Volvo Trucks needed a software solution that would lead directly to increased market share. They also wanted a solution that would bridge the gap to their reseller network – resellers struggled to reach full sales potential due to communication gaps/time-consuming processes in getting up-to-date sales material.

In 2019 the enterprise implemented KeyShot’s DAM solution, because KeyShot Dock gave them everything they needed for speedy content production and distribution, while also providing a platform that means IT security regulations.  

The North American division of Volvo Group Trucks, the truck manufacturing operation of Volvo that serves all North America.

With ~$900 million revenue they manufacture a wide spectrum of highway and vocational class 8 vehicles and support new and used Volvo trucks through a reseller network as well as leading service programs.

Before optimizing its digital ecosystem, marketing and ecommerce teams, Volvo Trucks faced major difficulties aligning not only all internal employees, but also getting all their resellers on the same page.

The Volvo Trucks IT department also spent far too much time preparing images for their eCommerce platform, which facilitates aftermarket parts sales.

With major communication and information gaps, in addition to other time-consuming logistical challenges, Volvo Trucks teams across the North American enterprise collectively could not reach their full sales and profit potential.

Volvo Trucks needed technology that would lead directly to increased market share. This solution would also need to enable marketers to efficiently distribute marketing assets to their entire reseller network.

“Everything we do is about building business cases,” Joe Salling, Volvo Trucks eBusiness Manager, explained. “When we procure a solution, we’re looking for it to help us improve lead generation, brand messaging, and to drive website traffic.”

Salling’s search led his team to KeyShot DAM solution – KeyShot Dock, the platform that his team implemented in 2019. A core part of the implementation was the ability to integrate KeyShot Dock with Sitecore content management system (CMS). The integration immediately gave marketers the toolset they needed for speedy content production and distribution.

Time-to-market

With KeyShot Dock as Volvo Trucks’ centralized branding and media library, the company can quickly distribute updated content to sales representatives worldwide. This eliminates delays between product launches and the distribution of relevant materials, improving the time-to-market for new vehicles.

Before implementing a modern digital asset management (DAM) system, members of Volvo Trucks’ digital marketing team manually resized and watermarked more than 23,000 images each month for the PartsAsist site – the company’s aftermarket program where customers order parts online. With KeyShot, these processes are now automated.

As a result, Volvo Trucks saves significant labor hours each month and displays all parts available for purchase on the PartsAsist site without delay. This has shortened the sales cycle for parts sold through the platform.

“The DAM has helped us build a way for people to quickly update content to show an accurate image of a truck or part,” said Joe Salling. “Sellers need this accuracy to help sell a truck or the correct part required to get a truck back in commission.”

Sales enablement

It’s not just internal sales representatives who need instant access to marketing materials. To meet and exceed sales goals, Volvo Trucks must ensure resellers have the exact content they need — often before they even realize they need it.

To achieve this, Volvo Trucks has built media brand portals, allowing marketing teams to deliver assets directly to resellers from KeyShot. Automated workflows ensure every member of the sales force has instant access to relevant, up-to-date materials.

By delivering the most accurate content to the right people quickly through brand portals, Volvo Trucks has differentiated its brand from competitors. The sooner a reseller understands a new product, the more confident they are in promoting it to customers.

Regulatory compliance

To remain operational and in good standing, Volvo Trucks adheres to strict regulations set by the U.S. Environmental Protection Agency (EPA).

For example, truck manufacturers must provide up-to-date product safety sheets – documents detailing the human safety and environmental impact of every vehicle – readily available to the public. As a single source of truth with version control, KeyShot Dock simplifies this process.

“One simple example is, coolant is not exactly environmentally friendly, so it’s important for our truck vendors and owners to have the knowledge required to monitor it,” Salling said. “Being able to ensure relevant content is up-to-date, and that everyone – on our side, the vendor’s side, and even the customer’s side – knows how and where to find the accurate version is extremely important.”