Entremont Groupe
Groupe Entremont is the European leader for Emmental cheese. The products are sold in European hyper- and super-markets.
The Groupe has a turnover of 1.2 billion €. The Compagnie Nationale à Portefeuille (CNP) a listed holding owned by the Groupe Albert Frère, holds a 75% stake in the Groupe Entremont.
The Challenge
Groupe Entremont distributes its products in 4,500 outlets in France, which are visited by a sales force of 40 sales representatives. Their role is to verify the proper layout of the company products on shelves and to promote them.
For this work, Groupe Entremont needed a tool to capture this information. The pursued objective was to understand its customers in order to offer them the solution best suited to Entremont products. To enable smart methods of working a MobileSales solution needed to be redefined.
The Entremont Groupe policy is to have a globally integrated information system. The sales representative’s new mobile solution needed to enter in this scheme. Furthermore, Groupe Entremont, as a visionary company considered the future when choosing the right software solution. The Groupe not only looked at current needs but it also anticipated future requirements such as the market place and Business Information Warehouse.
Capgemini Approach
The mySAP CRM Mobile Sales Solution would offer Groupe Entremont the tool that it needed and the appropriate architecture for future next steps. Groupe Entremont, for the first level of the project, decided to use only a small number of the mySAP CRM Mobile Sales Solution module functionality. These were:
- interaction with Sales and Distribution (SD) modules to have customer and product information at hand
- follow-up on sales representative activities (reporting functions)
- ability to do ‘shelf surveys’
- function to execute reports and advise customers on the profitability of their cheese department.
With the SAP modules Financial Accounting (FI), Controlling (CO), Sales & Distribution (SD), Materials Management/Purchasing (MM) running on SAP R/3 4.6B, mySAP CRM Mobile Sales Solution was the logical choice for a complete integration. Groupe Entremont chose SAP CRM 2.0B as its software package and Capgemini France for its expertise in running such integrations.
The Entremont project was the first implementation in France of the mySAP Mobile Sales module. This is one of the reasons why Groupe Entremont confidently chose Capgemini with the requisite experience worldwide to design and execute complex CRM solutions.
As every organisation has a different ‘cadence’ and appetite for change, the standard mySAP CRM Mobile Sales industry solution did not answer to all the needs of Groupe Entremont, so a specific integration was developed by SAP in order to run Shelf Surveys. This specific development should be integrated in the next release of mySAP CRM Mobile Sales Solution.
Value Delivered
The implementation was a success, despite problems of working with a solution at its early stages in development and the integration of specific developments in the standard industry solution. Client satisfaction is now unanimous upon efficiency of this new tool after months of daily practice and delivery. All sales representatives acknowledged its performance and the good ergonomics of mySAP CRM Mobile Sales Solution.
Groupe Entremont plans to ‘roll-out’ the solution to other countries outside France where it has a sales force.