HHP is Integrating, Automating, and Mobilizing Business for Direct Sales and Global Roll out

“SAP Business One has enabled us to build an integrated business with always-on iPad connectivity for sales teams that will accelerate direct sales and expansion into new markets.”


Leading supplier of medical massage therapy systems hhp GmbH wanted to broaden its customer base and enter new countries for its market-leading products. The company has successfully used the SAP Business One application to transform its business model to focus on geographic market growth and direct selling to end users. Field-based sales staff gain direct access to corporate data and can transmit orders from the customer site using the unique mobile application from SAP developed for the iPad from Apple Inc.


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Building on Innovation and Success

Since its inception in 2002, hhp has achieved year-on-year revenue growth of 30% to 40%. The company’s andullation therapy treatment combines mechanical vibrations and infrared deep heat to offer a new method of pain relief and prevention. It is sold to more than 2,200 clinics, physiotherapists, rehabilitation centers, and health centers. The hhp massage system is also used by the German Olympic Sports Confederation, the German National Ice Hockey team, the German Golf Association, German Ski Association, and other sporting organizations. It is the first certified medical product of its kind. hhp already has a 95% market share in Germany, Austria, Switzerland, and Belgium, and sales are set to grow rapidly all over Europe and the rest of the world.


Increasing Sales Visits 40% Through Automation and the iPad

Sales executives in Germany were quick to adopt the intuitive iPad-based sales model, which makes it possible for them to call up customer, product, and order data from the SAP Business One application. New sales opportunities and customer appointments are now scheduled electronically in each executive’s diary using the calendar management functionality in the SAP Business One application. “The automated calendar management functionality replaces manual scheduling and allows us to fix a visit date with the customer within seconds, as we can synchronize visits with each executive’s diary commitments and current location,” says Meier.


“As a result, sales teams now make 40% more customer visits. Capturing and transmitting orders directly via the iPad has cut order-to-shipment time substantially. We plan to increase iPad user numbers from 20 to 70 by the end of 2011.”


“We chose the SAP Business One application because it is a multilingual, internationally compliant, future-proof solution with the scalability to manage our dynamically expanding business.” Frank Meier, Managing Director, hhp GmbH


Handling 500 Leads and Up to 1,000 New Contacts Daily

hhp now has a single customer database, which allows contact center staff to locate in seconds the details and full order history of customers and prospects who telephone or e-mail the center. Wrede’s add-on solutions have reduced most customer-facing processes to just a few clicks, which cuts call times, increases responsiveness to customers, and maximizes agent productivity.


“Our Google AdWord and TV advertising campaigns generate around 500 new leads each day, and our combined sales and marketing activities often bring us up to 1,000 new contacts daily,” says Kloiber. “We send out around 1,000 information packages on a daily basis. The SAP Business One application has enabled us to build a direct-sales business model that lets us expand our customer base and geographic reach rapidly and inexpensively.”


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