Ethan Allen
SERVICES
Enabling Sales of an American Icon in Asia
Digital transformation and mobile development to help a leading American furniture chain—bringing in $600M/year revenue over 300 design centers—optimize and expand its South East Asian retail operations.
01
The Challenge
The client’s luxury furniture brand successfully gained a foothold in the ASEAN luxury market with several of the region’s largest furniture distributors. The regional distributors prided themselves on a high-touch retail sales experience for customers. However, their multiday configure-price-quote (CPQ) turnarounds were losing out to more tech-savvy competitors. To improve their competitive edge, the client sought to modernize their antiquated paper-and-desktop workflows and integrate custom, region-specific sales applications into their existing legacy infrastructure.
02
The Solution
SVI collaborated with their sales and IT teams to build a custom mobile application catalog and middleware integration to their legacy IT system. This automated their paper processes, enabled their Salesforce high-touch retail strategy, and expedited CPQ time. It provided a more polished, personalized experience to customers by freeing up sales teams from manual work.
03
Our Approach
We worked with our client on the following:
Stakeholder interviews across multiple departments to document key operational process flows
Locale-specific requirement identification, such as intermittent internet access unique to the client situation
Architecture—including efficient, mobile, offline sync of 10,000+ SKUs and 100,000+ objects under intermittent wireless access—and QR code identification of in-store items
iPhone and iPad mobile application UI and UX design and implementation
Integration with a complex legacy ERP requiring minimal overhead from the existing IT team
04
The Results
With our help, the client was able to do the following:
â–ª Increase sales-rep efficiency by over 500% YoY, including reducing in-store CPQ from two to four days to 15 minutes using the custom mobile sales tool integrated into their ERP
â–ª Sell furniture effectively outside the showroom, for the first time, through our custom-developed mobile iOS and iPad catalogs that allowed sales reps to sync over 10,000+ SKUs for offline browsing and CPQ
▪ Reach 1,000s of new customers in the first three months of rollout, with SVI’s mobile apps enabling a broader sales-rep reach through saved time
â–ª Increase employee morale by dramatically reducing administrative paperwork and enabling higher sales-quote fulfillment
â–ª Sell furniture effectively outside the showroom, for the first time, through our custom-developed mobile iOS and iPad catalogs that allowed sales reps to sync over 10,000+ SKUs for offline browsing and CPQ
▪ Reach 1,000s of new customers in the first three months of rollout, with SVI’s mobile apps enabling a broader sales-rep reach through saved time
â–ª Increase employee morale by dramatically reducing administrative paperwork and enabling higher sales-quote fulfillment
