Congratulations to our amazing customer AMES Australasia for being our latest customer to go live with Salesforce Consumer Goods Cloud.
AMES Australasia is home to some of the most trusted and iconic brands in the garden and hardware industry, such as Cyclone Gates and Fencing, Northcote Pottery, Kelso and Nylex. At the heart of each brand is the dedication to enhancing the homes, landscapes and lifestyles of all their customers. With home improvement even higher on the agenda for many Australians since COVID-19, AMES has seen major growth over the past few years.
The success of AMES’ market share lies in its channel distribution. AMES products are sold in independent retailers and Bunnings Warehouse, who is ANZ’s leading retailer of home and lifestyle products for consumer and commercial customers.
AMES wanted a platform solution that would transform their field sales function, allowing them to maximise their sales across the 1700+ independent retailers and 375 Bunnings stores where the AMES brands are stocked.
The solution would focus on:
- Delivering an increase of revenue with Bunnings and independent retailers
- Optimising the field sales processes
- Attracting and retaining customers
Why was Consumer Goods Cloud a good fit?
The AMES Salesforce implementation centres around Salesforce Consumer Goods Cloud to underpin their field sales excellence. The Sales team needed to be mobile in field, while being consistent with the data that is captured during each store visit. Some additional must-haves for AMES included the ability to manage and fulfil orders, as well as have real-time insights around stock balances, order status and shipping for each customer.
The Specifics
With Consumer Goods Cloud, AMES gets:
- An ability to plan and manage sales territories with Salesforce Maps
- Store visit action plans for a consistent, efficient store visit
- Promotion compliance checks
- Data on field sales effectiveness, including frequency and duration of store visits
- Automated scheduling and management of tasks eg. discrepancies between stock allocation and stock on hand within a particular store
- Custom built app to see stock on hand in relevant warehouses
- Off-location calculator (Bunnings only) to guide Sales reps on how much stock to order and availability
- Recommendations on order quantities of different products
- Manage custom audits for Bunnings accounts using PDF Butler
What else did AMES’ Salesforce implementation involve?
MuleSoft was used as AMES’ preferred integration solution to integrate their ERP, Pronto, Snowflake and Salesforce. This integration means that customer details across the two platforms are accurate and up-to-date, including all information relevant to orders, invoicing, shipment and purchases. Stock balances are also shared to Salesforce via Pronto and MuleSoft, giving Sales reps the ability to see what is available while on the road.
AMES can now call on CRM Analytics (formerly Tableau CRM) to help them explore their data in powerful, contextual ways. The AMES sales team now have insight with AI-driven analytics that delivers valuable and actionable insights for them to use both in and off the field.
The Details
Salesforce implementation for 120 users, including approximately 100 in field sales and 20 in management.
Salesforce Products: Salesforce Consumer Goods Cloud, MuleSoft, Tableau
Integrations: Pronto
ISV Solutions: PDF Butler, Snowflake
