/ Pioner Boats AS
How the norwegian boat manufacturer doubled their sales
Region: Norway
Industry: Construction of ships & boats
Web page: www.pionerboat.no
Project duration: ongoing
About Pioner
Pioner Boats is a Norwegian boat manufacturer with a history stretching back to 1959. With over 350,000 boats sold and a network of 130 dealers across Europe, Pioner is a leading player in its segment.
Despite their success, they faced the challenge of digitizing their operations and adapting to an increasingly data-driven market.
Challenge
- Low digital maturity: The business lacked a coherent digital strategy and technical infrastructure.
- Fragmented customer journey: The analogue sales process meant that much of the customer data was lost, limiting Pioner’s ability to deliver personalized experiences.
- Limited data management: The lack of a centralized database and an effective CRM system made it difficult to follow up customers and dealers in a structured way.
Solution
- Salesforce Sales Cloud: To centralize customer and reseller relationships, and to streamline the sales process.
- Salesforce Marketing Cloud: To automate and personalize marketing campaigns, based on insights from customer data.
- Salesforce Service Cloud: To improve customer service and support through an integrated solution that enables fast and efficient handling of customer inquiries.
- Salesforce Commerce Cloud: To build an e-commerce platform where customers can configure and purchase boats online, as well as shop for accessories and services.
- Data Cloud: To get a 360 view of the customer and gather data from all channels and thus be able to make better data-driven decisions and segment and personalize communication.
- Salesforce Experience Cloud: To build dealer portals to facilitate communication with the dealers and easily make available information about orders, and inventory status and to build a customer club for boat owners and those interested in a simple boating life.
Way of work
- Build a solid foundation: We set up basic digital systems, including CRM and e-commerce, and integrated these with Pioner’s business system.
- Develop and optimize: We improved Pioner’s digital presence by optimizing the website for SEO, implementing personalized marketing campaigns and launching a boat configurator.
- Unleash the power: We helped Pioner leverage the collected data to improve decision-making, predict sales trends and adjust inventory levels.
Results
- Increased sales: The number of boats sold increased by 23%, sales of additional equipment increased by 61% and turnover increased by 92%.
- Improved customer experience: Customers can now configure and purchase boats online, which has led to a 43% increase in website visitors.
- Streamlined dealer relationship: Digital solutions have improved communication with dealers and led to faster closing and higher customer satisfaction.
In conclusion, by using the full Salesforce stack, Pioner Boats has been able to transform its business into a data-driven and digitally mature organization, which has resulted in increased profitability and a stronger customer experience.
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