About company

Kutjevo Inc. is a company for production and trade of agricultural products and food with a long tradition in wine producing that dates back to 1232. Kutjevo today represents one of the leaders in wine production in Croatia and their wine portfolio is an inevitable part of the finest restaurants and vine shops in Croatia and abroad.

Business challenge

With almost 750 employees covering most parts of their overall business, Kutjevo wanted to improve communication among employees and provide every worker, whether one is in the office or on the field, with a fast and accurate data access.
Besides hundreds of employees working in the production and the distribution segment, which is outsourced to an independent network of distributors, Kutjevo employs tens of workers covering every angle of field work:

• from cultivation of grapes in vineyards and monitoring of the grape's quality on one side, to
• direct sales to clients and merchandising on the other side.

All these mobile workers spend considerable part of their workday on the field so their requirement is to have a firm connection with the office and information they need to perform their tasks always available. Their specific requirements were to have:

• faster data access,
• fresh and accurate data right on the spot,
• constant connection and support from their agents in the office and
• ability to dispatch orders received from clients to distributors.

In order to find the right solution that would satisfy these requirements and improve the quality of their work, Kutjevo decided to find and use a sales force automation solution that would fit their needs best.

Salespod Solution

Kutjevo has found Salespod solution to be most useful in the two very different segments of their field work:

• in vineyards - used by winegrowers,
• on the clients places - used by sales representatives and merchandisers.

 

Sales representatives and merchandisers use Salespod solution to collect orders from clients and dispatch them directly to distributors which then deliver the products. Order dispatch functionality significantly speeds up overall delivery process and minimizes the need for back-office users to dispatch collected orders to the distributors in a separate step. Sales representatives are also using custom forms prepared by their back-office users to collect various data from clients' locations:

• create price scans,
• perform store classification,
• customer surveys,
• collect users experience,
• access inventory data from their mobile devices,
• interact with back-office staff using text messages in real time.

Winegrowers, on the other hand, use Salespod mobile application to:

• fill out custom forms in their regular vineyard tour,
• keep record of materials and resources spent in every day work in vineyards,
• create photo document of every work being done and
• keep record of every change that might appear on grapes.

All events are captured with their GEO position so it also gives a great control of their field work. Besides collecting information on the work being done, agronomists use Salespod text messaging and billboards to interact with their colleagues in the office, share information with them and, consequently, spend less time on the phone or in the office.

Benefits gained with Salespod

• significantly speed up entire sales and distribution process,
• improved communication among all employees,
• field workers provided with direct access to inventory data from their mobile devices,
• back office managers are enabled to track field workers in real time,
• better control the implementation of work tasks and usage of work supplies,
• orders are dispatched directly to the distributors,
• all orders are processed automatically.

 

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