1С:ERP

1С:ERP

Case study

Company description The company works with large orders and performs expensive unique projects. The sales process is long, a significant part of it is occupied by presale events: participation in exhibitions, presentations, meetings. It is necessary to quickly calculate the cost of the order according to the parameters. An important role is played by post-sale work-the work of appeals and complaints of customers. 3

Scenario 1. 2. 3. 4. 5. 6. 7. At the marketing event (exhibition), our employee meets with the client and tells about the products, the client is interested Our Manager further leads this client, meetings, correspondence, SMS. Makes product presentations. As a result, the customer is ready to make an order with us. To implement this complex order, we develop a work plan, with stages, deadlines and responsible persons. And we conduct this sales process inside the system. Since the product we produce for this client is complex and unique, we separately estimate the cost of the project. If the price suits our customer, we start production. The process of production and supply is planned and taken into account in the system. Based on the customer's order, we create a production order. We plan its implementation, calculate the production schedule, the load of work centers. We calculate the necessary material resources under the order. If necessary, if there are not enough materials in stock, then we make orders of materials to the supplier After the completion of the project, we process complaints received from the client (if the complaints will be) 4

CRM and marketing

Marketing activities 6

Marketing activities

Presale

Presale

Presale

Presale Meeting (interaction #1) Call (interaction #2) Customer transactions

Customer transactions

Customer transactions

Customer transactions

Customer transactions

Business process

Business process

Reports

Reports

Master data

Preliminary cost of the transaction Task: calculation of the preliminary cost of the project is relevant when the exact cost at the initial stages can not be determined. Often, the preliminary calculation of the cost of complex products is a long process. And the faster we execute this process, the higher the chances that the client will stay with us. We will slow down-the client will leave to competitors. Example from practice: In shipbuilding, the customer initially provides the contractor with a set of input parameters (performance characteristics): tonnage of the vessel, cruising range, propulsion system, etc. And the ship and its exact characteristics appear in the design process (if this is the first vessel in the series, the design can often be conducted in the process of manufacture of the vehicle). At the time of signing the contract, we do not yet have the design and construction documentation for the ship, and therefore we can not estimate exactly how much this ship will cost. It is possible to speak only about "approximate" estimated cost of the order, but not about exact cost. To calculate the cost in this case, some generalized parameterizable scheme is used. Depending on the complexity of the product, the number of such parameters may vary. For the bridge support these parameters can be 20, for the ship 200. 21

Master data

Master data

Master data

Master data

Master data

Master data

Master data

Master data

Manufacturing

Sales order

Sales order

Production order

Manufacturing

Manufacturing 35

Manufacturing

Manufacturing

Manufacturing

Manufacturing

Manufacturing

Manufacturing

Manufacturing

Manufacturing

Supply

Purchases

Purchases 46

Purchases 47

Purchases

Purchases

Purchases 50

Purchases 51

Purchases 52

Purchases 53

CRM and marketing

After-sales service

After-sales service

After-sales service

Balanced scorecard

Target indicators

Target indicators

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