SmithKline Beecham Automates its Sales Force with Fujitsu Pen Computers
SANTA CLARA, Calif. — January 10, 1994 — Fujitsu Personal Systems Inc. (FPSI) Monday announced that its 325Point pen-based mobile computers are being deployed by SmithKline Beecham Consumer Brands Inc. to automate its retail sales operations.
Using pen-based field sales automation software developed by Filbitron, a Toronto-based VAR, Fujitsu's 325Point systems allow SmithKline Beecham to increase worker productivity and improve data quality through information-based selling.
Prior to implementing the 325Point pen devices, the Consumer Brands Division used laptop computers, which were limited to order-taking capabilities. The sales force still had to sift through papers for product and store histories and manually collect inventory. Critical information such as diaries, route cards, and customer sales histories now resides in the Fujitsu 325Point, allowing real-time access to relevant sales information, including client accounts, store product listings, and competitive product information.
With the pen-based solution, there is no keyboard or typing required, so the devices can be used standing up or while walking around, enhancing sales effectiveness and increasing available selling time.
"The power of the Fujitsu 325Point pen-based computer is its ability to support the existing work habits of the SmithKline Beecham sales force while linking them into the corporate information structure," said Lou Panetta, FPSI's executive vice president. "Also, because the sales force adapted so quickly to the pen as an input device, SmithKline Beecham was able to rapidly implement these systems and quickly realize a significant return on its technology investment."
The Fujitsu 325Point system allows sales representatives to quickly and efficiently transmit customer orders. Previously, the sales force had telephoned all order in at the end of the day, a process that could take each sales rep half an hour. Using the 325Point solution, sales representatives can now take inventory, verify data, and analyze profitability while in the store, and transmit their orders via modem to a central computer system for processing.
"With this kind of efficient control and management of information, SmithKline Beecham is hoping to achieve time savings, improved customer service and, ultimately, increased sales volumes," said Kim Van Horn, the company's sales administration manager. "The beauty of this technology is that it is flexible, adaptable and open-ended in terms of its possibilities. Over the next couple of years, we see tremendous opportunity to use this system for an increased number of situations."
Fujitsu's 325Point is a three pound tablet-sized pen-based system designed for mobile workers who are involved in decision support activities. It operates with a rechargeable NiCad or NiMH battery under an advanced power management system. The 325Point is powered by a 25-MHz AMD 386SXLV CPU. The system RAM is expandable to 12 MB and the product includes two Type I/II/III PCMCIA version 2.0 slots. The computer has a 9.4 inch (diagonal) transflective LCD display with VGA support at 640×480 resolution. It is designed to be easily adapted for use with various peripherals such as printers, wireless communication devices, and docking cradles for a complete mobile computing solution.
Filbitron Marketing Corp. of Markham, Ontario, is one of North America's leading pen-based computer software developers, focused on the development, supply and support of "single vendor" computing solutions. Since 1982, Filbitron has been responsible for the development of specific software solutions for over 300 businesses. Experienced with both integrated networking and multi-user based platforms, Filbitron has the technical expertise required to integrate new technologies as they become real and useful.
SmithKline Beecham Consumer Products Inc., located in Weston, Ontario, manufactures and distributes over-the-counter health care products and operates a direct store delivery service nationally. SmithKline Beecham line includes AquaFresh, Contact C, MacLeans, Oxy, Sucrets, Eno and Tums.
Fujitsu Personal Systems Inc., headquartered in Santa Clara, Calif., is a leader in providing solutions for data collections and decision support applications through the development of super portable palmtop, pen-based and communicating computers. Its solutions are designed to meet the needs of applications where light weight, small form factor and long battery life are essential. The company is a wholly owned subsidiary of Fujitsu Ltd.
Fujitsu Personal Systems has North American offices in Santa Clara; Irvine, Calif.; Chicago; Atlanta; Houston; Dallas; Philadelphia; New Jersey; Rhode Island; Toronto; and international offices in England; France; Spain; Germany; Italy; and Sweden. Product information can be obtained by calling 800/831-3183. Fujitsu Personal Systems Inc. corporate headquarters can be reached at 408/982-9500.
CONTACT:
Walt & Sommerhauser Communications
Erin Curtis/Robert Walt, 408/496-0900
or
Fujitsu Personal Systems Inc.
Bill Wittmann, 408/764-9484
or
SmithKline Beecham
Kim Van Horn, 905/741-8080
or
Filbitron
Scott Ball, 905/477-0450