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Pioneer Surgical Technology: Fast Implementation, Long-Term Results

Customer Testimonial Video

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  • Introduction
  • Why SAP?
  • Eliminating Manual Steps
  • Analyzing Sales Patterns
  • Long-Term Planning
    • Pioneer Surgical Technology is a medical device manufacturing company. Learn how the organization is using SAP ERP to eliminate manual steps, analyze sales patterns, and improve long-term planning and forecasting.

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  • Pioneer Surgical Technology is a medical device manufacturing company.
  • We have about 200 employees. We'll do about $50 million in revenues this year.
  • One of the reasons why we selected SAP was we – first of all,
  • they seemed to be the most confident that they would be able to implement SAP,
  • or the ERP system, in the shortest amount of time.
  • And we felt confident that they were going to be able to do it.
  • We had an aggressive timeline of six months.
  • We started the project in March of 2006
  • and we completed, we launched SAP in August of the same year,
  • which was well within our timeline. Overall, the implementation went very well.
  • One of the benefits that we were hoping to gain from SAP was
  • to automate some of our processes.
  • For example, in the order fulfillment area,
  • there were a lot of different ways where you can eliminate manual steps.
  • For example, SAP, based on just entering a few basic data items,
  • SAP will automatically input data into the sales order
  • and it will automatically schedule deliveries, delivery dates.
  • Invoices can be run in batch jobs overnight.
  • We were able to automatically track the UPS and FedEx tracking numbers
  • to the sales order. So if a customer inquires about their order,
  • we can quickly look up their order and find their tracking information and get it to them.
  • We're able to use the customer partner functionality to create a surgeon function.
  • We sell to hospitals, but it's actually the surgeons that use our product.
  • Well, in the past, we could only analyze data at the hospital level,
  • and we've been able to attach this additional surgeon functionality,
  • so we can analyze the buying patterns of the surgeons who are actually
  • the ones that purchase our products.
  • By looking at the sales patterns of the surgeons purchase, the buying patterns,
  • we're able to at least identify maybe trends where,
  • maybe a particular surgeon has stopped using our products.
  • So we can quickly try to assess what might be happening
  • and we can communicate with that surgeon. Or we may identify a surgeon,
  • a particular surgeon, that seems to be picking up sales.
  • We're currently implementing Business Warehouse so we can better analyze
  • all this data that we've been collecting. We are planning on starting a PLM project,
  • product life-cycle management,
  • so that we can improve our project management methodology
  • as well as manage our product data better.
  • We're in an FDA-regulated industry, so that's very important.
  • One of the things we've been able to do since we went live is
  • we've started to use SAP's sales and operations planning functionality
  • as well as the long-term planning functionality.
  • So based on our forecasted demand plan
  • we can very quickly take a look at our capacity requirements
  • and determine if there are any issues there.
  • This is a process that used to take us a couple of weeks,
  • and we didn't do it very often, because it was a very time-consuming effort.
  • So we've been able to take that process and do it in just a matter of a few minutes.