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By issuing staff with mobile devices and deploying Novell Filr, Haus Rabenhorst provided sales representatives with real-time remote access to the data they need to make successful pitches, enabling them to work more productively and ultimately boost revenues.

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About Haus Rabenhorst

Haus Rabenhorst is one of Germany’s leading producers of fruit juices and health foods, employing around 120 people. Domestically, the company sells its products through health food shops, pharmacies and independent stores. It works with partner companies to export its products to more than 35 countries.

Challenge

Haus Rabenhorst’s sales representatives are based all over Germany, enabling them to visit clients regularly and provide excellent customer service. This sales force is the engine driving the company’s revenue, and sellers must be aware of changes to products and pricing as well as new advertising campaigns. It is therefore essential that Haus Rabenhorst’s sellers can communicate with staff based in the company headquarters quickly and efficiently.

When sellers visit customers, they need documents such as contracts, previous orders, presentations and price lists in hand, so that they can answer customer inquiries and ultimately sell more products. Previously, sellers would print out the documents they expected to need before visiting customer sites, but this approach resulted in wasted paper, and sellers were unable to access the data they need to answer unforeseen questions.

Haus Rabenhorst knew that providing its sellers with access to accurate, up-to-the-minute data from mobile devices would enable them to answer clients’ queries more quickly and provide better customer service—ultimately increasing long-term revenues.

Novell's Solution

Haus Rabenhorst decided to provision its sales force with smartphones, tablets and laptops, and deploy the Novell Filr file sharing solution, which automatically synchronises files so that sellers always have up-to-date information at their fingertips. Novell Filr includes a powerful search function, helping staff find relevant information quickly and easily.

Claude Greiner, Head of IT at Haus Rabenhorst said, “Novell Filr gives us granular control over user access rights, so we can communicate with customers, partners, and suppliers more efficiently by granting them access to files such as contracts and price lists—without worrying about confidential data falling into the wrong hands.”

Haus Rabenhorst’s sales representatives are responsible for ensuring that the company’s products are displayed prominently across stores nationwide, because eye-catching displays boost sales. In the past, staff would travel between stores taking pictures of product displays, and send the images back to headquarters upon returning to their home offices. If colleagues requested changes to the displays, the sales staff would have to return to the stores, increasing travel time and costs.

Extending the company’s existing Novell iPrint Desktop solution to include Novell iPrint Mobile has enabled Haus Rabenhorst to help its sales force maintain product displays more efficiently. Haus Rabenhorst selected the Novell solution because it is able to manage the company’s network of more than 40 printers extremely easily, since the software requires very little administration and employees do not need a helpdesk to assist with technical inquiries. Sellers now photograph displays using their mobile devices, print them at headquarters, and discuss improvements with colleagues over the phone. The sellers can rearrange displays immediately—eliminating the need to return to the store.

Novell helped Haus Rabenhorst deploy both Novell Filr and Novell iPrint Mobile and integrate them with existing solutions, including Novell ZENworks®, Novell iPrint on the desktop, Novell Vibe®, Novell Data Synchronizer, and Novell GroupWise®.

Results

Novell Filr enables sellers to access all the information they need to sell Haus Rabenhorst’s products efficiently and effectively, without needing assistance from colleagues based at the company headquarters. Staff members are able to answer customer queries immediately, improving customer service and ultimately increasing revenues. At the same time, employees no longer need to print the documents they require to make sales pitches, reducing the amount of paper wasted and helping the company pursue a greener corporate strategy.

Equally, Novell iPrint Mobile helps sellers maintain eye-catching product displays more efficiently, boosting revenues while reducing travel time and costs. “Equipping sales staff with mobile devices and Novell iPrint Mobile helped reduce the time they spend travelling by five hours per person per week, cutting their carbon emissions and boosting productivity,” said Greiner. All in all, the Novell solutions help Haus Rabenhorst’s sellers work more productively, enabling them to achieve higher sales volumes with less effort.

“Our company has been using Novell technology for more than 30 years,” said Greiner. “Novell keeps coming up with products that help our staff work more productively, and we are delighted with the excellent support we receive from the consultants.”

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HAUS RABENHORST AT A GLANCE:

Haus Rabenhorst is one of Germany’s leading producers of fruit juices and health foods, selling its products in health food shops, pharmacies and independent stores throughout the country.

Industry:

Consumer Packaged Goods

Location:

Germany

Products:

Data Synchronizer

Filr

GroupWise

Vibe

ZENworks

Results:

  • Boosted employee productivity
  • Reduced time sales staff spend travelling by five hours per person per week
  • Cut paper wastage

"Novell Filr gives us granular control over user access rights, so we can communicate with customers, partners, and suppliers more efficiently by granting them access to files such as contracts and price lists—without worrying about confidential data falling into the wrong hands."

CLAUDE GREINER
HEAD OF IT
HAUS RABENHORST

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