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sales force automation in adidas

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					SALES FORCE AUTOMATION
       CASE STUDY
          GROUP 3
   Adithya Raj (08PG144)
 Gaurav Kumar (08PG304)
Nishanth Chobisa (08PG108)
 Surbhi Agarwal (08PG201)
Urpreet Kaur Soni (08PG29)
   Vipul Gupta (08PG141)
WIRELESS SALES FORCE
AUTOMATION DRIVES
     SALES FOR
  ADIDAS AMERICA
     ADIDAS- A GLOBAL LEADER
• Located in Portland, Oregon, Adidas produces
  athletic footwear, apparel, accessories and
  equipment products
• With roots reaching back to 1949, Adidas
  products are available in virtually every
  country, striving to be a global leader in
  sporting goods industry
  EXTENDING INNOVATION INTO THE
          SALES PROCESS
• Adidas recognized that it could increase its
  sales potential by automating components
  into the sales process
• To reduce the no of calls from Sales rep, Tim
  Oligmueller, SFA manager, came up with the
  idea of using handheld devices to know
  product availability
                 CONTD…
• A team of 200 reps- all using Blackberry
• Enabling Sales rep to capture “At-once”
  business
• Show customers that Adidas is not behind in
  Customer Service
   RECOGNIZING INEFFICIENCIES IN
        THE SALES PROCESS
• Before Wireless SFA, Sales rep were required
  to use their personal phone to check
  warehouse inventory
• At times, Sales reps had to cancel the order
  with the customer if the product required was
  not available at the warehouse (MOT)
                  CONTD…
• No access to inventory data in real-time from
  the field
• Place accurate orders
• Reduce phone calls to back-office staff
• Improve Customer Service
• Provide all data in a secure environment
       EXAMINING WIRELESS AND
          ITS ALTERNATIVES
• Before Wireless SFA, Sales reps were equipped
  with laptops and
• Web Interface into the inventory systems
• Company’s needs were much greater than
  either solutions
DEPLOYING A WIRELESS SALES FORCE
     AUTOMATION SOLUTION
• Real-time inventory queries
• Sales reps can view up-to-date inventory
  information
PURCHASE ORDER SIZE RUN SCREEN
       ON BLACKBERRY
PURCHASE ORDER LIST SCREEN
     ON BLACKBERRY
   REALIZING TANGIBLE BENEFITS
• Wireless inventory access from Blackberry
  devices increases “At-once” sales
• Orders are more accurate, avoiding potential
  delay
• Fewer back-office interruptions from field
  sales enquiries
                 CONTD…
• Custom catalogs are created more quickly and
  easily
• Competitive edge
• Better customer service
       ROLLING OUT IN PHASES
• Solution developed in two weeks
• Onsite expertise to develop a Custom Java
  Application, which leveraged the Mobile Data
  Services (MDS)
• Applications provided to Sales rep in Sales
  meetings
• On-the-spot training and quick acceptance
• Return on investment recognized in one order
`
      MAKING PLANS FOR FUTURE
        USES OF THE SYSTEM
• Place and change orders through the device
  itself
• Uniform Product Codes (UPCs) and product
  photos will be made available
• Enabling to create the Custom Product
  Catalogs quickly
• Check order status and Email the information
  to customers directly from device
REALIZING UNEXPECTED BENEFITS OF
           THE SYSTEM
• Benefits from product trends data gathered by
  the system
• Result: Analyze and anticipate customer
  demand and respond effectively
THANK YOU!!!!!

				
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