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Ethan Allen


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.


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.


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.


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


    The Results

    With our help, the client was able to do the following:

      ▪ 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

      ▪ 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

      ▪ Increase employee morale by dramatically reducing administrative paperwork and enabling higher sales-quote fulfillment

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