Taking the time to understand its customers' requirements has paid big dividends for local developer ComOps with the company netting a major deal with food giant Sanitarium.
Aware of the inadequacy of its paper-based sales procedures in an increasingly computerised commerce environment, Sanitarium management had been seeking a new electronic sales system that would satisfy the requirements of its sales team when ComOps came knocking on the door.
"We canvassed Sanitarium 12 months ago and they subsequently commissioned us to do a prototype to show at their national sales conference," David Bradley, ComOps' marketing manager, said.
"Two hundred Sanitarium sales reps saw our presentation and, after the conference, we were commissioned to write a blueprint for the company's new sales automation system."
Having earlier developed its flagship interactive business management system (BMS) consisting of a suite of integrated modules designed to manage specific business operations, ComOps had to customise its sales and account management (SAM) feature to give Sanitarium what proved to be a winning solution.
"Although our system has been around for about four years in different forms, we had to go out and speak with people from the Sanitarium sales force and management, as well as with retailers in order to find out what we needed to adjust to make our product better suited for the Sanitarium environment," Bradley said.
Praising ComOps' "strong project management skills, a high level of integrity and the expertise in field automation software", Sanitarium's business systems manager David Williamson said ComOps' proven strengths in systems development and consulting were invaluable throughout the implementation.
ComOps officials claim the new Windows-based system enables Sanitarium sales staff and management to interact dynamically whenever and wherever they are located.
The system was rolled out in Sanitarium's Sydney and Auckland head offices last month.