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We were referred into a niche market recently and won over MAS 500. The prospect had been using QuickBooks integrated to their custom manufacturing product. Undergoing rapid growth with several lines of natural bread products, they needed a product that would deploy rapidly, flex with them as they integrated route management software, and remain flexible as they converted their custom manufacturing into the fully integrated batch process manufacturing product.
We faced several challenges, but won the sale based on our willingness to research products, respond to the prospect as software demos brought new issues to light, and eventually propose a product at a much more reasonable price point than our competitor. The owner doubted we would find off-the-shelf manufacturing software that matched the features in the custom program he had written. And that we would find pre-defined integration was simply not expected. The owner expected route management with mobile technology to be “a given,” as he said, but we had little definition of necessary functionality to work with. It became evident we were going to have to show him several options to help him formulate his needs. The client was currently using paper-based delivery invoices, so we had to help create the vision.
We knew we would implement the financial modules first then the route management software then the manufacturing software. But during the sales process, we had to “put the cart before the horse” and select the batch process manufacturing product first. We turned immediately to Vicinity Manufacturing. The product not only met the owner’s expectations; it exceeded them and the integration to Dynamics GP was already part of the package—predefined and flexible. We anticipate implementation of Vicinity in late 2010/early 2011.
The Sage MAS 500 reseller was competitive and rapidly demonstrated their solutions, including several customized portions that would have resulted in a very nice engagement for them.
Meanwhile we were scouting multiple Route Management packages. Wow! What a learning curve! There are service and route management programs for IT providers, equipment services (HVAC is very common), depot maintenance, scheduled deliveries, and spontaneous deliveries. Some require docking of the mobile device after every shift. The newest Route Management technology integrates live into the home office server and includes GIS technology so customer service personnel know exactly where a driver or technician is at any time in order to route them to an emergency delivery, or the driver can locate his customer.
The delivery market is flooded with competitive products for beverage delivery but beverages don’t have the short expiration periods to deal with (typically) so those products weren’t a good fit. Our Route Management software had to interface back to manufacturing—starting at 2 AM every weekday, how much bread was scheduled for delivery; therefore, what do we start baking. We had two types of routes to manage: deliver a semi-truck of bread to a distribution center and deliver to local stores and restaurants. The stores and restaurants presented the biggest challenge. The mobile device had to assist the driver by starting with the current shelf quantity, subtract expired returns, calculate the difference to fulfill up to the desired shelf quantity, and produce a net invoice on the spot.
Reports and Business Intelligence screens would allow customer service personnel to alter the desired shelf quantities on a weekly basis to decrease returns and increase shelf quantities when drivers consistently found stock outs. These calculations were currently being completed manually by prospect staff when they had time.
HighJump Route Management software met all our prospect’s needs. The mobile device program was highly flexible in design and definition of options. And, again, pre-defined integration with Dynamics GP was a given. HighJump supplied multiple references with the same requirements: on-the-spot returns, multiple deliveries every week, short expiration periods, and the ability to quickly alter contracted shelf quantities. We expect implementation in 2010 second quarter.
In the meantime, the Dynamics GP implementation starts this week. The manufacturing and route management software drove this selection, but without the integration capabilities of Microsoft Dynamics GP and wide choice of multiple ISV products in the Dynamics GP channel of partners, we wouldn’t have closed this sale.
Turn to Computeration to solve your complex supply chain challenges. We have the relationships and experience to supply a cost-effective solution that can be rapidly deployed to recover your investment quickly.
By Gloria Braunschweig with Computeration, an ID and Pacific Northwest Microsoft Dynamics GP Partner.
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