Success Stories

Customer Success Story - UTI, Universal Trucks Israel

"The SAP Business One and A.D.S. Solution met all of our demands, including system centralization and integration, the use of advanced technology, and improvement of our existing business processes.
The solution provides us with optimal flexibility, and is supporting our current needs and future growth"
Chen Goldfarb, IT Specialist, Universal Trucks Israel Ltd

UTI and Xioma Information Solutions

Even Israel's No. 1 truck brand in 2007 needs the occasional tune-up to stay ahead of the pack.

UTI, the Isuzu Truck distributor in Israel, uses SAP Business One and A.D.S. – Automotive Distributor/Dealership Solution, to integrate systems, streamline business processes, and centralize data management.

To differentiate themselves and achieve the competitive edge they seek, vehicle distributors focus on sales and services processes as the keys to providing a high-standard of customer service.

For UTI, the main challenge was their existing IT landscape which had the following characteristics:

• Multiple systems from multiple vendors
• A home grown CRM system
• A third party mobile solution, integrated with the CRM

What UTI wanted to achieve were the following objectives:
• A single, integrated and advanced, solution
• Improvement of existing processes with a best practice approach.

UTI was established in 1994 and has since become one of the prominent truck distributors in Israel. Its main product, Isuzu Trucks, enjoys an excellent reputation as being sturdy and efficient, and the brand's share-in-segment is at an unprecedented 57%. These achievements are often attributed to the company's never ending pursuit of state-of-the-art IT solutions.

Lack of Integration Creates Sales and Service Barriers

Improving business processes, related to automotive sales, service & spare parts, hinges on the availability and accessibility of real-time, accurate and actionable data that is not unique to one location, but consistently visible throughout the system.

It is here that UTI needed to lift their own hood and overhaul their system.

With non-integrated systems, the different departments in UTI found it difficult to collaborate effectively and share the relevant data. For example, the use of separate CRM and financial systems, made it impossible to receive the complete history and background of their customers.
In addition, there was no central, user-friendly interface for the management department to receive the information being entered into various systems, and the off-site sales people had no access to on-line important data.

As result, master data was poorly harmonized, there was no business process standardization, and data integrity suffered.

"Prior to the implementation, it was impossible for us to integrate and access all the relevant data of customers, vendors and stock.
In order to see the full picture, we needed to retrieve data from various sources, and then integrate them. This was a complicated mission!"
Chen Goldfarb

Add to all this, the fact that UTI was outgrowing its existing dealer management system. The former IT landscape simply could not handle these new needs, i.e. managing the leasing fleet, interfaces with the manufacturer and managing the import processes.

In short, UTI was quickly outgrowing its existing dealer management system, with an IT System that simply could not handle the new demands such as, managing the leasing fleet, interfacing with the manufacturer and handling the import processes.

This problem was felt most when each system required its own technical support. This created endless complications and delayed various key processes within the company.

The Road to Better Business Performance

To address these challenges within their business, UTI made the decision to implement a single, centralized, and integrated software solution, Xioma's  A.D.S. module, which provides automotive dealership functionality on top of the core SAP Business One ERP system.

UTI evaluated different solutions prior to their decision, but it quickly became clear that the A.D.S. SAP Business One Solution was the only solution that met all of their needs.

"A.D.S. is the solution that helps us to do our job better. It enables the support all our business processes as importer, distributor and service providers.
Now we can be more responsive and provide a better personalized service."
Chen Goldfarb
 
UTI partnered with Xioma Information Solutions to ensure the smooth implementation of SAP Business One and the A.D.S. Module.
The project called for a multi-stage approach that would ensure the stability of the software and its successful implementation.

The first phase was the go-live of the financial and sales modules, needed for the import and sales processes of new trucks.
The second phase was building a strong CRM foundation, which included a detailed customer database.
In the third phase UTI halted their use of the old workshop management software and the Automotive and Spare Parts Module kicked in.

"Xioma's vast knowledge and expertise in the automotive industry combined with the personnel and professional service provided, helped us in the complex implementation. The fact that we decided together to phase the project, ensured its success."
Chen Goldfarb

The real implementation challenge was providing tailored solutions for the vast range of activities within UTI, while maintaining a holistic view of the overall system. An examination of the individual needs of the departments was insufficient, it was critical to place this understanding within the context of the greater organization and to maintain a clear view of the future while adjusting things in the present.

This careful analysis led to the design of unique customizations that answered the specific needs of the organization

"Implementing the system in such a complex organization was a great challenge. Amongst other, what made it possible and successful was the collaboration with UTI and their professional and warm welcome."
Hilla Balla, SAP Business One Project Manager, Xioma Information Solutions

Improved Data Management and Visibility

By implementing SAP Business One and Xioma's Automotive Module, UTI has integrated, automated and standardized its business processes thereby enabling better decision making and improved customer service.

The result has armed sales and service people with the tools necessary to deliver on-line invaluable data.

Implementing SAP Business One and A.D.S. provided UTI with simplified ongoing maintenance and eliminated the crutch of decentralized IT support.

"Simplified working processes, productivity, saving time and money are only some of the benefits of the SAP Business One & A.D.S. implementation."
Chen Goldfarb

Read The "At a Glance Fact Sheet on UTI Success Story"