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Aton and SOTI: a sales efficiency project for Vergnano

Caffè Vergnano is considered the oldest coffee producer nationwide among the large coffee roasters. Its history began in 1882 in a small shop in Chieri (Turin).

With.onSales VAN and SOTI ONE Caffè Vergnano optimise sales processes and remotely control more than 100 mobile devices, eliminating downtime and communicating in real time with agents in Italy and across the Alps.

.onSales VAN
Solution
Food & Consumer Goods
Sectors
Work Team
Who do you want to contact?
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Francesco Grimaldo
Application Support Manager
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Alessandro Ghetti
System & App Support Specialist
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Serena Verardi
Project Leader
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Luca Di Nunno
Client Manager
francesco-grimaldo-img
Francesco Grimaldo
Application Support Manager
alessandro-ghetti-img
Alessandro Ghetti
System & App Support Specialist
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Serena Verardi
Project Leader
luca-di-nunno-img
Luca Di Nunno
Client Manager
The project

Today Caffè Vergnano is present in 19 regions with more than 4,500 Ho.Re.Ca. customers and worldwide with more than 70 locations in 19 countries. Such an extensive sales network needs real-time business communication and timely service interventions.

Prior to the collaboration with Aton and SOTI, these procedures consumed a lot of time and resources, and the risk of a lost device or a technical anomaly compromised the agent’s operations.

In order to speed up and optimise the activities of the sales force and head office staff, we therefore focused together on 3 areas:

  • Digitalisation of sales processes
    Operations such as sales and collections, inventory management of the travelling warehouse, loading and unloading, required time and precision. The more time was spent on operations and support, the less time was spent on customer relations or activities with higher added value for the company.
  • Exchange of information from headquarters to agents and vice versa
    The agents, who were always on the move, were delayed in updating notices of new customers, price lists and inventories. This resulted in numerous calls to headquarters for clarification and assistance.
    For the annual closing of the attempted sales trip, there was always the need to solicit agents by phone or e-mail. The operation also took the backoffice team more than 8 hours.
  • Device updates, synchronisation and fault management
    Initially, updates and synchronisation of mobile devices were the responsibility of the agent, which reduced the time spent on sales. Any anomalies forced the agent to make lengthy service calls in order to restore the situation and resume his rounds or close any collection.

The solution

Caffè Vergnano chose.onSales VAN, Aton’s solution for the digitalisation of attempted sales processes and SOTI ONE, the platform for the remote management of one’s fleet of mobile devices.

Thanks to the adoption of .onSales VAN and SOTI ONE, updates are notified on the agent’s device in real time, ensuring optimal data exchange. Agents receive a timely alert on the device, enabling them to comply with requests and halve data collection time. The sales functionalities employed by field agents relieve head office staff and optimise the passing of information on the customer (such as financial situation, orders, receipts, items purchased, equipment on loan) and the business activity performed, thus improving the company’s knowledge of each individual account and the quality of sales.

Thanks to paperless mode, documents such as delivery notes, sales notes and invoices can be generated, signed and managed directly in digital format, eliminating or reducing the use of paper.

Updates are performed remotely in an easy and massive way on more than 100 mobile devices of the sales force in Italy and beyond, thus eliminating downtime. And in the event of anomalies, early warning allows devices to be geo-localised or remotely controlled, resolving the situation.

The advantages

✔️ Increased timeliness in communicating business and system updates thanks to device alerts

✔️ Increased sales time and zero device downtime thanks to remote control and support of mobile devices

✔️ Reduced environmental impact, thanks to digital management of sales documents that limits the use of paper

✔️ Halving data collection time through timely notifications reminding the agent of required tasks and a simple and intuitive sales app

The trusted relationship and continuity of service for remote management of mobile devices make us more confident in embracing future growth scenarios in the Horeca world.
Luisa Fasano, Ho.re.ca Specialist of Caffè Vergnano
ATONEWS
People at the centre
Sales APP for Coffee Market
Food & Consumer Goods · Sales
Staff
The world hidden in a coffee cup
18/06/2018
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CASE STUDY
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Caffè Vergnano

Food & Consumer Goods
Today Caffè Vergnano is present in 19 regions with more than 4,500 Ho.Re.Ca. customers and worldwide with more than 70 locations in 19 countries. Such an extensive sales network…
Discover more
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