Scania

Scania – the sales representatives app

Scania A leading international brand in the field of trucks and buses. The company was founded in 1891,  located in Sweden, and since then it has manufactured and supplied more than 1.4 million heavy-duty trucks and buses worldwide.

Today, Scania is one of the leading manufacturers in the heavy vehicle industry – heavy trucks and buses. In addition, Scania manufactures engines for industrial use and shipping. Unlike its competitors, the company has always focused its resources on development for the heavy vehicle segment.

Sales app

The sale process in Scania consists of 4 steps:

  1. Locating a vehicle available for sale from stock.
  2. Price quotation
  3. Possibility to reserve the vehicle for a limited period of time
  4. Place an order

Needs, pains and challenges

  1. Locating the vehicles for sale was based on telephone or e-mail communication – there was no accessible database for the use of the sales representatives in the field
  2. The order was manually registered in the field by sales people
  3. Sales people could not search
    the list of  available vehicles by
    parameters, and were dependent on communication with the firm’s     backoffice.
  4. Salespeople do not see in real time vehicles that have already been reserved.
  5. Salespeople did not receive reminders for the deadline of reservation

  6. A heavy vehicle is  a
    product that has about 70 parameters – salespeople did not see all the
    vehicle’s data.

  7. Cancellations of an order – there was no registration and analysis of the reasons for the cancellation and therefore there could be no continuous learning.

The solution

  • Development of a dedicated mobile application, precisely tailored to the needs of sales people and interfaced with the company’s central AS400 system
  • Search option – according to the unique parameters.
  • Up-to-date online snapshot of vehicles and inventory status
  • Push notifications of reminders about reservations that are about to expire
  • All vehicle parameters data are available for viewing by the salesperson
  • The firm receives the orders directly from the app and manages them smoothly
  • Cancellations – The application includes a smart questionnaire process that analyzes the reason for the cancellation – allows learning and improvement

The added value

  • Sales increased – general improvement in sales due to the availability of information, the ability to find alternatives within the available vehicle pool, and the close monitoring of reserved vehicles.
  • Improvement in the level of customer service, shortening the duration of handling
  • Ability to learn and deal with transaction cancellations, which led to an increase in sales

Summary

Scania’s sales representatives app is the main information artery of the company’s sales. Making the sales process faster and smarter

The success of the project can be attributed to a number of parameters

  1. Good communication with the customer. Ability to understand the issues and values the client wanted to derive from the project
  2. Exact adjustment of the solution’s characterization to the problems raised by the customer
  3. Perfect execution of the technological solution.
  4. Uncompromising service after take-off, providing prompt response to any customer request and request

We are proud that the app is already in “Generation 3” – every year we add more and more features while the system is active in the organization. This is a proof of Mountapps’ excellent ability to reach the finish line of the project. This ability is a combination of quality communication with the customer, performing accurate characterization, quality technological development and excellent service.