ANCAR Ivanhoe Shopping Centers Implements Cloud-based CRM Solution in 2½ Months, Gains 360-degree View of Sales Force Activities
 
 

ANCAR Ivanhoe Shopping Centers Implements Cloud-based CRM Solution in 2½ Months, Gains 360-degree View of Sales Force Activities

ANCAR Ivanhoe Shopping Centers owns and manages 16 shopping centers spread across Brazil’s five regions. In its 35 years in Brazil, the company has opened up important markets, such as Porto Alegre, Brasilia, and Recife and continues its entrepreneurial vision of developing new shopping centers that convey the personality of their unique locations. Since 2006, ANCAR Ivanhoe has been associated with Ivanhoe Cambridge, a major player in the global shopping center industry, with nearly 70 locations around the world.

 
 

 
 

Challenges

A word from ANCAR Ivanhoe Shopping Centers

  • “Oracle CRM On Demand is a quick and robust system with a user-friendly interface and integrated business intelligence that enables us to keep track of all prospecting, negotiations, and actions carried out by the executives responsible for leasing commercial sites and selling advertising space in our 16 shopping centers spread across Brazil. Working with Oracle’s cloud-based software as a service system, we have maintained a solution that is always updated and available on the Web for our entire team.” – Fernando dos Santos Wanderley, General IT Manager, ANCAR Ivanhoe Shopping Centers

  • Achieve greater control over ongoing prospecting and negotiations done by the commercial department, which is responsible for leasing commercial sites and selling advertising space in the company’s 16 shopping centers
  • Deploy a Web-based, software-as-a-service (SaaS) solution to manage client relationships without requiring resources dedicated to IT infrastructure and complex system updates
  • Create a history for each customer and executive’s activities to enable the company to issue management reports about sales team performance and client profitability

Solutions

Oracle Product and Services

  • Worked with Oracle Partner Triscal to implement Oracle CRM On Demand in just two and a half months, consolidating into a single system the executive project data related to store and kiosk leasing as well as advertising and merchandising space sales for the company’s shopping centers
  • Opted to use a sales automation system in the SaaS model, enabling the 74 users working in the field with laptop computers and cell phones to access the system from anywhere in Brazil at any time of day without overburdening the IT team with the responsibility of keeping the system updated and available 24/7
  • Deployed a customer relationship management (CRM) solution with a user-friendly interface and integrated business intelligence functionality, facilitating the quick issuance of preformatted reports on executive performance, customer behavior, and store shopping center mix without needing to involve the IT team in the process
  • Provided ANCAR Ivanhoe a 360-degree view of its sales force’s activities across Brazil, from the start of contract negotiation to finalization
  • Rectified the company’s need for records regarding the stages of prospecting, store leasing negotiations, and advertising sales, avoiding the situation in which the customer is introduced to ANCAR Ivanhoe only at the time of contract approval, as had previously occurred
  • Enabled a cultural change in the way the sales force reports to the company, using a tool to assist them during all stages and providing the opportunity to work as a team with colleagues from other regions to offer commercial and advertising space to national brands and chains in the company’s various shopping centers

Partner