BABOR wants to offer its clients bespoke offers with specific prices locally. A large number of special deals and other complex factors make the creation of such offers a challenge. Their existing CRM system could not satisfactorily meet these high requirements and was untenable – especially when a good third of revenue is derived solely from sales promotions.
Fluid order management
In order to simplify highly complex order processing, reduce the risk of input errors and support the sales force more efficiently, we developed a specially customised version of ProfitSystem for BABOR called QUEEN (in German: Qualität, Umsatz, Effizienz, Erfolg, Nachhaltigkeit; in English: quality, sales, efficiency, success, sustainability). After a gradual rollout starting in September 2014, QUEEN now offers useful and practical consolidation of all relevant information, calculates reliable prices and automatically recognises incorrect data entry by users. Since BABOR has a global presence, a basic requirement for the system was to support multiple languages. In the first phase, QUEEN offers German and Dutch, with an option for additional languages. Currently, about 100 users use the system, with more than half using decentralised licenses.
Together with BABOR’s IT department, headed by Dr Christoph Ludwig, we created a close link between QUEEN and the CSB ERP system. By mining in-depth knowledge of the system, interfaces and processes were established that enable the seamless sharing and smooth exchange of data between the two systems. The tedious and time-consuming intermediate step of order verification and approval by the back office is now a thing of the past.
More efficient sales
In the field, QUEEN boosts the efficiency of workflows, including audits in the context of annual meetings. Previously, these were completed using printed forms. The data had to be entered into the system manually before it could be evaluated. With ProfitSystem/QUEEN, consultants can now work directly in the system and instantly and easily compare results. In addition to standard sales, BABOR deploys regional trainers to support customers with training courses and seminars. Seminars can be managed directly from ProfitSystem/QUEEN as well as numerous other sales activities. All of this is possible thanks to the system’s modular structure. “Due to this excellent flexibility, we are convinced that we’ve backed the right horse with ProfitSystem”, says a confident Dr Christoph Ludwig, IT Director at BABOR.
