A digital commerce ecosystem uniting field, dealers, finance and ERP
By integrating Microsoft Dynamics 365, 1page-Commerce (B2B) and 1page-Force with SAP S/4HANA Public Cloud, we enabled field teams, dealers, sales operations, finance and logistics to work on the same current data.
About Kombiklimashop.com
Founded in Istanbul in 2012, Kombi Klima Shop is a national wholesale and supply company operating in the heating, cooling and air conditioning (HVAC) sector. With its “multiple solutions from a single point” approach it brings manufacturers, retailers and industry customers together. Acting as a bridge between manufacturer and dealer, it supplies wholesale and retail materials from a broad stock base. It offers dedicated delivery and campaign options for businesses and industry partners, and supports ordering processes with digital infrastructure and mobile applications.
A digital commerce ecosystem uniting field, dealers, finance and ERP
Challenge
In B2B commerce, every dealer’s price, payment terms, credit risk, segment and campaign entitlements can differ. A standard e-commerce structure offering the same price and benefits to all dealers did not meet the sector’s commercial needs. During dealer visits, field teams had to wait for information from different teams in order to create a quote, check current price and stock, assess the customer’s financial risk and take an order. This lengthened the sales cycle and made it hard to close opportunities on the spot. When dealer information, visits, quotes, orders, payments, campaigns and financial data lived in different systems, it was hard for sales teams to assess the customer as a whole. Manual data transfer between the B2B portal, the field app, the CRM and the ERP could create inconsistencies in price, stock, account and order information. At high product and transaction volumes, entering the same data into different systems created operational load and risk of error. Managing a wide product range across different warehouses made it critical to have the right stock information at the time of ordering and to fulfil from the appropriate warehouse. Out-of-date stock information could lead to unavailable products or shipping delays after the order. In B2B sales, product and price information alone was not enough. The dealer’s open account status, risk level, available limit and payment performance were also decisive in approving an order. Managing different banks, card types, instalment options and payment terms within a single B2B experience created a heavy integration and operations need. Dealers depending on sales or finance teams in order to pay lengthened transactions and made collection harder. Every dealer differed in sales volume, product preference, region, commercial terms and brand relationship. Standard campaigns did not produce the same effect across the whole dealer network, and tracking entitlements and unmet conditions created a further operational burden. Dealers having to contact different teams for orders, payments, accounts and reconciliation slowed both the dealer experience and internal operations.
Solution
When a dealer signs in, they can see their own product prices, campaigns matching their segment, current stock, payment options, campaign entitlements, order and shipment history, account and financial information under their own commercial terms. Field sales teams can view the dealer profile and history, plan and record visits, review current products and prices, prepare quotes, check stock, create orders, see risk and available limit, obtain payment approval, take payment in the field and plan next actions. In dealer profiles we brought together contact and company details, dealer segment, field visits, quote and order history, sales opportunities, risk and limit information, payment and collection status, campaign participation, reconciliation details and open tasks and actions in one place. Dealers can pay by credit card, choose between single payment and instalments, manage their own payment processes, follow their accounts, view payments related to their orders and reach payment and reconciliation records. Through the campaign infrastructure, campaign earning and redemption rules, segment-specific benefits, product- and brand-based offers, seasonal campaigns, sales targets, entitlements and loyalty earnings are all managed centrally. On a single platform dealers can create orders, track order and shipment status, view their accounts, make payments, follow campaign entitlements, check financial movements and manage reconciliation.
Result
Every dealer began to be served from a personalised digital store built for them. While price, campaign and payment terms are maintained centrally, ordering became faster. A field visit stopped being a conversation for managing a relationship and became an end-to-end digital point of sale where a quote can turn into an order and an order into a payment. Sales and management teams gained a current, actionable 360-degree view of every dealer. Dealer relationships moved beyond personal follow-up into measurable corporate memory. Repeated data entry and inconsistencies between systems were reduced. The CRM, B2B e-commerce, the field app and SAP S/4HANA Public Cloud began working on the same commercial data. Current, multi-warehouse stock visibility became part of the sales process. Order fulfilment improved while dealers and sales teams worked with more reliable delivery information. Financial control stopped being a separate step at the end of the sale and moved inside the sales decision. Approvals accelerated while dealer risk and available limit became visible. Collection stopped depending on office hours and finance teams and became a digital, self-service capability available 24/7. Dealers gained payment flexibility while collection accelerated. Campaigns stopped being mass offers and became targeted sales mechanisms that bring the right product and benefit to the right dealer segment. Dealers can follow campaign progress and entitlements transparently. Repeat requests for orders, payments, accounts and reconciliation moved to digital channels. Dealers manage their business faster and more independently, while the operational load on sales, finance and customer service teams fell.
The dealer’s entire commercial operation in their pocket
Challenge
Dealers having to contact different teams for products, prices, campaigns, orders, accounts and payments slowed processes down; not being able to reach current financial and operational information from anywhere made it hard to act independently.
Solution
With the Kombi Klima Shop Dealer App we built a complete mobile B2B experience where dealers can see their own products and prices, create and track orders, follow campaigns and entitlements, reach their account balance and statement, and pay in a single payment or in instalments.
Result
Dealers can now manage every commercial transaction — from ordering to payment, from campaigns to account tracking — wherever they are, 24/7. The dealer experience accelerated while the manual workload on sales, finance and operations teams fell.