Lafarge - Tollens Group


Client Reference Sales forces

Application for sales management







250 sales professionals


240 Store locations



Lafarge peintures (Tollens Group) is the leader on the French paint distribution market. Third player in France for the manufacture and distribution of paints and decorative products, the TOLLENS Group (formerly Lafarge Peintures) is a multi-brand entity of Materis Paints, one of the four business lines of the Materis group (one of the world leaders in chemistry applied to construction).

Some figures:

Nets sales for Group in 2010: 284 million Euros
1,250 employees in France
Sales force: 250 sales professionals


Develop an application allowing sales professionals to manage their client portfolios and their own sales
Rayonnance to outfit 250 sales professionals with a mobile application for PDA connected to JD Edwards.

To give sales professionals in the field access to all the financial, performance, and product availability infomation in the IS.


Development of a mobile application for PDA:

1. Preparation of rounds, schedule management
2. Detailed client information sheets, history, site visit reports
3. Consultation of day-to-day sales statistics
4. Input of purchase orders, transmitted in real time via fax to the client

Connection to Information System:

1. Interfacing with JD Edwards
2. Implementation of the Rayonnance platform Harmonie

Out of 4 service providers, Rayonnance was chosen for their experience, their advisement, their expertise and technological advancements, the quality of their development and their reactivity.

Yves Coutable – Project manager for Lafarge Tollens Group
Our sales professionals are hooked, when we tried to get their PDAs back for a few days to install the final version of the application and the automatic synchronization module, we realized how much they can’t live without them.

Resulting gains

For the sales forces:

– Reactivity of the sales professional: access relevant information and available at the right time…, and improve the sales process
– Simplification of administrative tasks and visit reports: productivity gain with more time cleared for prospecting
– Increased number of useful visits
– Motivation for sales professionals: differentiation from the competition
(use of a PDA with schedule management and to-do task capabilities, integrated into the application)

For the management:

– Better knowledge of clients, contacts
– Better analysis of the sales advisors’ activity
– Improve productivity by better targeting clients to visit
– Improve sales professional training