How ZEISS shapes distributor productivity with a tablet sales app

June 4, 2014
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Sales support materials change every six months at ZEISS. This regular cadence helps the distribution network know when to update or order information. But ZEISS realized that there was an opportunity to accelerate the process. By listening to and delivering the distributors’ top request of a tablet solution, they could update content far more quickly than print alternatives and guarantee that all salespeople were using current documentation.

Carl Zeiss Industrial Metrology is a leader in what’s known as CNC coordinate measuring machines and complete solutions for multi dimensional metrology in the metrology lab and production. In layman’s terms, their products perform quality control on manufactured parts in a variety of industries.

Their staff includes 2,400 employees from manufacturing sites in four countries and they have more than 100 sales and service centers supplying customers around the world.

The opportunity

“We asked our dealers what they wanted and they said a tablet solution for sharing content,” said John Lewis, marketing manager at Carl Zeiss. That set the company on a course of reviewing potential apps. 

“A dealer showed us a custom app which didn’t address our particular needs,” Lewis recalled. “We wanted something that did not require us to become experts in app development and upkeep.  We wanted to capitalize as soon as possible on the opportunity to support our dealer network in North America.”

The IT group in Carl Zeiss Germany recommended Showpad as a good choice. Once selected,  it was implemented far more quickly and paid off in an immediate savings in not having to print and ship as much sales collateral for North America.

“We are launching a lot of new products this year which will change 60% of our collateral material,” said Lewis. “Now I can just organize our PDFs and videos on Showpad which is a huge time savings and gets our product information out there to our dealers.”


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