Global Sales-Enablement Demonstration Program

Client: Supplier of high-definition touch solutions
Topic: Global sales enablement demonstration program

Situation:

Our client:

• Was a company involved in supporting sales reps with demonstration gear for customer evaluation.
• Needed strategic and operational plans to enable the establishment of a global demonstration program.
• Wanted to acquire the necessary business processes to enhance traceability of assets, product utilization, asset recovery, and demand planning.

Challenges:

The challenges facing us were:

• Developing a systematic way to ensure all inventory records were visible to sales reps and traceable through demonstration orders.
• Dealing with the complexities of product configurations and testing requirements to ensure a successful demonstration.
• Developing a global business model focusing on increasing first-time fulfillment, improving capital asset utilization through increased inventory turns, and consolidating services to reduce costs.

Actions:

To address these challenges we:

• Provided an in-depth analysis of current systems and worked with IT groups to establish an order entry system.
• Worked with product engineers to understand product complexities, testing requirements, and numerous technology types.
• Consolidated non-core business processes in order to reduce costs.

Results:

Our actions resulted in:

• Real-time visibility of inventory and demonstration orders.
• Same-day order fulfillment.
• An 80% increase in asset utilization.
• The establishment of an asset recovery program that ensured a steady flow of returned orders.