Wholesale sales representatives sell TaylorMade golf clubs, clothing and accessories to more than 10,000 retail outlets. TaylorMade executives concluded that if the company could automate these value-added sales force services, which were requiring more than 60% of the company's 100+ wholesale representatives' in-outlet time, the overhead savings and increase in sales revenue could be significant. Read how TaylorMade addressed this challenge in this case study.
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Sales Force Automation Case Study TaylorMadeŽ Golf, Inc.
AT&T tees up a wireless solution for
TaylorMade.
Only AT&T could provide the TaylorMade sales representatives are now Company:end-to-end enterprise solution equipped with Pocket PC-based devices TaylorMade Golf, Inc.TaylorMade was seeking. using the wireless network from AT&T. The Industry:While supply chain services such as taking sales representatives use their devices to Wholesale Salesinventory and documenting orders are expedite the inventory process as well as a necessary part of being competitive when wireless sales data entry and access. Challenges:your customers are in the retail industry, . Reduce inventory and performing those activities is sell-through timeInventory management.not necessarily the most productive To help TaylorMade's enterprise system . Increase sales use of a sales representative's time. improve its supply chain process, sales data reporting In fact, those activities were pinpointed representatives now use a barcode-as issues detracting from sales time for . Create an on-site scanning feature on their mobile devices sporting goods manufacturer TaylorMade. order entry and to quickly take in-store product inventories. Wholesale sales representatives sell processing systemThis information is loaded into the TaylorMade clubs, clothing and accessories company's enterprise system in real time. . Give sales reps the to more than 10,000 retail outlets. It is then available to shipping, billing, ability to review TaylorMade executives concluded that if manufacturing and other TaylorMade in-transit and the company could automate these value- departments that rely on this information on-order informationadded sales force services, which were for their performance.requiring more than 60% of the company's . Provide real-time 100+ wholesale representatives' in-outlet inventory data and Sales calls.time, the overhead savings and increase in trend reports Now the sales representative can access sales revenue could be significant. sales call information, up-to-date product Results:catalog information and in-transit and . Increased sales callsAT&T has the most dynamic on-order information in real time. The . Growth in and experienced ecosystem sales representative can also place sales revenuesof alliance providers. orders, receive order confirmation and The reliable and fast AT&T GPRS/EDGE even print sales orders while at the . More daily network is only one of the advantages customer site. Time that used to be spent customer visitsof the wireless solution AT&T delivered taking inventory is now dedicated to . Increased sales to TaylorMade. Only AT&T has certified making additional sales calls or sharing forecast accuracysoftware applications and middleware sales management reports and other network-compatible devices and system information with retail store owners to . Improved customer integration providers optimized to run maximize their TaylorMade product sales. service and specifically on AT&T networks. customer loyalty. On-time deliveries
EXPERTISE Our people and our partners make wireless work formore businesses than any other wireless network.M A K I N G B U S I N E S S R U N B E T T E R
TaylorMade's wireless sales force operations more effectively.automation has: . Reduced inventory time up to 75%.. Increased revenue significantly. Inventories have greater accuracy andSales revenue growth since inception enter the central TaylorMade system averages 15% per sales representative, much faster. In addition to the increased and 10-20% per customer order. job satisfaction this creates for sales representatives, this information helps . Increased average sales calls per day. other departments in the company be Because TaylorMade sales more efficient.representatives now require significantly less time to conduct product inventories . Increased customer satisfaction.and process sales orders, they have On-time deliveries and more effectivemore time for selling. The increase merchandising of TaylorMade productsin sales calls is equivalent to adding have increased store owner satisfaction approximately 25 sales representatives and loyalty.to the company's sales force.. Improved customer service. Why choose wireless from AT&T?Sales repres... [download for more]
