Transforming Wholesale Distributors with SAP Mobile Solutions
 

Transforming Wholesale Distributors with SAP Mobile Solutions

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Transforming Wholesale Distributors with SAP Mobile Solutions Transforming Wholesale Distributors with SAP Mobile Solutions Presentation Transcript

  • Transforming Wholesale Distributors with SAP Mobile Solutions Confidential
  • © 2013 SAP AG. All rights reserved. 2 Successful wholesale distribution companies… … recognize that change is the only constant Must rapidly seize technology and adapt to change Surging commodity prices Soaring consumption Strategic consolidation Financial acquisitions Offshore manufacturing Trends… Loss of…. Productivity Visibility Quality Supply chain Competitive advantage
  • © 2013 SAP AG. All rights reserved. 3 Successful consumer product companies… … adapt and seize the opportunity Growth, sustainability, transformation Response Results Find the right suppliers to meet demand Continually improve productivity Ability to identify profitable customers and monitor market conditions Offer new products and services Improved sales and gross revenue Maximized distribution Improved employee productivity Efficient and effective customer engagement
  • © 2013 SAP AG. All rights reserved. 4  Order products  Receive order status/updates  Replenish inventory levels  Process returns  Manage accounts - know the customer  Process orders  Up-sell and cross-sell Mobile solutions virtualize business… Analytics Satisfied Customer Warehouse and Delivery Driver Productivity Sales Force Productivity Personal Enablement  Receive/respond to alerts and notifications  Receive training  Analyze performance/trends  Manage deliveries and returns  Change orders  Fulfill orders  Collaborate with supply chain conduct sales activities empower delivery personnel engage customers Mobile enables you to anytime, anywhere
  • © 2013 SAP AG. All rights reserved. 5 …and accelerate decision making… Delivery Service & Support Procurement and suppliers Sales Warehouse Connected Disconnected Real-Time Introduce new products to the market faster Negotiate terms and conditions in real-time Expedite billing/collection cycles Move inventory faster Provide customers with answers in real-time Speed up shipments Respond instantly to changing market conditions Expedite delivery Real-time continuous product and customer visibility Respond immediately to customers’ issues Executives Shorten decision cycles and work-flows Act on issues faster Manage performance in real-time Expedite returns Expedite follow up activities
  • © 2013 SAP AG. All rights reserved. 6 …and much more Shareholders EmployeesBusiness Customers Attract new talent Transform a commodity into a brand Improved customer satisfaction
  • © 2013 SAP AG. All rights reserved. 7 At the same time, distributors are adopting mobility Recent surveys by Modern Distribution Management, a key industry trade journal, determined that mobile technology is the top emerging area that buyers are interested in pursuing. According to the National Association of Wholesaler Distributors (NAW), 40% of the businesses in this industry will deploy new technology, including mobility, by 2015. Although only 10% of wholesale distributors see themselves as mobility market leaders today, nearly 60% see themselves fitting into that category by 2015. In Gartner's 2012 EXP CIO Survey, mobile technologies in the wholesale distribution industry were ranked as the highest technology priority, ahead of analytics, business intelligence and legacy application. In Gartner's 2011 IT Spending Survey, wholesale distributors led all 13 industries in their percentage of IT budget allocated to smartphones and tablets. By mid-2013, 35% of the workforce is expected to be using personal devices for work-related tasks, with 89% of organizations surveyed already allowing personal device to be used for email. Gartner’s Market Trends: Interest in Mobility for Wholesale Distribution Leads Other Industries, Published: 26 June 2012, Info-Tech Research Group
  • © 2013 SAP AG. All rights reserved. 8 Empowering customers SAP ERP Customer Order Entry Business Value  Make customer’s out-of-stock situations a competitive opportunity  Provide customer with access to ordering functionality, product catalog and past sales orders  Cut call center, sales force and delivery costs while improving customer satisfaction and retention Use Cases  Customers create an order while inspecting the shelves – and submit the order on the spot  Create an order while away from the store  Quickly submit reoccurring orders Stream-line you customer’s ordering process SAP’s industry leading mobile app for customer order taking SAP insights and references Organizations where customer profiles, preferences & transaction history are maintained & are available at point of interaction, have on an average 7% higher Customer Satisfaction Based on 82 responses to SAP’s Customer Contact Center BM survey Click to see the demo
  • © 2013 SAP AG. All rights reserved. 9 Empowering customers ExpertIG’s MyOrders Give your customers access to real time information A cutting-edge app from SAP’s partner eco-system SAP insights and references Organizations where customer profiles, preferences & transaction history are maintained & are available at point of interaction, have on an average 7% higher Customer Satisfaction Business Value  Improve customer satisfaction and retention with access to real-time information on order status  Cut call center and sales force costs Use Cases  Enable a customer to track an order, including order status and expected delivery date  Send notification directly to customer’s mobile desktop to prompt them on issue with orders Based on 82 responses to SAP’s Customer Contact Center BM survey
