Dekati

The Challenge: Managing the distributor network was challenging

Managing the distributor network and particularly communication between us and our vendors have posed challenges to us. Since the selling of measuring equipment is a very technical task, communication should be fluent even for this reason. Previously, we did not have any real-time or flexible system for the delivery of information.

We started cooperation with Pinja in the early 2016. They built us a distributor portal in which we can share information about our products either publicly or on each distributor’s own site. Through this portal, we can deliver market news, competitor analyses and sales support materials, for example, as well as discuss with our distributors. In addition, we receive the distributors’ sales forecasts and budget information via the portal.

Solution: “Sales configurator is a tool that instantly creates a customised offer”

Our distributors can trust that the latest information is always available in the portal. With the search tool, they can easily find the necessary documents, and files will no longer be lost. In addition, the portal includes a sales configurator, which composes customer offers as if on behalf of the vendor.

Our products are not sold in one complete package that would suit all customers, but there are several hundreds of different alternatives composed of different properties. The configurator also works via phone, which means that our vendors can use it to quickly check a suitable set for a customer in a sales situation, for example.

Cooperation with Pinja worked well and efficiently. Things proceeded quickly thanks to an effective schedule and fluent communication. We were constantly kept up-to-date and Pinja also contacted us immediately if they had anything to ask. We met each other regularly and the entire process proceeded rapidly. We will continue to develop the portal based on the feedback received from our distributors. It is vendors who set out the terms.