"The Russian leather" increases efficiency of planning of orders using Microsoft Dynamics 365

2018

Optimization of planning and order processing

On June 28, 2018 the Columbus company announced that JSC Russkaya kozha transfers work of the sales divisions to CRM. The project is performed by specialists of Columbus on the Microsoft Dynamics 365 platform.

The management of Russian Leather group approached need of implementation of the CRM system, having the following purpose – reduction of a production cycle due to more exact forecasting of loading of resources and, as a result, increase in volumes and efficiency of processing of future orders. Forecast accuracy of loading of production depends on many factors, including on understanding of needs of the current clients for future periods and also detailed work planning with new potential customers.

When choosing the platform management of the company was guided by offers with wide functionality, convenient tools of analytics and the maximum potential on further development of a system. Besides, the possibility of flexible integration of the CRM solution into constantly developing IT infrastructure of group was the important requirement. The Russian Leather plant carries out control automation by resources of the enterprise, interaction with CRM is one of the subsequent stages of the project.

As a result of assessment of all characteristics and factors of optimization of work with clients the CRM system based on Microsoft Dynamics 365 was selected, and the Columbus company acted as the partner.

At the first stage of works the project team implemented a key task – created uniform information base of customer interaction within all group. Then the expanded form of the questionnaire of the client necessary for the analysis of client potential, planning of future orders and also target marketing influences was configured.

"The questionnaire in fact represents the structured check sheet which in the course of interaction with the current and potential clients allows to collect up-to-date information about features of customers, their processes, scales of production and business in general. Such data give an idea of current and potential "capacity" of the client and are fixed directly by the production directory of "The Russian leather". It not only helps managers with more exact selection of the nomenclature necessary for the specific customer, but also gives the chance in advance to understand and consider future needs of this client". Evgeny Lebedev, the Head on business development of cloud solutions of Columbus company

The close attention was paid to optimization of the separate product nomenclature and creation of the unified product directory specially under tasks of divisions of sales. Standardization of the directory is intended to simplify significantly work to sales managers. Besides, the solution allows to keep account of goods of competitors, in view of characteristics and cost of products of other producers, to compare these data with offers of "The Russian leather" on competitive transactions.

Experts of Columbus optimized and configured key processes of interaction with the current and potential clients: operations on sales, service, marketing and also planning, carrying out and analysis of results of participation in exhibitions and actions. Already at the first stage of the project sales and promotion specialists had an opportunity to work in "field" – within communication with customers to enter information in CRM from mobile devices. The accumulated data allow to trace and analyze efficiency of sale, and the main thing, to predict customers needs.

Managers and the management of "The Russian leather" can understand in more detail a status of work with each client, set tasks and monitor their accomplishment, analyze territorial presence of the enterprise and determine KPI by promotion of products in the separate industries of business, for example, among the companies car makers, producers of furniture, footwear or clothes. As of June, 2018 there is a support and continuous development of functionality of the CRM system within Columbus Care service.

"Together with Columbus we managed to perform conceived in 4 months. We added labor-consuming and very important task – to reflect our product directory in a system to the initial plan of the first stage of the project. Managers can correlate potential transactions with the available nomenclature that will allow to perform conceived – to increase the accuracy of production planning". Sergey Rychagov, Commercial director of JSC Russkaya kozha

Integration of the CRM system with functionality of ERP will become the next step. Upon completion of this stage of the project sales specialists will be able to conduct all work with clients in "single window": from collection of information about business of the customer before filling of data on shipment of products, from emergence of a lead before adjustment of production plans or feedback by the perfect order. All data can be entered, including from mobile devices.

Industrial automation

On April 6, 2018 it became known that the plant on production of genuine leather of JSC Russkaya kozha made the decision on transition to the ERP system based on Microsoft Dynamics AX 2012. The project is charged to consulting company Columbus.

The Russian Leather group is consolidation of six enterprises and organizations. The Ryazan skinnery JSC Russkaya kozha – the large producer of genuine leather in Russia, falls 35% of all production of skin in the country to the share of the plant.

Ryazan skinnery JSC Russkaya kozha

Production of genuine leather has a number of the features connected with uniqueness of technology process. The nuances of work with raw materials and sales of the made products are characteristic of the industry that affects specifics of demand forecasting, calculation of profitability and cost value of products. It imposes special requirements to its organization and automation on production of genuine leather. To the project the Ryazan skinnery used a large number of systems – a set of programs of own development and other solutions, the enterprise needed to create a single platform for management of key processes.

By search of the partner the Russian Leather plant studied offers from several consulting companies on different automation systems of the enterprises. The offer of approach, optimal for the enterprise, – not just to automation of the available business processes, but also search of opportunities for their improvement became a decisive factor in the choice of the supplier. As a result the plant's management made the decision to work with Columbus company on Microsoft Dynamics AX 2012 platform.

The project started from the Ryazan skinnery JSC Russkaya kozha. Main objectives of the project became: creation of conditions for operational tracking of course of production, reduction of minimum lot of orders, increase in level of customer service and also forecasting accuracy of delivery time.

"The commodity nomenclature "Of the Russian leather" is very different. Production requires the high level of service, clearness performed by terms and supply rates. Therefore tasks which are connected with efficiency of use of production resources and increase in turnover and profitability of our products are set for us and a system". Sergey Rychagov, project director of JSC Russkaya kozha

The main task of the first stage of the project – automation of the main supply chain, from purchase of raw materials and chemical materials before sale of products, with emphasis on production and production planning. Within the same stage the Columbus command implements offers on a nomenclature clustering, i.e. its separations into groups depending on liquidity, the frequency of demand and turnover. Such strategy of work with the nomenclature will help specialists of the plant to determine optimal volumes of safety warehouse stocks and also crust production volumes – procurements for further processing of products.

The functionality of the ERP system is complemented with CRM solution opportunities.

"At the first stage basic algorithms were used, however we are going to expand standard functionality of CRM with other tools – use of a payplayn, the mobile platform, etc. It will give to production an opportunity to consider sales forecasts and to study transactions with clients at earlier stages". Denis Kosenkov, Vice president for consulting of Columbus company