JSC Aviasalon (The largest implementation project of the CRM system in the Russian exhibition business)

The large-scale implementation project of the CRM system in the Russian exhibition business was implemented by NAUMEN for JSC Aviasalon, the organizer of the exhibition of the MAKS aerospace technologies, largest in Russia, in. Zhukovsky.

Project Objectives

The organization of an exhibition of the international class requires the large volume of preparatory work. During preparation and holding an exhibition the staff of JSC Aviasalon interacts with thousands of partners from Russia, the CIS countries and foreign countries – exhibitors, builders, media, sponsors, VIP-visitors, etc. For each type of partners the separate document package and requirements to their design is provided.

With implementation of the CRM system the company management expects to increase efficiency of work with the customer base, to increase service quality of participants and to provide the management of JSC Aviasalon of control facilities behind the course of preparation of an exhibition. The solution of these tasks was dictated by the development strategy of JSC Aviasalon directed to increase in profitability of the company and preserving of competitiveness of MAKS as one of the largest world aviaforums.

Choosing a Solution

After the analysis of the CRM solutions which are available in the market specialists of JSC Aviasalon refused implementation of the "boxed" products which do not have sufficient flexibility to consider specifics of exhibition business and activity of JSC Aviasalon in particular. Therefore the contractor of the project selected the NAUMEN company having serious experience of custom development of information systems for business including CRM solutions.

Under the terms of the signed contract the NAUMEN company undertook obligations in a short time to adapt own solution Naumen CRM to requirements of JSC Aviasalon and to implement a full-scale implementation project.

Project Progress

The Naumen CRM system was used for preparation of the MAKS-2005 exhibition.

During the course of performance the project a number of key processes was automated: registration and processing of applications for participation; sale of services to exhibitors (order of services, signing of the contracts, drawing of accounts and control of cash receipts); management of exhibition areas and their technical power; conducting settlement with builders, trade enterprises and media.

During the project specialists of NAUMEN developed software modules for processing of a large number of requests and work with finance documents. For collecting of primary information from participants of an exhibition the client application was created. With its help participants can independently fill more than 70 forms of different type, in Russian or English and then to send these data to JSC Aviasalon in electronic form. Import of data to the Naumen CRM system allows to register quickly applications for participation, to plan and conduct further work with the participant and his documents.

During the course of performance the project specialists of NAUMEN company also provided training of staff of JSC Aviasalon, performed works on setup of the CRM system, prepared role instructions for the staff of different divisions

Project Results

With Naumen CRM system implementation the staff of the company had an opportunity to work with the single database about partners, to keep centralized accounting of agreements and to control employment of exhibition areas of the MAKS air show. Automatic synchronization of data on partners, accounts and cash receipts with the 1C: Enterprise system allows to control quickly payment of accounts and helps to avoid discrepancy of data in two systems.

Reports in Naumen CRM provide employees and the management of JSC Aviasalon of data on the planned cash receipts, leased exhibition areas, debtors and other necessary information. These data are used for the analysis of activity of the enterprise and for accomplishment by employees of the connected processes, for example, of the order of admissions for participants.