Wireless Sales Force Automation Drives Sales For Adidas America

A leader in its industry, adidas America recognized that it could increase its sales potential by automating many components of the sales process. Its team of 200 sales representatives had been using BlackBerry® handheld devices for email. Tim Oligmueller, sales force automation manager for adidas America, began researching ideas to put the handheld devices to greater use.

Oligmueller wanted to reduce the number of calls from sales representatives in the field to check on product availability, enabling them to capture “at-once” business and show customers that the company is on the cutting edge not only in footwear and apparel design, but also in customer service.

Challenges:

• Access inventory data in real-time from the field
• Place accurate orders
• Reduce phone calls to back-office staff
• Improve customer service
• Provide all data in a secure environment

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