Damm Group Equips Field Sales Team with New Levels of Data and Insight through Mobile Solution Developed with Accenture
BARCELONA–(BUSINESS WIRE)–Damm Group, the Spanish beverage company, has implemented a mobile application which allows its salesforce to make data-driven decisions when negotiating commercial agreements, and to more effectively target promotional activity. Developed by Accenture (NYSE:ACN), the new application integrates an SAP® CRM solution with Microsoft Windows® 8 tablets to provide sales representatives and distributors with a common tool to manage customer data and sales information on the move.
“We are working with Damm Group to help define a new model for salesforce operations as part of their digital transformation journey. This project is helping Damm Group to become a more agile business, through unlocking the power of their data and turning it into a strategic asset for decision-making.”
Damm Group sought a solution that provides immediate updates on sales-related activity across its network of distributors, while enabling its sales teams to work on a tablet, accessing and inputting data when on-or offline.
The Accenture solution allows real-time data to be available to sales representatives, and includes point of sale images and geo-location data for site visits, as well as customer data. The data includes actual versus potential sales information, portfolio penetration and competitive positions – all data that can enable real-time sales and promotional decisions and more relevant communications to customers.
“Being closer to the customers who buy our products every day is a key differentiator for us,” said Marcial Navarro, HR and Corporate Services Director, Damm Group. “By making the mobile application available to sales representatives and distributor teams, we can share, collect, analyze and utilize data at the point of need, anywhere and anytime. We used to rely on data that distributors updated monthly to make business decisions, but now we have instantly available data. This increased visibility into our sales operations means we can monitor and adapt our business strategy on-the-fly, identify new sales opportunities and stay close to our customers.
“Accenture was selected for its experience in managing complex systems integration projects, and for its deep industry knowledge, experience and solutions,” continued Navarro. “Its track record of innovation in digital technologies and the close relationships between Accenture, SAP and Avanade were also important factors in our selection process.”
“Digital technologies have considerable potential to transform the way in which consumer goods companies drive revenue and profitability via innovative strategies, products, processes and experiences,” said Raimon Miret, Products Lead, Accenture Spain. “We are working with Damm Group to help define a new model for salesforce operations as part of their digital transformation journey. This project is helping Damm Group to become a more agile business, through unlocking the power of their data and turning it into a strategic asset for decision-making.”
“Teaming with Accenture, we developed an organizational model to take advantage of our new digital capabilities,” said Luis Miguel Martin, CIO, Damm Group. “The model enables our salespeople to handle orders and carry out transactions directly with our business customers, managing any abandonment or modification issues that may arise. We also put in place a new remuneration system to accompany this, with a more rewarding percentage in variable salary available to sales teams. We believe that this digital technology implementation will be a key element of our future success.”
This mobile app will be available for demonstration by appointment at Mobile World Congress, as will a newly created virtual reality tour of the former Damm Group brewery in Barcelona. For further information or to make an appointment please contact[email protected].
Accenture is a global management consulting, technology services and outsourcing company, with approximately 319,000 people serving clients in more than 120 countries. Combining unparalleled experience, comprehensive capabilities across all industries and business functions, and extensive research on the world’s most successful companies, Accenture collaborates with clients to help them become high-performance businesses and governments. The company generated net revenues of US$30.0 billion for the fiscal year ended Aug. 31, 2014. Its home page is www.accenture.com.
Accenture Digital, comprised of Accenture Analytics, Accenture Interactive and Accenture Mobility, offers a comprehensive portfolio of business and technology services across digital marketing, mobility and analytics. From developing digital strategies to implementing digital technologies and running digital processes on their behalf, Accenture Digital helps clients leverage connected and mobile devices; extract insights from data using analytics; and enrich end-customer experiences and interactions, delivering tangible results from the virtual world and driving growth. Learn more about Accenture Digital at www.accenture.com/digital.
About Damm Group
Damm, founded in Barcelona in 1876, is one of the leading groups in the field of food and beverage. Currently, Damm is established in 85 countries around the world and has 17 beer brands such as Estrella Damm, Voll Damm and Free Damm. In addition, Damm also has Veri and Fuente Liviana as mineral water brands, and recently acquired the iconic company Cacaolat alongside with Cobega.
Damm was founded in 1876 by Alsatian master brewer August Kuentzmann Damm. Throughout its history, Damm has become a social icon. For over the past 138 years, Damm has been committed with society thanks to its active participation and support in different areas, such as sports, music, culture and environment. Nowadays, this commitment is more active than ever.
Damm has currently 8 factories in the Iberian Peninsula and has a workforce of over 3,000 people. Damm is involved with food companies, like Ebro Foods and Rodilla, and logistic ones such as Alfil Logistics.
In 2013, Damm’s turnover was 909 million euros.
Source: Business Wire