Foster’s today produces Australia’s most famous beers and spirit brands. Its namesake Foster’s Lager is sold in more than 150 countries worldwide. And, a decade after entering the wine industry, with world-famous wines such as Berringer, Penfolds, Lindemans, Rosemount and Wolf Blass within its portfolio, it has become one of the world’s leading premium wine companies.
Foster's strives for continual improvement in the way the field sales team operates and as such identified the need to update their mobile field solution. Foster's selected a mobile solution from Quofore to improve the efficiency of the way they collected customer information and to ensure field sales, marketing, and management had the latest information at their fingertips as soon as it was available, no matter whether they were in the office, at home, or with the customer.
As part of the selection process Foster's reviewed a number of mobile solution options. "Foster’s interviewed a short list of players in the same market space, completed a rigorous set of selection criteria, and evaluated product demonstrations. Against a predefined set of measurement criteria, Quofore overall came out in front," said Barry Dunham, National Business Manager Sales Tools and Processes, Foster's Group
"Quofore had a strong user base in the liquor industry in Australia which led Foster’s to believe there would be less development needed. This turned out to be the case for the PDA solution."
Field representatives use the Quofore solution for functions such as the collection of customer detail, product ranging, portfolio display, order entry processing, activity recording, promotion display and recording, all the key functions a sales person needs to complete their interaction with their customer.
Amongst the key benefits for Foster's is the ability to be able to access accurate information quickly and easily. "Almost half of the field sales team do not visit an office in a week so it is essential any information they are to receive is transportable through GPRS, and all information collected is transmitted at the time of collection. The second key benefit is to have one view of the information stored. This ensures that any person within the organisation that has access to customer information is viewing the same information. Call history, upcoming activity, promotions etc are stored once and viewed by all," said Dunham.
The Quofore solution integrates with the JDE E1 transaction system on information such as customer details and product details, all exchanged through the Datawarehouse. Foster’s has a significant Datawarehouse system which is used extensively for reporting. The Quofore solution interfaces with the Datawarehouse to receive static information as well as daily sales information by customer.
Procter & Gamble
