Collonil – Salzenbrodt GmbH & Co. KG
Digital sales management with SAP Sales Cloud
The traditional brand Collonil is a well-known and leading brand for cleaning, care and protection products for demanding leather and textile surfaces. The products are “Made in Germany” and have been produced in Berlin since 1909. Thanks to a consistent quality and innovation strategy, Collonil stands for the highest level of expertise in care and impregnation and has made a name for itself with high-tech products for sneakers, shoes and the cleaning of stone surfaces.
Initial situation: Sales with analog brake
Collonil has a strong history in stationary retail and this was precisely where the challenge lay. The sales force was working with manual processes, fragmented information and unused tools:
- Customer information distributed across various sources
- Spontaneous and inefficient visit planning
- Discount information & order histories can only be accessed via the back office
- Lack of strategic sales controlling
- Low system usage & acceptance
The solution: Digital sales management with SAP Sales Cloud
After the project had been started by another system house, Axians took over responsibility with a clear focus on practical implementation, rapid enablement and a consistent orientation towards the needs of the users.
Phase 1: CRM basis & increased efficiency
- Introduction of a central 360° customer view
- More efficient visit planning & follow-up
- Data-based management of customer relationships
- Linking sales planning and customer communication
Phase 2: Mobile sales with added value
- Offline-capable order entry in real time
- Discount & price simulation directly from the ERP
- Integrated appointment scheduling & visit reminders
- Less rework, faster order processing
How Axians works: Close to people. Strong in implementation.
Axians supported Collonil not only technically, but also culturally – with an approach that understands SMEs:
Understand
Personal appointments with the field service teams on site made real working methods and hurdles visible.
Design solution
The SAP Sales Cloud was designed to support the entire customer contact.
Validate
Prototypes were tested together with the users and adapted in several loops.
Anchoring
Targeted change management ensured a high level of acceptance through real added value and concrete support in everyday life.
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