Case Studies

Fleet dealer + Icertis case study

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Automotive Service Provider Overhauls Fleet Sales Processes with Icertis With operations in 32 countries, this family-owned business provides a range of services for A-brand manufacturers like VW, Caterpillar, MAN, Audi and BMW B U S I N E S S C H A L L E N G E This European company's fleet sales department is responsible for maintaining and growing the enterprise's B2B market share. To achieve this, account managers sign contracts with large B2B customers. The contracts establish mutually agreed-upon rebates/ bonuses in exchange for commitments on annual purchase volumes and/or brand exclusivity. Its contract processes were essentially manual. Dealers were not able to access and view agreements, pricing terms, or offers in real time to push sales faster. This meant that order fulfillment took longer as it took manual steps to identify and apply the right discounts as per the dealer agreements, and dealer claims took longer as they had to be manually verified and settled, resulting in delays and impacting not just dealer financials but also rebate settlement. Meanwhile, the IT environment was fragmented with different systems for catalog management, order management, dealer management and financials. O B J E C T I V E Automate and consolidate complex process around sales and rebate agreements with dealers. H I G H L I G H T S • 2,000+ active agreements/ amendments managed on ICM • Daily throughput of 5,000+ vehicle orders, 10,000+ vehicle relationships, 3,000+ vehicle invoices, and 8,000+ payment obligation lines • Improved rebate budget management with fewer overruns Icertis Contract Management provides visibility and control of complex, high- value B2B customer agreements. C O M PA N Y P R O F I L E

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