Nebraska Book Company Inc.
Customer Snapshot: Overview
Touches 80% of the college student population
Nebraska Book Company helps keep independent college bookstores strong. Faced with a dramatic loss in market share to online retailers, NBC retooled their sales organization and processes with SAP Sales OnDemand, giving sales reps and executives ready access to account-related information for prompt, personalized, targeted services.
Nebraska Book Company Inc.
Number of Employees
Line of Business
SAP Sales OnDemand
Lincoln, Nebraska, USA
Customer Snapshot: History
Customer Snapshot: Business Model
Leading a Changing Market
Nebraska Book Company is the industry leader in solutions for the college bookstore marketplace, owning and managing about 250 college bookstores nationwide, wholesaling over 6 million used textbooks annually to approximately 2,500 collegiate retailers, and offering additional services for college bookstores.
Customer Snapshot: Success Strategy
Facing stiff competition with online retailers entering the used-textbook business, NBC refocused on the needs of their customers – independent bookstores. So NBC retooled their sales organization and processes to focus on the most profitable activities and deliver improved business insights to the college retailers.
We want to continue being one of the best outfitters for college retail.
For years, college bookstores were the main source of student textbooks across the United States. But like most independents, college stores face fierce competition from online retailers. And they often lack the means to innovate in ways that could fend off the latest market entrants. That’s where Nebraska Book Company (NBC) can help.
NBC chose SAP Sales OnDemand since they saw SAP software as the best long-term bet. They liked the ability to capture all account and opportunity information in a single location, helping sales reps focus on selling. Another plus: having the SAP sales applications on the iPad, eliminating the need to manage additional hardware and software in-house.
Being more collaborative.
We knew SAP software could support our mission of responding to marketplace changes. The SAP Sales OnDemand solution gives our sales reps the tools they need to succeed.
Enter SAP: The SAP Experience
What we've done is look for the things that make a bookstore profitable, and we´ve built those pieces of information into Sales OnDemand, and given the reps a one-stop look at everything that makes the account profitable.
Making a Better Bookstore
Since NBC sales reps use iPads, deployment focused on that platform. NBC leveraged SAP Sales OnDemand content management for contracts and other customer-relevant documents, and reps can now review and target accounts based on classification. It was easy for NBC to integrate their internal system with SAP Sales OnDemand.
A one-stop look.
We've taken 50% of what reps spent their day doing, and we´ve eliminated it, because they were looking at 10 different places, 10 different sources, having to talk to 10 different people – we've put that all onto one screen at the touch of a finger on their iPad….
Better Business: Benefits
A 21st Century Sales Force
NBC´s sales reps now have all the information they need to be productive on the road. With an at-a-glance view of account details, status, and ranking, reps can focus on the most profitable activities. Real-time feeds keep them up-to-date and make collaboration easy. With SAP Sales OnDemand, reps have far surpassed past previous results.
100% of reps met or exceeded growth targets for the year.
Better Business: Run Simple
More Than Book Smart
SAP Sales OnDemand gives NBC sales reps detailed data and metrics to deliver new business insight to their customers. And sales performance measurement has improved, too – since it’s critical that reps focus on acquiring used books at the end of each term, today, NBC can capture that activity and stack-rank sales reps accordingly.
Bringing accounts to the next level.
A year from now, NBC expects to get even more value from SAP Sales OnDemand, as reps use it more consistently. NBC has already implemented the SAP Business Planning and Consolidation application to streamline budgeting and reporting. Going forward, they plan on deploying the SAP ERP application and integrating it with SAP Sales OnDemand.
When you’re investing in software for the long term, SAP is the obvious choice.