Pieroth Wines

Pieroth cuts delivery time by 70% with Pepperi

With over 600 field reps, leading wine distributor WIV Wein International / Pieroth Wines AG had outgrown their outdated sales system and were on the look-out for a modern, mobile-centric solution that would improve their field sales automation and cut order-to-delivery times. With Pepperi, they were able to do that, and much more.

Industry

Food & Beverage

Regions

EMEA, NA, APAC

Pepperi

Switching from a tedious paper-based order taking system to Pepperi has brought us incredible new sales efficiencies.

Steffen Hauger - Director CRM - WIV Wein International AG

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Pepperi

Steffen Hauger - Director CRM - WIV Wein International AG

Switching from a tedious paper-based order taking system to Pepperi has brought us incredible new sales efficiencies.

Steffen Hauger - Director CRM - WIV Wein International AG

Overview

Pieroth is part of WIV Wein International AG, based in Germany, the world’s leading wine distribution company. The company’s reps visit clients’ homes, attend events, and organize home wine tastings to sell local wines from its own Pieroth wine estate, as well as other prestigious wines imported from around the world.

 

Challenges

  • With more than 600 sales reps, the wine merchant had outgrown their outdated, paper-based order processing system and were looking for a solution to streamline and improve their efficiency.
  • Pieroth needed to reduce their order to delivery time frame. A customer ordering wine would have to wait up to ten days for their wine to be delivered, as the majority of this time was spent in order processing.
  • To fit alongside WIV’s B2C business, the solution had to combine a modern eCommerce interface with the functionality of sales automation including integration with WIV’s SAP ECC 6.0 ERP system.
  • Pieroth wanted to improve communication between management and the field sales force, as well as providing relevant customer information, to improve the effectiveness of customer interactions.

 

Solution

In response to WIV’s B2C requirements, WIV configured the Pepperi mobile sales by:

  • Incorporating consumer-centric ordering workflows – to reduce the time from order to delivery.
  • Adding visual allocation of reps to clients based on geo-locations, saving traveling time in the field
  • Providing reps with a complete 360o customer view in the field. Enabling them to see customer interactions based on order history, customer preferences, providing relevant special offers, and more.
  • Scaling the Pepperi app to meet the big data demands of a B2C sales company.
  • Processing orders as soon as they are entered in the field, leveraging real-time integration with WIV’s SAP ECC 6.0 ERP system.

 

Results

  • Streamlined ordering and immediate back-end processing led to a 70% reduction of order-to-delivery time
  • E-catalog display to increase sales – now, reps can showcase their wines through a high-end visual presentation on their tablet device that is interactive and relevant. Information includes up-sell and cross-sell recommendations
  • Orders are placed immediately while out in the field – without errors. Internet connectivity is never a problem as the solution works in offline mode
  • After realizing impressive ROI In Germany,  WIV Wein decided to standardize the Pepperi platform for its UK and Denmark markets.

 

 

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