  • © 2013 SAP AG. All rights reserved. 10 Empowering sales people SAP Customer Financial Fact Sheet All the relevant information in your sales people’s hands SAP’s industry leading mobile app for managing customer’s financials SAP insights and references Organizations where leads, prospect and status can be tracked on a real time basis on average have 12.2% higher % of Achieving Field Sales Quota Business Value  Check the financial situation of your customers on your iPhone, iPad or Android device  Display all relevant data and drill down to single invoices. When running on iPad, the app offers unique collaboration features to improve communication with your accounting back office. Use Cases  A sales rep can now access financial data and customer invoices real time on his own. He can directly exchange information with his back office.  Without this app: He needs to call his back office / accounting team or send e-mails or faxes to collect the required information. Information available is not real-time. Based on 69 responses to SAP’s Sales Effectiveness BM survey Click to see the demo
  • © 2013 SAP AG. All rights reserved. 11 Empowering sales people Liquid Analytics’ Liquid Decision All the relevant information in your sales people’s hands A cutting-edge app from SAP’s partner eco-system SAP insights and references Organizations with higher % of users with mobile access to customer and ordering information have on average 96.2% higher Revenue Growth (in %) Business Value  Allow your field force to better prepare for a sales call by providing insights about the customer directly on their mobile device.  Visually present customer information, historical orders, and targets for available promotions via Insight Pops enabling salesmen to see new opportunities and increase sales. Use Cases  Access issues and customer specific info on the spot to improve customer satisfaction.  Tailor order guide to a specific customer’s history and market.  Suggested order is then approved by the customer and recorded. Based on 300+ responses to the SAP’s Enterprise Mobility BM survey
  • © 2013 SAP AG. All rights reserved. 12 Empowering sales people MSC’s Mobile Sales For SAP ERP All the relevant information in your sales people’s hands A cutting-edge app from SAP’s partner eco-systemBusiness Value  Eliminate all paper and double entry in the sales process  Provides all information required by the sales representative on the road to efficiently interact with its customers and take orders Use Cases  Display, search, edit customer fact sheet  Display, search product catalogue and information  Create new order, calculate pricing, add discount  View product availability and backorders  Confirm delivery date
  • © 2013 SAP AG. All rights reserved. 13 Empowering sales people SAP Material Availability All the relevant information in your sales people’s hands SAP’s industry leading mobile app for managing material availability SAP insights and references Organizations with agent visibility into product information have on average 15% higher interactions resulting in sales Business Value  Support sales effort with material availability and price information on customer base  Create material reservation easy and directly from a mobile device Use Cases  Sales people access material details when in the field  Material price and availability information provided to customers right away  Reservation made from a mobile device Based on 150+ responses to SAP’s Customer Contact Center BM survey Click to see the demo
  • © 2013 SAP AG. All rights reserved. 14 Empowering sales people SAP ERP Order Status All the relevant information in your sales people’s hands SAP’s industry leading mobile app for managing customer’s order status SAP insights and references Organizations where customer profiles, preferences and transaction history are maintained and available at point of interaction, have on an average 7% higher customer satisfaction Business Value  Address customer’s key concern in a timely and pro-active fashion  The sales rep can check the sales order status at a glance and understand immediately if there are issues Use Cases  Quick and easy online access to order data  Meaningful overall and shipping status at a glance Based on 82 responses to SAP’s Customer Contact Center BM survey Click to see the demo
  • © 2013 SAP AG. All rights reserved. 15 Empowering sales people SAP Retail Execution Transform the way we do business SAP’s mobile application for managing store visits SAP insights and references Organizations where leads, prospect and status can be tracked on a real time basis on average have 12.2% higher % of achieving field sales quota A best practice standardized approach to implementing your strategic goals and objectives Business Value  Improves sales effectiveness  Increases return on promotion investments  Effective execution in customer’s stores  Maximize the value of time sales representatives spend in-store  Improves access to timely data Use Cases  Visit and activity management  Audits, surveys, plan-o-grams  Distribution and promotion compliance  Calendar functionality to schedule, view and reschedule visits  Visibility into key performance metrics Based on 69 responses to SAP’s Sales Effectiveness BM survey Click to see the demo
