System Optimisation (Grupo Freixenet)
Actualizado: 28 abr 2020
How to equip the sales force with tools that generate efficiencies in the commercial chain?
About Grupo Freixenet
Grupo Freixenet has been working in the winemaking industry since 1861. After more than 150 years of history, it is the leading company in the Spanish wine sector and the world leader in quality sparkling wines made using the traditional method. Their firm commitment to technology and eco-innovation allows them to develop their products today as they did in the past, but with greater efficiency and sustainability.
From their headquarters in Sant Sadurní d’Anoia, Barcelona, they have created a large group with wineries located in the best wine-growing areas in Europe, America and Oceania, and commercial subsidiaries established throughout the world. In 2018 they joined forces with Henkell and started an international alliance that has made them the world leader in sparkling wines.
Grupo Freixenet's vision is to continue to be the first choice for consumers in sparkling wines and its mission is to help the world celebrate the great and small moments of life, which makes us all happier.
Challenge: Business Process Management - Standardisation of processes for the Sales force in Spain
The Freixenet Group faced the challenge of standardising business processes in their Sales unit, specifically in relation to Expense Management, Commercial Activities and Collection Management.
It was intended to strengthen the existing operating platform of the Sales Agents and that the improvements be perfectly integrated with the systems currently used (eg. ERP, BI and APIs) within a very limited time.
Océano Consulting, in conjunction with the Technology and Sales team at Grupo Freixenet, conducted a diligent diagnosis of the processes involved. A plan was drawn up that would allow Freixenet to fulfil its objectives, aligning resources and time according to the internal plan.
The approach consisted of designing and implementing new functionalities for Sales Agents on the COMFLOW platform, integrating the systems used by Grupo Freixenet.
These functionalities should be intuitive for users and available on the daily work devices of the sales force (tablet or computer).
“Facing the need to improve the productivity of our Sales Force, we requested Oceano Consulting to add new functionalities to our Sales Platform regarding Sales Activity Management, Collection Management and Expense Control processes.
Thanks to the expertise and coordination with Oceano Consulting, the result has exceeded initial expectations, consolidating the new platform as our CRM software.
For us, the service or the visit to the client constitutes the fundamental experience in which the contact between the organisation and the client takes place, therefore, an exhaustive control of how this relationship is being carried out is essential to ensure the success of the organisation.
The new platform has been consolidated as an essential tool to generate impact on the organisation's decision-making process, thanks to the collection of data regarding our customers and all this in an easy, simple and smooth way for our Sales Force thanks to the help from Océano Consulting.
It has been a pleasure to be able to jointly develop this initiative with the professionals at Océano Consulting. My most sincere congratulations ”.
Bernard Gutiérrez Funes
Grupo Freixenet CIO (Chief Information Officer)
Key customer benefits
Standardise processes and information, the information derived from these developments will enrich the processes of obtaining information for subsequent analysis and management decision-making.
Efficiency in prospecting customers, check the successes record or rejections and their reasons.
Greater vision and control in the daily activities of the sales force through recording goals and times involved for each one.
Comply with expense management policies
Encourage paper-free processes by having end-to-end control of commercial activity from prospecting to collection
Streamline collection processes by having a complete view per customer of their activity
Flexibility and consideration of improvements suggested during the pilot phase to be included in the final roll out to ensure success in the adoption of new processes
Why Océano Consulting?
Our multisector experience as consultants in various systems and business areas during the last 20 years, together with the high adaptability of our solutions, positions us as the optimal solution for most companies.
We believe that being close to our clients is vital to the success of their projects. We want to build loyalty with them by ensuring that their priorities are met and we can do so thanks to our extensive experience in implementing technological solutions for more than 20 years.