INFOTECH: Sybase Boosts Sales At Peninsula Beverages
Recent Western Cape Business News
Enterprise and mobility software solution provider, Sybase South Africa, an SAP company, has improved the agility of the Peninsula Beverage Company (PenBev) sales operation with the implementation of a mobile sales force automation solution.
As the local bottler and distributor of The Coca-Cola Company products in the Western Cape, PenBev has embraced innovative mobility solutions for some 20 years as a means to facilitate dynamic realtime communication to enable efficient logistics, sales and delivery capabilities for loading, warehousing and delivering its products. Today, 99% of what PenBev sells requires a mobility solution during the sales and delivery process which ensures an enhanced, efficient customer experience – all in realtime.
The Sybase/PenBev mobility partnership began in 2008 when the company’s primary mobility tool needed upgrading. Although the incumbent solution addressed critical business process requirements, there was a set of new business needs that the solution was unable to provide.
“The solution we had in place at the time required technology advancements that could meet the growing needs of our business. These included improved pricing and marketing promotion capabilities, superior integration into our back-end systems to enhance the speed at which we could get our loads available into the warehouses, and most importantly, true mobility, so we could synchronise data remotely via GPRS, rather than our sales force having to return to the office at the end of each day to connect to a docking station,” says PenBev CIO Bruce Carter.
Carter says there were many packaged mobile tools available that PenBev could have chosen, but Sybase South Africa offered a hands-on service approach which resulted in a turnkey solution that could easily be customised according to the changing needs of the business.
The project began in 2008 and rollout was completed before the end of 2009.
The implementation of the sales force automation tool faced a number of challenges including the need to be integrated into PenBev’s new SAP back-end, as “technology refresh” over the incumbent mobile offering, enabling mobile capability on new devices.
“As a company, PenBev was mature in terms of knowledge about the benefits of mobility. Our challenge was not only to provide a solid, reliable system but to exceed the capability of the existing system,” says Nick Staples, Sybase South Africa practice manager for the mobile division in the Cape operation.
“The new solution had to be faster and more responsive than the one that was in place, and also have greater capability to cope with PenBev’s increasing business requirements.”
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