Until recently, Frucor’s 200-plus field sales workforce was using a legacy on-premise system to manage its sales processes. This created a fragmented view of its sales data with information scattered across multiple tabs and locations, which meant staff couldn’t access the right information at the right time to provide a seamless customer experience. The legacy system also couldn’t scale to meet the growing complexity of the business.
Frucor worked with SAP AppHaus Network partner Bourne Digital, part of Accenture, to implement a new iOS-based field sales tool called ‘My Sales Hub’ (MySH) on SAP BTP.
Designed and built over a two-year period, MySH brings together four sales tools into one mobile application, which has standardised the sales process, “improved” analytics and reporting and provided staff with real-time access to customer insights through integration with other applications.
Since going live with the platform at the end of 2022, Frucor says it has seen a 13% increase in staff productivity measured by sales call time saved as a result of a more simplified and guided process.
Access to a recommendation engine also means staff now receive sales suggestions for their customers, including for new products based on their preferences or alternatives if a product is out of stock. This has helped to grow Frucor’s customers’ basket size and supported a 3% increase in sales revenue.
Following the implementation of MySH on SAP BTP, Frucor says it’s continuing to review ways to streamline its digital functionality including an elevated e-commerce experience and updated CRM platform.
It’s also extending the usage of SAP across the organisation within its new $400 milllion manufacturing facility located in Swanbank, Queensland which will include state-of-the-art technology and automation when it opens in mid-2024.