Carrefour Financial Services set an ambitious sales target for its Visa Pass card. To achieve it, Carrefour intensified its commercial activities at the Carrefour Express and Carrefour Market retail centers, complementing its existing team with a new external sales team.
Achieving the desired profitability required great efficiency in both the sale and after-sale processes, and all in a context characterized by a high turnover of commercial agents and strict—and often changing—regulatory requirements.
The challenge for Minsait was clear: to design and implement an operational and technological solution that would enable Carrefour to reach its sales and commercial efficiency targets while providing maximum adaptability to future regulatory and business changes, and all within a time frame of just three months.
Minsait recommended complete digitization of the customer attraction and sales process. The sales agents started managing their sales through an intuitive iPad application.
Today, sales agents show potential customers contractual options on an iPad in a simple and intuitive format, which simplifies explanations about the card's benefits. The sale is closed quickly in four simple steps: (1) the agent scans the customer's ID card using the camera on the device; (2) the tool analyzes and validates it in real time; (3) the sales agent enters the customer's personal details in the electronic forms; and (4) the customer completes the process by adding his/her digital signature.
The new sales approach encourages impulsive buying, eliminates subsequent manual processing with one stroke, and meets all the legal requirements regarding personal authentication. The instant management of all back-office processes (fraud detection, identification of potential credit blacklisted customers, update of the tool with new promotions, etc.) represents a key technological breakthrough with respect to other sales applications.
From the management perspective, the new solution has proven to be key factor in allowing Carrefour to monitor the status of its commercial activity at all times and promptly introduce any modifications to the sales process based on business or regulatory criteria.
12,000
new applications processed in one month, doubling initial forecasts
0
paper. Complete digital management, eliminating subsequent manual processing
60%
reduction in the card delivery time after closing the sale
200
external and internal sales agents in 30 days, practically without any training
This solution enabled us to create a truly mobile strategy for sales forces in various retail centers, as well as providing the basis for digital solutions for Club and other promotions.
Ignacio Martínez
Finance and Insurance Manager, Carrefour Finance
