A VAR's Mobile Sales Solution Helps Eliminate Redundant Work

BelTek Systems Design Inc. is a sales automation solutions company that works with clients throughout the world. One recent customer win for BelTek was a beverage manufacturer and distributor with 30 sales, service, and delivery representatives located on a resort island. While consulting with the client, BelTek identified multiple data collection and communications issues that were hampering productivity. "The client used outdated data collection devices in the field and paper-based sales order processes in its office," says Tyler Buskard, sales manager at BelTek. "The data capture and communication process was so unreliable, delivery drivers would call their supervisors after each delivery to confirm the next delivery hadn't changed."

Ensure Data Collection Success: Train Your Clients
BelTek's experience installing automated end-to-end mobile solutions and its ability to work with the client's local cellular provider helped it win the sale over other VARs. BelTek's solution comprised its Route Administrator application integrated with Sun Systems' accounting application. It also included Intermec 761 rugged handhelds and Intermec 6820 mobile printers, which the VAR purchased through value-added distributor EMJ Data Systems Ltd. The final component of the solution was cellular-based data service via the client's local cellular provider.

The project took about three months from the time the customer signed the contract to the time BelTek installed the solution. The applications were set up to enable two-way data communication via the local cellular data network and Intermec 761 wireless handhelds. The Intermec handhelds also included Bluetooth radios, which enable wireless receipt printing in the field.

To help the client adopt the new solution, BelTek spent one week at the client's facility training delivery drivers and customer service representatives. "We also hosted two of the client's key users at our facility for a week of on-site training to learn the intricacies of system management," says Buskard.

Delivery drivers now receive updated assignment information on their wireless handhelds, which eliminates the need to constantly call in to the main office. Additionally, sales information is captured once, thereby eliminating redundant work. Even though the client hasn't recorded any specific ROI metrics to date, it is currently working with BelTek to customize its field sales application to provide additional functionality. "Ninety-eight percent of all our other customers have increased their sales since installing our automated field sales solution," says Buskard.