software development CAMPBELL
management of permanent and promotional conditions
CAMPBELL FOODS BELGIUM is a major player on the Fast
Moving Consumer Goods market in Belgium. Some of the products in its
portfolio, such as Royco, Campbell’s and Liebig, are market leaders.
Both the sales department and the marketing department are currently
using automation tools developed by DeDuCo: the representatives use SALESforce+
in their tasks with the customers; the Key Account Managers and the marketing
department use KEYaccount+, a product to manage the actions with their
customers, their budgets
and their conditions.
Until the introduction of KEYaccount+, most Key Account
Managers of CAMPBELL FOODS BELGIUM managed their customer conditions
in a non standardized way, very often in Excel. This resulted in all
sorts of different procedures developed by the different Key Account
Managers, and ultimately did lead to the fact that no history of conditions
was available for retrieval. As actions and conditions in the Fast Moving
sector may quite differ between the initial and final proposal (and the introduction
in the ERP system) it is very useful for the Key Account Manager to have a
view on the history
of the action, on the profitability… This can only be achieved by setting
up a central database of all actions and conditions.
In order to solve this complex and important problem xsysys Technologies
was selected.The criteria to choose xsysys were the efficient ISO 9001:2000
offshore processes, the short delivery time, the flexibility in their approach
and their domain expertise
in the FMCG market.
Now, each Key Account Manager can manage conditions
at his customers’ end, a
complex matter of end of year reductions, permanent reductions, logistics reductions,
introduction reductions... and still gauge the profitability of that customer.
Moreover, he can now manage all his actions, including the management of budgets
for each action (introductions, folders...), and the management of conditions
for each action. Follow-up
of invoices is made possible. He can manage all the quotations he sends to
his customers and the dispatch of technical files and confirmations of actions
in the document layouts
that are imposed upon him by his customers (in Excel) is made possible. He
can determine the profitability of actions and products for each individual
All actions and objectives are dispatched to the sales
team. Now the representatives
have an overview of all actions agreed upon with the chain’s head office
them into a much better position to negotiate and propose actions to their
Each Key Account Manager can now evaluate the result of his actions and undertake
new actions in case the objectives aren’t met. For each action he now
manages budgets, support above and below the line, invoices, periods (proposal
period, order period, action period)… with history.
The confirmation of the proposed customer actions – which
formerly took about half an hour to complete – can now be finished
in about 5 minutes.