Cultivating Sales Productivity at the Scotts Miracle-Gro Company

  • by Davin Wilfrid, Former Contributing Editor, SAP Experts
  • August 17, 2010
Management
Growing a healthy business is like growing a healthy garden — you need the right amount of sunlight in just the right spots. Using the right SAP NetWeaver Portal and SAP BusinessObjects tools, the Scotts Miracle-Gro Company was able to build a robust workbench to illuminate the right data for the sales staff.

As the leading marketer of branded consumer products for lawn and garden care, Scotts Miracle-Gro Company’s business is highly seasonal. Real-time point-of-sale (POS), shipment, and inventory information is critical in this environment, as insufficient data can lead salespeople to miss narrow windows of opportunity.

“For example, we have multiple fertilizer products — some that sell in the spring, some in the summer or late fall,” says Dave Judson, senior director, Business Intelligence & Content and Collaboration Management. “The seasons are only four weeks long for some of our products, so our salespeople have to be on top of their game.”

To help its salespeople perform at their peak, the Scotts IT team capitalized on a new business strategy to bring near-real-time business intelligence (BI) tools to its sales staff. Building on an existing SAP NetWeaver Portal implementation with SAP BusinessObjects solutions, Scotts was able to deliver a full-featured workbench that empowers its sales staffers to receive and review relevant product information and act quickly on that information to boost sales.

Davin Wilfrid

Davin Wilfrid was a writer and editor for SAPinsider and SAP Experts. He contributed case studies and research projects aimed at helping the SAP ecosystem get the most out of their existing technology investments.

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