CASE STUDY
With Infor ’ s help , Zeelandia applied the same concept of AI recommendations to pricing , delivering the following benefits :
• Improved customer loyalty , offering the right price and understanding why
• Meeting profitability goals with optimal pricing
• Reduced time and costs through machinegenerated pricing
“ Our goal is to be a trusted partner with bakeries by offering them the right products at the right price so that they , in turn , can keep their customers happy and loyal ,” said Rada . “ With Infor ’ s AI-driven recommendations for products and pricing , not only do our salespeople save time in preparing for customer meetings , but Zeelandia stays true to what we value most – customer intimacy .”
The innovation journey continues at Zeelandia with Infor Coleman AI being applied to customer relationship management ( CRM ) data to provide ‘ customer ’ or ‘ opportunity ’ recommendations .
Michal Rada , Transformation Leader and Group ICT Director for AI at Zeelandia , discusses the collaboration with Infor in more detail .
How have the Infor Coleman AI capabilities improved your overall business performance and what notable differences have you seen since commencing the project ?
Infor ’ s platform technology , including Infor Colman AI , has helped us to be more efficient and accurate in our decision-making when targeting the right product at the right price for the right customer . Using Coleman AI to generate product and pricing recommendations for our customers has had a positive business impact in terms of productivity , customer satisfaction and profits .
We are competing with online buying channels for raw bakery ingredients ; therefore , it is critical for us to provide the best customer experience . With AI-driven product recommender , salespeople can instantly see the top five products we should be recommending to a customer each time we meet with them because these are the products they are likely to need and buy . Our customers appreciate this personalised , data-driven approach , instead of wasting their time with products that are of no interest to them . Our salespeople love these AI-driven insights because they don ’ t have to spend hours analysing data and using their intuition to recommend products which could lead to customer churn and revenue loss .
Now , with AI-driven product recommendations , sales and marketing realise the following :
• Improved sales productivity – 83 % faster to prepare product recommendations for a customer , from 30 minutes to five minutes
• Better customer experience with intelligent and personalised product recommendations
• Increased revenue per transaction and share of wallet per customer
• Improved marketing conversion for new products or products that are about to expire customers
How does the solution enable you to manage operations seamlessly across your global locations ?
We are running our business with Infor CloudSuite Food & Beverage , enabling us to connect and centralise across global locations so that our processes are more consistent , accurate and efficient . Integrating Coleman AI driven insights into the core Infor Cloudsuite ERP is possible with the Infor platform technology embedding insights within ERP screens and Portal so all locations benefit .
Tell us more about Infor Product Recommender and how this benefits your customers ?
Both product and pricing recommendations with AI are more accurate ; therefore , our customers are more likely to be satisfied and successful when they do business with us . We service the bakery industry so when our customers are getting the right product at the right price , they can then in turn provide the right products at the right price to their customers .
We dared to step out of our comfort zone into the unknown , having courage to consider AI as something we ’ re – with the help of Infor – capable of integrating into our business processes .
How would you now describe your Digital Transformation journey and what does the future hold ?
Zeelandia began its Digital Transformation journey in 2017 , moving to a multi-tenant cloud ERP with Infor CloudSuite Food & Beverage . Live in the Czech Republic and Slovakia , we started leveraging the power of Coleman AI last year to improve the accuracy and speed of key business processes that help sustain business growth despite current market challenges .
We plan to be an early adopter of Infor ’ s hyperautomation solutions to gain more efficiencies . p
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