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"
SDMO Industries is one of the world's leading
manufacturers of power generating units. The company supplies its customers with a large range of products
including portable generators, diesel powered generators and electric generating sets."
Source : Access Commerce
Case Study: SDMO Industries
SDMO Industries process is also known as :
Lead-to-Order process,
lto manufacturing,
lead generation management,
made-to-order product,
build-to-order product,
lead-to-order workflow,
lead management system,
sales lead management system,
lto process,
lto optimization,
lead management practices,
lead-to-order process,
lto application,
lean production,
L2O process,
lead management,
lean manufacturing,
lean manufacturing software,
lead management software,
Also stood for:
chain supply management.
SDMO Industries Case Study
SDMO Industries, the world's third largest
manufacturer of power generating units, offers customers an expansive product
line from portable power generating units for professional or personal use to
diesel power generators and electric generating sets. SDMO Industries
products are sold globally through a variety of sales channels: inside
sales, field sales representatives, international offices, subsidiary
companies and distributors. Product and channel complexity present
numerous challenges to effectively communicate product features and
accurate pricing information that is essential to the company's success.
SDMO Industries has relied on Cameleon for many years as the foundation to
support their international multichannel go to market strategy.
SDMO Industries trusts Cameleon to:
- Manage the application of business rules
across their sales channels
- Guide selling and ordering processes for
standard items, configurable products and associated services
- Generate
accurate engineering data (BOMs, routings) for each order and integrate
with the company's ERP system
"The results we've obtained from Cameleon
at our corporate headquarters are spectacular; our order processing time
was reduced by 90% and our order to- manufacture-to-fulfillment cycle time was
cut by 25%. We're continuing to extend these benefits throughout our
worldwide sales channels to improve our global value and control our
operational costs."
Pierre Abautret
Chief Information Officer
The
Issues
The execution of a worldwide growth strategy presented SDMO
Industries with several challenges:
Develop new markets and sales channels
With 75% of its sales revenue derived from exports, SDMO Industries has
produced strong results pursuing an international expansion strategy. They
continue to move forward by entering new markets abroad and creating new
sales channels. To sustain this strategy, SDMO Industries required a
multichannel commerce solution that could support their complex international
business requirements and help optimize sales processes across all
existing and future markets and sales channels.
Harmonize business practices
throughout the entire sales network
With a global sales force spread over
five continents, SDMO Industries was challenged to implement a single sales
methodology and software solution to improve the effectiveness of their
entire sales team. The objective was to create uniform business practices
that would result in a consistent level of quality customer service
throughout all their sales channels and simplify the sales training process.
Control operational costs and reduce delays
Eliminating manual processes and
automating the order-to manufacturing handoff was an important objective for
SDMO Industries. They hoped to reduce operational costs by dynamically
generating manufacturing data from orders and eliminating the frequent back
and forth communication between the engineers, sales team and customers. In
fact, by responding more quickly to requests and improving their
professionalism, SDMO Industries expected to increase their sales
performance, improve customer satisfaction and enhance the company's
image.
The Solution
After evaluating several alternatives, SDMO Industries
selected the Cameleon Commerce Suite to meet these challenges head on.
Cameleon is used domestically (at corporate headquarters and in seven
commercial agencies) and has been extended into all subsidiary companies and
international offices, supporting more than 300 sales representatives and
distributors located in more than 150 countries.
Since going live, SDMO
Industries has used Cameleon to
- Create a single master catalog that is
adapted to each specific market
- Guide sales reps and channel partners
through the selling process
- Identify and locate specific products and
associated spare parts
- Quickly customize power generating units to match customer
requirements
- Generate accurate and compelling quotes and proposals
- Automatically convert quotes into customer orders
For configured products,
Cameleon dynamically generates Bills-of- Material and routings, which are then
integrated into SDMO Industries' ERP system using Cameleon Integration
Technology.
The Advantages
SDMO Industries has optimized their entire
lead-to-order-to-after sales process with Cameleon. The global sales team is
able to create quotes in just a few minutes and easily convert them into
orders. Manufacturing data for each configured order is dynamically generated
and loaded with the order into the ERP system. By providing accurate product
information and applying precise sales and engineering rules when an order is
received, Cameleon eliminates errors and streamlines the entire process.
This enables SDMO Industries to significantly improve their ability to
respond to requests, better provide customers with the right product at the
right time and reduce the overall cost of sales.
With the worldwide rollout
of Cameleon, SDMO Industries achieved solid results throughout all their
commercial activities. The company has benefited from greater consistency
across the sales network, enhanced communication and a better trained
sales force. Cameleon helped the SDMO Industries sales organization become
more effective and productive, and has provided a solid foundation to support
future growth.
www.access commerce.com
Contact: info_en@access commerce.com