  • © 2013 SAP AG. All rights reserved. 16 Enabling delivery drivers Rocket Consulting’s Proof of Delivery & Payment Collection Extend business processes to the point of contact A cutting-edge app from SAP’s partner eco-system SAP insights and references Organizations with higher % of service & support employees with mobile access have on average 20.8% higher employee productivity Business Value  Reduce time & cost of preparing & processing vehicle tours  Improved customer service, reduce disputes & invoicing cycle  Provides wholesaler real-time payment & delivery information Use Cases  Enable a delivery driver to collect proof of payment from a customer to eliminate disputes  Payment collections and transaction recording to replace carrying cash and checks Based on 300+ responses to the SAP’s Enterprise Mobility BM survey
  • © 2013 SAP AG. All rights reserved. 17 Enabling delivery drivers Neoris’ Order Adjustment Extend business processes to the point of contact A cutting-edge app from SAP’s partner eco-system SAP insights and references Organizations with a higher % of users with mobile access in the field typically double their average revenue growth Business Value  Allow delivery driver to react in real time to customer change order request  Get digital proof of delivery to eliminate disputes  Enable delivery driver to sell stock in truck Use Cases  Manage stock on truck an add to an order from the truck’s stock  Change customer’s order on the spot  Get customer approval and issue updated invoice Based on 300+ responses to the SAP’s Enterprise Mobility BM survey
  • © 2013 SAP AG. All rights reserved. 18 Enabling delivery drivers Rocket Consulting’s Return Processing: Proof of Collection Extend business processes to the point of contact A cutting-edge app from SAP’s partner eco-system SAP insights and references Organizations where latest technology tools are used to enhance inventory accuracy have on average 25.2% lower Inventory carrying cost Business Value  Remove manual processing and reverse logistics delays of paper based returns process. Improve accuracy & visibility  Prevent items “lost in the system”, not reaching the right warehouse  Minimize returns disputes and reduce claims for lost products Use Cases  Delivery drivers receives a planned return alert to execute  Delivery driver records and execute unplanned return at the customer location Based on 374 responses to SAP’s Warehouse Management BM survey
  • © 2013 SAP AG. All rights reserved. 19 Empowering executives SAP BusinessObjects Explorer/Mobile BI Transform the way decisions are made SAP’s industry leading mobile analytics platform for executives, field workers and customers alike Generate real-time data-intensive mobile analytics powered by SAP HANA and SAP enterprise mobility Business Value  Utilize trend and threshold analyses to reduce stock-outs, obsolescence, lots sales  View supplier analyses to negotiate and reduce cost of goods and improve on-shelf availability  Leverage sales analyses to identify promotional opportunities to increase store traffic Use Cases  Predictive analyses versus outdate reactive reports  Generate and view intelligent analytics on the go  Access and view “big” data in real time  View partner and supplier analyses  View store and workforce performance analyses  View customer analyses SAP insights and references Organizations with higher Forecast Accuracy have, on average, 40.2% lower revenue loss due to stock-outs Based on 86 data points for Consumer Products Industry Click to see the demo
  • © 2013 SAP AG. All rights reserved. 20 LoB/Industry Apps Customer/Partner Apps Analytics Apps SAP Store - Mobile Apps SAP Mobile Platform Support for All Popular Devices Instant Mobilization Full-Service Platform Backend agnostic Industry’s most comprehensive portfolio - SAP mobility platform, services, and applications End-to-end Solution from SAP Employees Customers Presentation Frameworks Application Services Foundation Services Afaria Managed Mobility RDS Consulting 3rd Party SolutionsSAP DBs Sybase 365
  • © 2013 SAP AG. All rights reserved. 21 SAP mobile value proposition for distributors Virtualize, accelerate and transform Backed by scale of SAP and partner Ecosystem  Scale to a highly distributed infrastructure and customer base  An SAP strategic pillar  Largest development effort in the industry Solid roadmap of enhancements  Most complete mobile solution in the industry  Easily configurable packaged apps  BYOD supported by easy to use app stores Accelerate your decisions and responses  Foresee and respond to opportunities  Get ahead of issues  Shorten billing and collection cycles  Launch products and services faster Virtualize your workforce and customer  The workforce is no longer tethered or confined  Customer and partner touches are continual and interactive  Mobile experience becomes the enterprise-wide experience Transform the way you do business  Break up operational silos  Expend up and down the value chain  Increase labor productivity, effectiveness and satisfaction  Attract younger generation workforce  Transform from commodity to a brand Mobile Innovation: Thinking Beyond the App Click here to download… 1 2 3 4 5
  • © 2013 SAP AG. All rights reserved. 22 How can SAP work with you? Like to learn more about a specific solution?  . . . we can schedule a focused deep dive In the process of formulating your mobility strategy?  . . . we can assist you in the creation of a prioritized mobility roadmap and strategy Need a robust business impact analysis for your mobility investments?  . . . we can work with you to leverage our benchmarking and value engineering capabilities Have an idea for a potential mobility solution?  . . . we can help refine the use cases and potentially explore creation of a prototype
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