The increase of productivity by using telematics in Scania

CER

Vít Lobpreis

Sales system project Leader CER

Main triggers – Increase volume of sold vehicles

Vít Lobpreis

Sales system project Leader CER

0,00%

2,00%

4,00%

6,00%

8,00%

10,00%

12,00%

14,00%

16,00%

18,00%

20,00%

0

500

1000

1500

2000

2500

3000

2006 2007 2008 2009 2010 2011 2012 2013

Total Sales Market Share

Main triggers – Improve market coverage

...Efficient Sales Management...

Vít Lobpreis

Sales system project Leader CER

...increase quantity and quality of customer‘s contacts......Improve Market coverage...

Total market

Market coverage

Sold vehicles

Salesmen Workload Analysis

Vít Lobpreis

Sales system project Leader CER

0%

5%

23%

0%

6%

9%

2%

0%

4%

2%

7%

10%

1%

26%

4%

0% 5% 10% 15% 20% 25% 30%

Workshop check

Internal emails

Travel

Internal Training

Internal Meeting

Document Preparation

Financing Solution

Credit check

External emails

Truck Delivery

CRM update

Customer Calls

Ext meeting evaluation

Ext meeting

Ext meeting preparation

Low

Med

ium

Hig

h

Salesmen Workload Analysis

Vít Lobpreis

Sales system project Leader CER

Goal 1: Salesmen should be able to work from the field.

Goal 2: Do not introduce new systems, but integrate them with

current CRM.

56%45%

52%

44%55%

48%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

CZ SK HU

Field

Office

Search for the solution started...

Vít Lobpreis

Sales system project Leader CER

Travel– How can salesmen plan the routes better?

– Which customers to visit?

– How to navigate them to destination?

– What to do if customer cancel the planned visit?

0%5%

23%0%

6%9%

2%0%

4%2%

7%10%

1%26%

4%

0% 5% 10% 15% 20% 25% 30%

Workshop check

Internal emails

Travel

Internal Training

Internal Meeting

Document Preparation

Financing Solution

Credit check

External emails

Truck Delivery

CRM update

Customer Calls

Ext meeting evaluation

Ext meeting

Ext meeting preparation

Low

Med

ium

Hig

h

Search for the solution started...

Vít Lobpreis

Sales system project Leader CER

Meeting Preparation– How to ensure that salesmen are prepared?

– How to get the data from various systems to salesmen smartly?

– If the meeting is scheduled from the field, how to make him prepared?

– Sales triggers rather then loads of data

0%5%

23%0%

6%9%

2%0%

4%2%

7%10%

1%26%

4%

0% 5% 10% 15% 20% 25% 30%

Workshop check

Internal emails

Travel

Internal Training

Internal Meeting

Document Preparation

Financing Solution

Credit check

External emails

Truck Delivery

CRM update

Customer Calls

Ext meeting evaluation

Ext meeting

Ext meeting preparation

Low

Med

ium

Hig

h

Search for the solution started...

Vít Lobpreis

Sales system project Leader CER

CRM update– CRM update have to be made from field, system integrations

– Updates immediatelly after the visits

0%5%

23%0%

6%9%

2%0%

4%2%

7%10%

1%26%

4%

0% 5% 10% 15% 20% 25% 30%

Workshop check

Internal emails

Travel

Internal Training

Internal Meeting

Document Preparation

Financing Solution

Credit check

External emails

Truck Delivery

CRM update

Customer Calls

Ext meeting evaluation

Ext meeting

Ext meeting preparation

Low

Med

ium

Hig

h

Solution design – use case

Vít Lobpreis

Sales system project Leader CER

Visits planning

Web App / Mobile

sync travelling

Customer meeting

Mobile Mobile

Mobile

Customer ProfileCRM notes

&

CRM forms

Mobile

CRM import

CRM export

Customer Profile

Meeting record Meeting prep

Daily agenda Navigation

Consolidated from 5 systems

CRM iScala RAMAS AMCredit

Tool

Select the right customer...

Vít Lobpreis

Sales system project Leader CER

Selecting Customers on

Google Maps

Route planning is easy

Green - perspective and visited in last 5 months

Orange – perspective and not visited in last 4 months

Red - perspective and not visited in last 5 months

Grey – not perspective

Triangle – meeting is scheduled

Round – meeting is not scheduled

You can click on customer dot to

plan the visit

Or you can add it manually

Plan the visit...

Vít Lobpreis

Sales system project Leader CER

Visit planning is easy

Fill the simple form and

save it

Name of the task

Due date and Duration

Use description field

for agenda

Sit into vehicle and drive to customer...

Vít Lobpreis

Sales system project Leader CER

Prepare for the meeting...

Vít Lobpreis

Sales system project Leader CER

Contacts

Classification Code

Last appointments

Service & parts revenue

Customer potential

Last visit of workshop

Fleet size

Fleet age structure

Payment history

Overdue invoices

Service contracts

Customer claims

Data are collected from 5 different systems,

presented on one page

After the meeting, report it back to CRM...

Vít Lobpreis

Sales system project Leader CER

Planning the visit from field...

Vít Lobpreis

Sales system project Leader CER

Managers are in control...

Vít Lobpreis

Sales system project Leader CER

Average Distance per

Customer visit

Time spent in the office

Effect: Sales volumes increase contribution

Vít Lobpreis

Sales system project Leader CER

0,00%

2,00%

4,00%

6,00%

8,00%

10,00%

12,00%

14,00%

16,00%

18,00%

20,00%

0

500

1000

1500

2000

2500

3000

2006 2007 2008 2009 2010 2011 2012 2013 2014 2015

Total Sales Market Share