Network | Expertise |
MAKING BUSINESS RUN BETTER
Access inventorydata in real-timefrom the fieldPlace accurate ordersReduce phone calls toback-office staffImprove customerserviceProvide all data in asecure environment
Wireless inventoryaccess from BlackBerrydevices increases“at-once” salesOrders are moreaccurate, avoidingpotential delayFewer back-officeinterruptions fromfield sales inquiriesCustom catalogs arecreated more quicklyand easilyCompetitive edgeand better customerservice achieved••••••••••
A global leader.
Located in Portland, Oregon, with over1,000 employees, adidas America producesathletic footwear, apparel, accessories andequipment products. With roots reachingback to 1949, adidas America is part of alarger organization that strives to be theglobal leader in the sporting goods industry.adidas products are available in virtuallyevery country.
Extending innovation intothe sales process.
A leader in its industry, adidas Americarecognized that it could increase its salespotential by automating many componentsof the sales process. Its team of 200 salesrepresentatives had been using BlackBerry
handheld devices for email. Tim Oligmueller,sales force automation manager for adidasAmerica, began researching ideas to putthe handheld devices to greater use.Oligmueller wanted to reduce the numberof calls from sales representatives in thefield to check on product availability,enabling them to capture “at-once”business and show customers that thecompany is on the cutting edge not onlyin footwear and apparel design, but also incustomer service.
Recognizing inefficienciesin the sales process.
Before implementing its wireless salesforce automation solution, the company’ssales representatives were required toborrow a customer’s phone or use theirpersonal mobile phone to check warehouseinventory. The company realized that thisslowed sales momentum.“We wanted to strike while the iron ishot, while the enthusiasm is there for theproduct,” Oligmueller said. “Real-timewireless access is important becausewe want the customer to see that wehave immediate access to data to meettheir needs.”Lacking wireless capability, some salesrepresentatives would prepare for ameeting with a customer by checkinginventory before they left the office.However, if an item wasn’t available whenthe sales representative returned to theoffice, they would have to contact thecustomer to change the order.The company’s 65 customer servicerepresentatives (CSRs) were alsoaffected by an inefficient pre-wirelesssales process. Getting calls from salesrepresentatives in the field to check oninventory interrupted their work andaffected order processing times.
Examining wireless andits alternatives.
Before implementing a wireless solution,adidas America equipped its salesrepresentatives with laptops that weresynchronized just before a customer visit,and the company also tried providing a
The broadest and deepest portfolioof wireless business solutions.
Sales Force Automation Case Study
Wireless sales force automationdrives sales for adidas America.