Case Study
Nikon’s profile
  • Nationality: Japanese
  • Foundation date: 1917
  • Industry: development and manufacture of optical instruments
  • Focused on: improvement of technologies and production skills in relation to optics, precision technology, optoelectronic devices and digital imaging equipment
  • Offers: the best know-how, experience and ability, all over the world
Learn more about Nikon : http://www.nikon-instruments.com/index.html
Nikon’s challenges

Objectives: find a collaborative sales force management tool that would enable the members of the company to manage their contacts, forecasts and businesses, as well as updating the information in real time.

Desired characteristics of the tool:

  • Easy-to-use.
  • Accessible from everywhere.

Previous experiences: server solution that involved regular synchronizations, thus the information became obsolete very quickly.
Nikon’s solutions

Nikon has chosen INES.SalesForce, the perfect solution for sales teams (before and after sale)

A full overview of Nikon’s customers and prospects

  • With INES.SalesForce sales teams are able to manage all useful information in the sales forecasts and actions (access to the commercial database, access to a base containing files and related documents...).
  • This tool guarantees an updated, secure and coherent information.

Reduce Sales Cycle

  • Use shared diaries, appointments, tasks, memos... to save time.
  • Share Information among internal teams (ADV, SAV...)... to give customers a customized and useful answer. Thanks to INES.SalesForce, representatives spend more time selling than administrating.
  • Have an easy-to-use, efficient and fast tool for business management that includes a full overview of business in progress.

Real-time business management

  • Resources organization: distribution of customers and prospects accounts among its representatives without forgetting the creation and management of territories.
  • Individual and team objectives defined by product, service, turnover or margin.
  • Follow-ups of team’s activity indicators related to your customers and prospects, calls statistics, number of visits, quotations, list of current businesses.
  • Follow- ups of results and forecasts, list of obtained businesses, turnover and margin, list of current businesses, associated dashboards.
Nikon’s start-up process

1) Data recovering
After recovering the existing business data from the several tools used by Nikon, INES has imported all this information to the Nikon’s new database.

2) INES integration
INES deployment was very fast. Actually, after a quick and complete training process in situ, representatives have quickly handled the tool and they were able to use the application in a right way. « Only 3 weeks were held between the first work meeting and the daily use of INES » stated Philippe RIDEAU, Sales Manager of Nikon Division Instruments.

Nowadays, INES solutions are used in Nikon Instrument division in notebooks, at the office and in mobile devices via a GPRS card.
Benefits obtained, according to Philippe RIDEAU – Sales Manager

Thanks to INES solutions, the company has

  • Improved its business response.
  • Developed a better visibility of sales evolution.
  • Managed to have clearer and updated information.

And the staff is enjoying

  • An easy-to-use tool.
  • An access to all the information at the office or even in mobility.
  • A better communication between representatives and fixed departments.
"INES provides a better visibility of sales evolution, thus we can anticipate possible sales falls by adapting our marketing policy. But the most important is that this tool does not require any data-processing maintenance, nor for directors, nor for users".
Philippe RIDEAU - Sales Manager, Nikon Division Instruments
www.ines.eu