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Kimberly-Clark increases sales team productivity & improves order-to-cash process with Pepperi

Kimberly-Clark implemented Pepperi as part of digital transformation to turn the field sales teams into professional business partners and improve management visibility into the order-to-cash process.

Industry

Personal Care Products | Healthcare

Regions

EMEA

Pepperi

Pepperi’s enterprise-grade Cloud platform was chosen as part of a digital transformation and standardization project. It met all security and performance requirements for the Israel pilot.

Rajeev Kapur, Kimberly-Clark Global

Rajeev Kapur, VP Commercial Transformation, Kimberly-Clark Global

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Pepperi
Rajeev Kapur, Kimberly-Clark Global

Rajeev Kapur, VP Commercial Transformation, Kimberly-Clark Global

Pepperi’s enterprise-grade Cloud platform was chosen as part of a digital transformation and standardization project. It met all security and performance requirements for the Israel pilot.

Rajeev Kapur, VP Commercial Transformation, Kimberly-Clark Global

About Kimberly-Clark

Kimberly-Clark leads the world in essentials for a better life, with wellknown brands that are sold in more than 175 countries and used by a quarter of the world’s population. Throughout its 148 years, the company has continued to innovate with products that better meet the needs of consumers, and has created new categories with top brands like Kleenex®, and redefined other categories with brands such as Huggies® and U by Kotex®.
 

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The Challenges

As part of digital transformation and standardization project, Kimberly-Clark Israel were looking for ways to empower their field sales teams and turn them into the customers’ business partners by addressing the following challenges:

  • Remote Working – all data must be readily accessible to the sales teams in the field, especially when customer facing.
  • Work Offline – the salesperson must be able to place new orders – even when offline. A reliable system that is always available was crucial.
  • Advanced technology – the company was looking for a flexible tool that could support their Distribution, Pricing, Shelving and Merchandising (DPSM) process and connect to their SAP ERP system.
  • Unique sales requirements – for each customer profiles (medium and large chains / independent stores / medical institutions, etc.), with different business processes and functionalities.
  • Sales insights – The company was looking for ways to present relevant business insights and KPIs to both management & field-staff on the go.

 

The Solution

Kimberly-Clark chose Pepperi to support the following functionality:

  • Online/Offline – Information is always available and accessible to sales reps in the field, including order taking and on-the-go insights about their clients.
  • Flexibility & agility – Pepperi’s configurable back office easily addresses the dynamic business processes of the Distribution, Pricing, Shelving and Merchandising per customer profile of Kimberly-Clark Israel. Pepperi’s Customer Success team were able to understand the customer needs and configure the system to address the specific requirements of each profile.
  • Enterprise Cloud technology – Pepperi met all scalability, security and performance requirements set by the global IT department.

 

Results & Benefits

After a quick implementation and smooth integration with the company’s ERP and finance systems, 100 sales team members are using Pepperi to work both online and offline.

Management and field reps are now able to make data-informed decisions using various dashboards to view KPIs, orders in transition, Sales trends per chain, category and customer.

Kimberly Clark Results

"Pepperi enables the sales division to identify potential opportunities with each customer and at each point of sale. It resulted in a 10% saving in customer location visits, a 10% increase in the number of instore orders created, and a 6.4% shelf availability increase of 'must-have' items."

Inbal Herson, Director Commercial & Sales, Kimberly-Clark Israel

“Pepperi’s team was able to understand the needs of our agile environment and allowed us to go live in a short period of time without compromising on the implementation results. Pepperi’s flexible platform seamlessly integrated with any technology we needed.”

Daniel Braun, Head of IS, Kimberly-Clark Israel

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