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RollDock Shipping gives every customer the right attention at the right time

Solutions

Really get to know your customer and use the power of actual insights to recognise sales opportunities immediately.

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Our services

We believe in successful projects and even more in successful customers. The implementation of SAP software must take place within the lead time, scope and budget. But does this also mean that your organisation will automatically be more successful?

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Customer since

2006

Partnerships of Roll-Lift visible with SAP Sales Cloud

Thanks to SAP Sales Cloud, it is much easier for RollDock and sister company Roll-Lift to give customers the right attention at the right time. And to spot sales trends to respond strategically.

“RollDock Shipping should be seen as a parcel deliverer,” says Paul Könst, CEO of RollDock. “We transport packages by sea from A to B. Only the packages we transport are just a bit bigger.” That is an understatement. With a fleet of seven ships – five multi-purpose semi-submersible heavy cargo vessels and two module carriers – RollDock transports objects up to 10,000 tons to locations around the world.

RollDock’s ‘packages’ range from huge parts for petrochemical plants to frigates and submarines.

Könst: “People often think very complex about our projects. Transport is one thing, but the risk often lies in loading and unloading. Thanks to our experience and expertise in the field of engineering with more than 20 in-house engineers, RollDock can get all types of cargo on and off board and transported safely and efficiently.”

“Acorel was able to properly integrate SAP Sales Cloud with ShipNet.”

Commercial challenges

Although RollDock is one of the few parties to offer transport services by land and sea, the company still faces interesting commercial challenges. “We work for major players who, for example, want to build a petrochemical installation and engage four companies for engineering, procurement, and construction. Those EPC companies in turn use subcontractors, who in turn work with many sub-suppliers.

Sometimes you must make offers to multiple parties within the same project. That makes it very complex.” In addition, the situation in the maritime sector is not very bright due to the low oil price. “Our people must be able to estimate very well what is happening in the market, which opportunities are present, which projects have received financial approval and what the best pricing strategy is.”

“It was not our intention to set up a complex system”, says Paul Könst. “For us it is important to share our customer data internally. This enables us to give the customer the right attention at the right time, based on all the knowledge in the system. SAP Sales Cloud helps us with this, so that we can act more effectively.”

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Making knowledge explicit

Until recently, all the knowledge we need for a successful commercial process was mainly in the heads of RollDocks salespeople. “The shipping market can best be characterized as traditional,” explains Könst. “Each sales manager had his own way of managing his customers. As a company this makes you inflexible and vulnerable. Moreover, we had little insight. For example, we did not see well enough why we had won or lost certain projects. To survive, we had to change and make smarter use of the amazing amounts of data we collect. That is why we were looking for a CRM system that would allow us to make our tactile, unconscious knowledge explicit.”

SAP Sales Cloud

After a careful comparative study of seven CRM providers, Könst and his colleagues chose SAP Sales Cloud in combination with the expertise of Acorel. SAP Sales Cloud offers advanced CRM functionality within a user-friendly online environment. RollDocks people around the world can access the information and knowledge they need to do their job.

Könst: “We chose Acorel, among other things, because they were the only ones able to properly integrate a CRM package with ShipNet.” The information in ShipNet is at the heart of RollDock’s operation. RollDock uses this maritime, on-premise ERP suite, among other things, to make complex price calculations. It took Acorel a total of three months to deploy and integrate the cloud suite. “As far as I’m concerned, Acorel has shown that they are on top of their business,” says Könst.

“For us it is especially important to share our customer data internally.”

The right attention at the right time

“Our salespeople will benefit a lot from SAP Sales Cloud”, expects Könst. “It was not our intention to set up a complex system. For us it is especially important to be able to share our customer data internally. This enables us to give the right attention at the right time, based on all the knowledge in the system. SAP Sales Cloud helps us with this, so that we can act more effectively.”

Connections become visible

Sister company Roll-Lift, a worldwide expert in the field of heavy lifting, also benefits from all the knowledge in the system. “In SAP Sales Cloud you can make connections without having to actively search for them. As a result, we sometimes see smart opportunities for collaboration between Roll-Lift and RollDock that our client had not yet envisioned. It is now much easier to work together and benefit from each other’s knowledge all over the world.”

In addition, Könst is pleased that he can now see exactly to what extent RollDock’s sales strategy works. “If we now see that we have lost a job five times to the same party, we may have to change our strategy. Or we should start the conversation. It used to take me one and a half to two days to gain that kind of insight. Now it is a matter of pressing a button.”