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SOCIAL NETWORKS
HOTSPOT
Fromm
CLIENT Fromm
TRADE Packaging machines
PROJECT HotSpot
TARGET Shipping managers
EXPERTISE Sales enablement
MARKET World
HOTSPOT
Fromm
CLIENT Fromm
TRADE Packaging machines
PROJECT HotSpot
TARGET Shipping managers
EXPERTISE Sales enablement
MARKET World
Need
Fromm is a swiss company specializing in packaging solutions and machinery including wrapping, strapping and void filling. The company operates globally via independent or owned sales networks. The sales and marketing management wanted to streamline its sales literature, enhance its brand image and provide interactive tools to the sales team in order to gather client and market information.
Approach
We have deployed a tablet-based sales enablement tool that was internally baptized “hotspot”. The tool is centrally managed and contains all rele-vant sales documents, including brochures and notes, photos, drawings, multimedia contents and presentations. In addition, the tool features interactive forms that enable the sales team to provide competitive compari-sons and assess client needs. There is no need for an internet connection during presentations. The contents are administered centrally via a backoffice. A bidirectional information flow provides valuable usage statis-tics.
Implementation
bb&b has set up the app, designed the graphical interface, supervised the deployment and managed contents. We then trained users and provided hotline support and assistance during the launch phase.
Results
The system enabled central marketing to provide a con-sistent set of materials to the entire salesforce and keep it updated in realtime. The system also provides statistics on the actual usage of documents and tools in the field. It improved brand image by its modern, interactive and fully digital approach.
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