Lavazza case study


Company:

Lavazza

Industry:

Espesso coffee producer

Challenges:
  • track sales, services and distribution activities in real time
  • enhance team collaboration and information accuracy
  • collect valuable information on clients
  • document all job related activites on the spot
  • collect purchase orders
Results:
  • entirely streamlined field operations,
  • significantly improved communication among customers and employees.
  • increased operating speed
  • collected data is instantly accessible and usable.
Company

Lavazza company is world's largest producer of espresso coffee and wholly-owned by the family of Lavazza since the foundation of the company in 1895. The company currently employs 2000+ people worldwide and is present in more than 90 countries, from Iceland, across the U.S. to Brazil, Australia and India. Lavazza coffee sales in 2009 have exceeded € 1.050 billion!

Galaplus Ltd., the official distributor of Lavazza coffee for the entire Croatia, holds one of the top positions in the sales of espresso coffee in the country and has a team of field workers who are covering every aspect of the field work.

Business Challenge

Managing the distribution of the products for thousands of customers throughout the country, providing coffee machine repairs and giving education to the customers, presents a big challenge for all member of Lavazza's mobile workforce in Croatia.

All the tasks performed outside the office are done by a team of specially educated mobile workers who are responsible for a variety of different tasks. Their job is to:

  • supply customers with Lavazza coffee products,
  • hold presentations of Lavazza's new products,
  • deliver and install promo materials on client's selling locations,
  • maintain and repaire coffee machines,
  • collect orders from the clients,
  • create photo-documentation,
  • collect information from the clients etc.



This highly dynamic job requires a perfect coordination between all team members and a constant communication with the back-office managers, so the accuracy of the information held on the points of sale and an unobstructed information flow are the top priorities for every person involved in this field sales - service - delivery process.

Given that all the tasks performed on the field must also be documented immediately and on the spot, this represented an additional workload for every field worker and was very time consuming both for mobile workers and for their back-office managers.

With all these tasks needed to be done and the more demanding clients' expectations every day, Galaplus Ltd. needed a reliable and well-proven sales force automation solution that would fulfill all these requirement with a great facility and satisfy all requests of their mobile and back-office employees.

Salespod Solution

Salespod promptly answered on all these challenges and offered Galaplus Ltd. a robust software solution which solves all the requirements of mobile workers and back office users. The solution contains a set of functionalities that enabled mobile workers to automate tasks previously filled out with a pen and paper.

Using Salespod application installed on their mobile devices, Lavazza's mobile team now have the ability to:

  • easily collect multiple types of orders,
  • fill out custom forms (prepared by back-office users for every single task),
  • take photos of selling locations,
  • communicate with back office users with the text messages,
  • read company announcements on the interactive billboard and
  • have all the information on the palm of their hand.


All the date collected on the field is immediately sent to the server and, accompanied with their GEO position, visible to the back office users.

Traceable events allowed back-office managers to have their eyes set out of four office walls and to monitor events occurring in the field in real time. They use text messaging and billboard notices to collaborate with mobile workers and have no need to pick up their phone just to inform the mobile worker of some changes on the price list. All this has significantly reduced overall response time of the sales team and gave Galaplus a reliable partner in their field work.

Benefits gained with Salespod
  • entirely streamlined field operations,
  • significantly improved communication among customers and employees.
  • increased operating speed
  • collected data is instantly accessible and usable.

 

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