantage of new technologies to go beyond just delivering snacks to creating a new retail location. Intelligent vending machines can be found in many public locations as well as company facilities, selling different types of goods and services, including even computer accessories, gold bars, tickets, and office supplies. With increasing sophistication, they may also provide time- and location-based data pertaining to sales, inventory, and customer preferences. But at the end of the day, vending machine operators know greater profitability is driven by higher sales and lower operating costs.
Case Study
The Kellogg Company
Kellogg keeps a close eye on its trade spend, analyzing large volumes of data and running complex simulations to predict which promotional activities will be the most effective. Kellogg needed to decrease the trade spend but its traditional relational database on premises could not keep up with the pace of demand.
Case Study
HEINEKEN Uses the Cloud to Reach 10.5 Million Consumers
For 2012 campaign, the Bond promotion, it planned to launch the campaign at the same time everywhere on the planet. That created unprecedented challenges for HEINEKEN—nowhere more so than in its technology operation. The primary digital content for the campaign was a 100-megabyte movie that had to play flawlessly for millions of viewers worldwide. After all, Bond never fails. No one was going to tolerate a technology failure that might bruise his brand.Previously, HEINEKEN had supported digital media at its outsourced datacenter. But that datacenter lacked the computing resources HEINEKEN needed, and building them—especially to support peak traffic that would total millions of simultaneous hits—would have been both time-consuming and expensive. Nor would it have provided the geographic reach that HEINEKEN needed to minimize latency worldwide.
Case Study
Energy Management System at Sugar Industry
The company wanted to use the information from the system to claim under the renewable energy certificate scheme. The benefit to the company under the renewable energy certificates is Rs 75 million a year. To enable the above, an end-to-end solution for load monitoring, consumption monitoring, online data monitoring, automatic meter data acquisition which can be exported to SAP and other applications is required.
Case Study
Coca Cola Swaziland Conco Case Study
Coco Cola Swaziland, South Africa would like to find a solution that would enable the following results: - Reduce energy consumption by 20% in one year. - Formulate a series of strategic initiatives that would enlist the commitment of corporate management and create employee awareness while helping meet departmental targets and investing in tools that assist with energy management. - Formulate a series of tactical initiatives that would optimize energy usage on the shop floor. These would include charging forklifts and running cold rooms only during off-peak periods, running the dust extractors only during working hours and basing lights and air-conditioning on someone’s presence. - Increase visibility into the factory and other processes. - Enable limited, non-intrusive control functions for certain processes.
