Viessmann, a leading manufacturer of heating systems, likes to position their sales representatives for success at Batibouw, one of Europe's larger building and construction exhibitions. To make the best of inevitably limited human resources, alligence created an iPad-enabled sales suite with customer queues, product data automation and a built-in client relationship management. The application quickly creates the perfect conditions for a more personal connection.
A series of kiosks enables prospects to pre-qualify their particular needs. By answering a few easy questions, they self-match with the optimal sales scenario. The representatives are able to select prospects from an integrated waiting line based on the required technology, contact language and/or location. The reps get a leg up on the conversation by learning about the client's story before even meeting.
Meet Mister (or Miss) Right
To kick-start their turn, clients receive a text message guiding them to the right spot to meet their perfect sales-rep match. With the iPad, the representative can capture further client details, begin the quoting process, match the prospect with suitable local dealers, and above all put together a personal dossier to start the sales process.
Keeping a cool head
In giving representatives basic control over the kind and quality of the prospects they’ll engage with, peak motivation is maintained throughout the day. Allowing visitors to be acknowledged quickly and providing them with the certainty they’ll meet a handpicked specialist, adds to their experience. Prospects and sales representatives alike can keep a cool head, even during the busiest visiting hours, knowing themselves supported by a system that works for them.
CONCEPTS AND IDEAS, USER INTERFACE DESIGN, ART DIRECTION, INTERACTION DESIGN, APPLICATION DEVELOPMENT, CUSTOMER SEGMENTATION, FUNNEL REPORTING, EXPERIENCE DESIGN, SENSOR-BASED INTERACTION