Early in my profession, I stayed in an genuine ryokan inn in Kyoto. It was proper out of an 1800s Hiroshige woodblock print with a Japanese backyard, hanging lanterns, sliding rice paper doorways, and a glowing view of Mt Fuji at dawn. After work, my colleague and I found the native dishes and Suntory scotch—a primary. 

As we speak, Suntory’s meals and beverage merchandise are loved on a worldwide scale, together with Suntory Oceania, a partnership of Beam Suntory and Frucor Suntory that gives a broad spectrum of drinks throughout Australasia. 

Worldwide beverage firm produces greater than 30 million circumstances a yr

Because the Sixties, Frucor Suntory has advanced from a small, native fruit juice enterprise into a big worldwide drinks firm that produces greater than 30 million circumstances of drinks annually at its New Zealand-based manufacturing plant. 

The firm manufactures, markets, and distributes a variety of fruit juices, fruit drinks, vitality drinks, waters, and tender drinks, equivalent to V Power, Suntory BOSS Espresso, Maximus, h2go, Simply Juice, The Actual McCoy, and Contemporary Up. It additionally bottles the Pepsi vary of merchandise for PepsiCo in New Zealand. 

However Frucor Suntory’s 20-year-old gross sales automation system was holding it again. Throughout conferences with prospects, salespeople needed to juggle as much as 4 completely different siloed instruments to entry information on premises and within the cloud. The instruments additionally didn’t work nicely offline, which pissed off discipline gross sales reps and prospects alike. 

Unifying 4 siloed gross sales instruments into one iOS cell app for simple entry to information

Frucor Suntory’s outdated on-premises customized gross sales automation system scattered info throughout a number of tabs and places. The corporate realized salespeople wanted entry to consolidated info through a easy consumer interface. However easy is as advanced does. 

As a way to tackle what was holding salespeople again, the corporate wanted to reinforce the consumer and buyer expertise with good information out there on the proper time—no extra bouncing between a number of functions in a gross sales name to assemble the required info. 

As well as, they wanted standardized processes throughout gross sales conferences that might populate the CRM with the correct information. This, in flip, would empower discipline gross sales to ship the specified outcomes with seamless on-line/offline workflows. And, trying forward, the corporate needed in-built flexibility to assist new markets and evolving client calls for—equivalent to low or no-sugar drinks. 

Plus, by optimizing the gross sales reps’ day by day buyer visits and supply cycles in opposition to greenhouse emissions—the brand new system would scale back the corporate’s carbon footprint.

New, guided gross sales processes improve gross sales productiveness by 13%

To empower gross sales to serve prospects higher, Frucor Suntory underwent a full digital transformation to the cloud with SAP S/4HANA Cloud and developed MySH (My Gross sales Hub), a local IoS resolution for the Apple gadgets utilized by the Frucor Suntory gross sales crew.

Bourne Digital, an Australian digital company and SAP and Apple Enterprise associate with a deal with human-centered design, was chosen by Frucor Suntory to assist them construct, deploy, and assist the My Gross sales Hub initiative. 

“Bourne Digital partnered with Frucor Suntory to use design considering to re-imagine the sphere gross sales journey,” defined Selim Ahmed, CEO and founding father of Bourne Digital. “SAP BTP then supplied the foundational capabilities together with safety, cell platform, and integration to carry the brand new gross sales journey to life.”

Design considering encourages folks to collaborate and have conversations that feed on one another’s creativity, which culminates in one of the best work.  

Constructed on the seamless SAP Enterprise Expertise Platform (BTP), MySH supplies guided gross sales processes utilizing consolidated information from Frucor Suntory’s on-premises and cloud back-end programs so gross sales has the correct information on the proper time. Gross sales conferences on MySH are extra effectively run for one of the best buyer expertise and, consequently, gross sales productiveness has elevated 13%. 

“The function SAP BTP performed was the glue to carry all of our programs along with an excellent consumer expertise,” stated Barbara Ciancio, head of digital IT options at Frucor Suntory. “It provides us the power to current actual time smarts from SAP to our gross sales crew in a seamless and significant manner whereas available in the market.” 

SAP BTP allows functions to leverage generative AI capabilities that enhance the developer expertise and streamline integrations. AI providers improve course of automation, in addition to analytics and holistic planning, and simplify administrative duties. 

3% improve in gross sales income as a result of MySH advice engine

MySH is particularly geared to empower territory gross sales groups with customer-specific information to tell the correct conversations in actual time with a guided gross sales course of, synchronized communications throughout the sphere, and a advice engine to extend gross sales.

With the unified cell app, gross sales crew can present one of the best expertise to a variety of shoppers throughout New Zealand and Australia. Visibility has improved, buyer suggestions are intuitive, processes are standardized, e-learning modules foster progress, and gross sales reporting is holistic.

“The device (MySH) now encompasses some good options which provides us (Frucor Suntory Gross sales Crew) the power to have richer conversations with our retail companions,” saysScott McIver, Gross sales Discipline Supervisor at Frucor Suntory. “The order starter and advised orders are recreation changers for us. These permit us time to deal with rising gross sales. It’s already had an enormous impression for gross sales for me and my crew.” 

And, on account of smart-selling options (advised objects from advice engine), there was a rise within the variety of incremental circumstances offered that equates to a 3% uplift in gross sales income.

The subsequent time you’re in Australasia, consuming your favourite beverage along with your Kiwi or Aussie mates, chances are high good you’ll be having fun with a Suntory Oceania model. Kanpai!

Frucor Suntory is an SAP tenth Anniversary Innovation Awards 2023 finalist within the meals and beverage providers class. To study extra in regards to the MySH iOS app deployment obtain the pitch deck.