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of the US college
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 Cloud for Sales, giving sales reps and executives ready access to account-related information for prompt, personalized, targeted services.
Nebraska Book Company Inc.
Lincoln, Nebraska, USA
SAP Cloud for Sales
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.
Buying, selling, and redistributing used college textbooks
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.
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.
Drilling in on the things that are most profitable
NBC chose SAP Cloud for Sales once 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
* Now called SAP Cloud for Sales
Since NBC sales reps use iPads, deployment focused on that platform. NBC leveraged SAP Cloud for Sales 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 Cloud for Sales.
*Now called SAP Cloud for Sales
A one–stop look
100% of reps met or exceeded growth targets for the year
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 Cloud for Sales, reps have far surpassed past previous results.
SAP Cloud for Sales 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 Cloud for Sales, 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 Cloud for Sales.