'Off the shelf' sales management system transforms Namaqua

"Sales reps are usually very good at what they do ... selling. However, they are invariably not very good at all the attendant admin that goes with the job. We wanted something that would streamline the process and allow them to do what they're best at," explains MD, Koos van Dyk.

Having attempted to design its own system and following investigations into other sales management systems, most of which were too large for its requirements, it was delighted when Field Office presented its 'HoneyBee' product.

Off the shelf software

The Field Office HoneyBee software is an 'off the shelf' product that has been designed to improve effective sales management and allow for instant information sharing. It helps sales reps manage their customer information and, through its complimentary web application, it helps sales managers monitor sales and rep activity.

As a Samsung tablet-based solution, it is a highly effective productivity and management tool and one that obviates the need for companies to manage their own hardware, systems or cellular accounts. It's as simple as ABC to get started - training for the reps takes five minutes and it's a low risk investment because it is priced with subscriptions from as little as R700 per rep per month.

"Our call rates are up by between 20-25%," says Van Dyk. "It's too early to tell what impact this will have on sales but we're confident it can only go one way and that's up."

The company tested HoneyBee in Gauteng in December and knew immediately that it was effective and that it was helping to stimulate not only sales but also enthusiasm among its reps in the region. "We decided to move swiftly so, by mid-January, we bought all the necessary tablets and rolled out the software to all our reps nationally. I have no doubt that we will see increased sales performance and customer relationship management from now on. It has completely transformed our business and the way we operate."

Key targets

Key among company's main targets are independent retailers and HoneyBee allows the reps to show the range and pictures simply on the tablet. Van Dyk continues, "Their job is made much easier because all the information they want is available to them, right there on the tablet. For example, they can check the alcohol and sugar levels of a product and the merchandise material that is available for that product, the pricing ... you name it ... it is all there at the touch of a screen. It's simplified, enhances the selling process for our reps and they're now not hassled with the paperwork that used to clog up their flow.

"Every morning, I log in to the web app and I can see, at a glance, on graphs and visuals, who's been where and what's been going on ... I get a snapshot of what's happening throughout the country. This means we can interact with our sales force far more meaningfully and positively - in real time - and give them the sales support they need, giving management the peace of mind that our customers are happy and that our sales are growing."

Checking call rates

The system represents a significant intervention in the way Namaqua Wines does business. "We used to check sales progress via our orders but now we can check call rates. It allows us to be far more hands on in the management process because the people who need to see what's going on can do so and quickly. It is also an HR management tool - a win-win for everyone interested in the successful development and growth of the company."

In the past it found that other systems were not able to integrate with the company's other IT systems properly. Working with Field Office, the company plans to fully integrate its order capturing system so that, using the programme, invoices will be created immediately. Meanwhile, the software system is wholly meeting the brief for a simple and highly effective sales management tool.

"I am so delighted with the system that I have been recommending others in the industry to use it too - I think it would be unfair not to share the fact that a management system that's as easy as 'buying the tablets' can make such a difference to the way you operate. Certainly, for us, it's already having a really positive impact on our business."

For more information, go to www.thefieldoffice.co.za.