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New economic challenges to face

Often proposing a skilful balance between conventional and innovative activities, the industrial sector frequently remains the main driving force for economic development in regions.
Manufacturers whose products are sold in the retailing and distribution sector or via specialised networks are constantly seeking sustainable competitiveness and a recognised position in the market. They are faced with several challenges, such as constant innovation, the ascendancy of own-brand products, development of marketing strategies and pricing policies, development of volumes and profitability, etc.
To achieve their growth objectives - in an approach focussed on commercial optimisation and rapid return on investment (ROI) - manufacturers must have constant access to operational data (customer, supplier, product, etc.) if they want to improve their productivity and competitiveness. They need innovative, efficient tools that respect their business logic to control all commercial and marketing actions both at the head office and at the points of sale.
Based on good market practises, the different modules included in the Klee Commerce suite, which runs in native mode, offer manufacturers the appropriate functions necessary to manage their sales processes efficiently, execute the commercial strategy and guarantee a displayed and sustainable competitive advantage.

Responses to concrete daily challenges

  • Management of visits, tours and diaries in context.
  • Management of customers, launches and associated commercial operations.
  • Management and highlighting of products in the Retailing and distribution sector (GMS).
  • Management of orders, tariffs, commercial conditions, objectives.
  • Management of performance via scoreboards and proposed analyses, etc.
Activity: Graphic Arts
Circuits: Retailing and Distribution (GMS) and Conventional Circuit (stationary stores).
Project: Sales-support solution.
Solution adopted: Klee Sales
Departments equipped: Commercial, Sales Administration.

Challenges:

  • Establish precise plans of action according to the commercial strategy and analyses conducted on product records by brand, sale prices, numeric distribution (ND) and the shelf-space share.

Reasons for the choice:

  • Reliability of data and quality of the replication system: no loss of information between the field and the head office.
  • Configuration of the solution, particularly as far as order-taking is concerned.
  • Easy to use, intuitive and does not require extensive training.
  • Functions corresponding to the trade and the concerns of operating staff.

Advantages:

  • The efficiency of the scoreboards on the activity of the sales force make it possible to check numerous indicators in real time, such as visit frequency by brand, stores not visited enough or visited too often, etc.
    The Klee Sales solution is a sales force management support tool: discussions with Sector Managers concern precise, non-subjective elements. Subsequently, it is an aid for orienting the commercial strategy: Checking on implementation of the strategy in the field and measuring the results lead to concrete plans of action. The scoreboards (turnover, quantity, stocks, etc.) represent a gain for visit preparation. Information on the customer’s turnover, the order history and the status of the last orders then make it possible to orient the commercial argument and sales.
Activity: Stationary Stores
Circuits: Retailing and Distribution (GMS) and Conventional Circuit (stationary stores).
Project: Sales-support solution.
Solution adopted: Klee Sales
Departments equipped: Commercial, Sales Administration.

Challenges:

  • Work in real time and provide a better service for our customers.

Reasons for the choice:

  • Flexibility of order-taking, which allows the best possible management of commercial conditions (simulation with the net price discounted directly with customers and proposal of incentives according to volumes ordered).
  • Technological quality of the solution in terms of opening, ergonomics and reliability.
  • Interfacing with Oracle as standard.

Advantages:

  • Taking added-value orders with the possibility to establish loyalty contracts making it possible to monitor the activity and the history of orders and deliveries in real time.
  • The scoreboards provide total visibility of the commercial activity and the representatives’ work. Klee Commerce is thus an excellent reporting tool for management and serves to steer the sales force.
  • The solution is integrated into the logistics Information System and makes it possible to check the availability of products and the feasibility of deliveries in real time.
Activity: Distributor of Childcare Products
Circuits: Internet, Retailing and Distribution.
Project: Checking and steering solution for commercial activities.
Solution adopted: Klee Sales
Departments equipped: Commercial, Sales Administration.

Challenges:

  • Centralise all incoming data from the points of sale and distribution networks in a flexible, efficient activity-management tool at the head office as in the field and combine three dimensions: a data library, a store-management tool and a monitoring and steering tool for distribution.

Reasons for the choice:

  • Integration of the Klee Sales solution into the existing environment.
  • Response to the multiple operational functions required.

Advantages:

  • Management support.
  • Check on maximum operation of the customer and sales sectors.
  • Improvement of productivity and customer service.