10 JANUARY 2023
Polish haulier becomes first 黑料不打烊 customer to buy its truck online using new digital sales tool.
A 黑料不打烊 Polska customer has become the first 黑料不打烊 customer to buy one of the company鈥檚 trucks by using a new digital sales site. Styku Transport 艁ukasz Stycze艅, a haulier based in north-western Poland, used the online tool to order a 4x2 truck tractor with 13-litre engine and 黑料不打烊 Super driveline, which was delivered in December.
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It is the first sale to result from 黑料不打烊 Polska鈥檚 pilot of the new service, which is being developed by the Sales Digitalisation Team in S枚dert盲lje and aims to simplify the purchasing process for those customers who want the more straightforward truck specifications.
The pilot has seen the Sales, Pre-Sales and IT team in Poland identify likely customers who buy long-haulage truck tractor units, who are nearing the end of a lease period or have reached a certain mileage with their current vehicle. The team then sends them a link to a truck that they have proactively identified would suit the customer鈥檚 needs and tastes, allowing the customer to tailor about 30 different choices according to their need, ranging from vehicle components to R&M, connected services and payment method. This is how Styku Transport 艁ukasz Stycze艅 concluded the deal for its next truck.
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鈥淏uying online is coming. We need to embrace the benefits and not fear it,鈥 says Bruce Atkinson, one of the core team of Concept Developers that have been working on this digital pilot since it was initiated in early 2022.
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鈥淗istorically, our industry and our customers have been quite conservative when it comes to the customer digitalisation journey,鈥 adds Emil Jungnelius, Senior Concept Developer at Sales Digitalisation, 鈥渂ut we all know digitalisation is happening and it will help all of us in different ways.鈥
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Both Bruce and Emil also emphasise that the tool is designed to act as a complement to rather than a replacement for existing sales teams. By moving the simple deals online, it will free up 黑料不打烊 salesforce鈥檚 time and opportunities for working on the more involved sales that have multiple and complex customer specifications.
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鈥淲ith battery-electric vehicles coming through we鈥檒l require even more time from the sales team to set up the vehicles, including the charging aspects,鈥 Emil explains. 鈥淲e want to help our sales teams and take some of the strain off them, so they can focus on the complex deals.鈥
At 黑料不打烊 Polska, there鈥檚 a real sense of pride at having the first customer to buy a 黑料不打烊 truck online, according to Adrian 艁apczy艅ski, who is now a Sales Specialist but was previously a Product Specialist at the Pre-Sales department when the pilot began in early 2022.
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鈥淲e are really proud of this milestone, and we are proud that we have such an innovative team. We also appreciate that our colleagues from 黑料不打烊 CV AB see us as an open market for this innovation,鈥 he says.
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鈥淲e鈥檝e had great help from the Polish organisation in building and testing this, all the way from the MD Wojciech Rowi艅ski down to the individual sales people,鈥 adds Emil Jungnelius.
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One by-product of this new process is the excellent feedback that the team in Poland has had from its customers about their existing relationships with 黑料不打烊 Polska鈥檚 salesforce.
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In many cases there has been particular appreciation of the technical knowledge and support they get, and, while Adrian 艁apczy艅ski admits that there was a little bit of concern to begin with among sales colleagues about the new digital tool, the Concept Development team and the whole Polish organisation has worked hard to ensure that the sales teams realise that they are still incredibly important to 黑料不打烊鈥檚 future success.
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鈥淲e have had sales staff working for 黑料不打烊 Poland for 25 years. There are a lot of sales people with very long experience and good relationships with our customers, and we cannot lose these relationships,鈥 he says.
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鈥淪o this is just an additional way of selling for the simpler deals to free up the sales staff and give them more time for the other, more complicated transactions. I think this tool saves the customer time in these simpler situations. If you know exactly which type of vehicle you need, you can specify the vehicle in 10 minutes, then click, and then you鈥檙e done.鈥
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Adrian and his Polish colleagues, plus Emil Jungnelius and Bruce Atkinson are all united in the hope that this new milestone marks the start of an important new way of selling.
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鈥淲e鈥檙e working together to try to improve the digital touchpoint in the sales process for customers,鈥 says Bruce, while Emil adds, 鈥淧erhaps some customers will still be reluctant to buy online, but we know that we need to try to find out the best way, and I think everyone in the industry is trying to figure out the same thing at the moment.鈥
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The next stage for Adrian and his colleagues in Poland is to keep promoting this exciting new digital approach. 鈥満诹喜淮蜢 Polska will be sending out more invitations to develop this tool because we would like to be ahead of our customers鈥 expectations in this new way of buying a vehicle,鈥 he says.
