Moscow, November 22, 2017 – KAMAZ PTC and SAP have announced the current results of the project for introduction of a centralized system of cooperation with clients based on the cloud platform SAP Hybris Cloud for Customer. The introduction project was conducted by SAP Digital Business Services.
The purpose of the project is to transform the supply business model of KAMAZ in accordance with the B2B2C conception. The truck producer switched over to the Producer-Dealer-Client cooperation chain management controlling the whole cycle of selling vehicles and rendering maintenance services at all stages of work with the end client. As a result, the whole dealership network of KAMAZ was integrated into a single system. The important element of the new strategy is a proactive cooperation with clients: additional sales of vehicles, spare parts and rendering extra services. These tasks are performed with the use of SAP Hybris Cloud for Customer that helps planning, forecasting and efficiently managing the sales cycle of KAMAZ and its dealer network.
Thanks to cloud technologies, SAP Hybris Cloud for Customer offers KAMAZ experts an access to the key management information online. Automation of the key sales processes, as well as extensive mobile functionality considerably increase the company's employees' productivity. The developed analytical features enable to continuously work with the sales trend monitoring the basic parameters of delivery. Automatic control over the sales methodology helps to form a relevant system of motivation of dealers, and also to improve the accuracy of the information they provide.
For now, the key task is solved – the overall information space for all participants of the process of selling and rendering services to clients is arranged. It helped to build up a single client base containing information on orders and applications, as well as customers' fleets. It made it possible to manage the key business processes throughout the whole cycle of interaction with clients – from the very first contact till a vehicle trade-in. The SAP Hybris Cloud for Customer system ensures control over processing of all applications arriving to any of KAMAZ dealer centers and automates ordering. Based on the data from the system, a purchase funnel is formed.
"KAMAZ is actively developing projects requiring transformation of interaction with the distribution network. We chose SAP Hybris Cloud for Customers, because we are sure that the cloud solution by the company with experience in Russia and overseas will help us achieve the expected result," Deputy Director General for Sales and Service of KAMAZ Sergey Afanasiev commented on the project.
"KAMAZ considers it's important to upgrade the client interaction strategy under conditions of digital transformation in the engineering industry, since it is the key factor of stable development of modern business. In the long run, it helps to increase the revenue, business marginality, make partners and clients more loyal, which will expand KAMAZ's presence on the market," Andrey Sharak, Deputy Director General of SAP, CIS, noted. "SAP, in its turn, can offer overall support, access to groundbreaking technologies, and also skilled experts in marketing and management."
For the future KAMAZ plans to automate demand forecasting and to form a production plan, to create customized offers, to integrate with a contact center, to develop digital marketing, and also to arrange predictive maintenance of vehicles.