EP Barrus Ltd Founded in 1917, EP Barrus is a family owned engineers equipment manufacturer and distributor firm. The company supplies leading brand products in the garden machinery, marine, vehicle and industrial markets. Best practice in: Integrating back office/online Sector: Engineering Size of firm: 180 Location: Oxfordshire Website: www.barrus.co.uk Objectives EP Barrus operates a very efficient ordering system for its clients. Dealers are able to log on and place orders via the web which are then transmitted to EP Barrus' iSeries server. This means information is received instantly without the need for paperwork. This system has proved very successful and has been taken up by many of EP Barrus' clients. "We were one of the forerunners in using remote dealer ordering systems. Thirteen years ago we had only four dealers using it. Now we have 750. There has been a huge change," says IT Manager Dave Hansford. However, while the dial up connection is sufficient for the majority of dealers, when DIY retailer B&Q approached Barrus expressing an interest in stocking the company's lawnmowers it was on the condition that orders were processed via Electronic Data Interchange (EDI). Unfortunately, Barrus had not yet implemented EDI and their dial up infrastructure was not sufficient. A contract with Europe's largest DIY company was something Barrus could not afford to lose so the management team set about finding a system to meet B&Q's requirements. Solution Barrus looked into various EDI solutions but found them to be expensive and inflexible. The company was already using software company LANSA for the dial-up connection so they approached them about an EDI solution which would integrate B&Q's system with that of EP Barrus. The LANSA Integrator provided the answer. As well as EDI the system can also handle other options for exchanging business transactions such as XML and CSV. With varied clients including small shops, large retailers and the Ministry of Defence using many different formats the Integrator suited EP Barrus' needs perfectly. EP Barrus adopted the system within three months and secured the deal with B&Q. When B&Q customers wish to purchase a lawnmower, staff send the order through to the EP Barrus server via EDI. EP Barrus then locate the nearest dealership, obtain the product and personally deliver it to the customer. The system means that Barrus takes on the entire administrative function for orders. B&Q does not have to keep lawnmowers in stock and because the dealer makes direct contact with customers, the consumer will normally contact the dealer when any problems occur. This means they receive after-sales support from the experts. Results Using the LANSA Integrator EP Barrus have been able to respond fast and efficiently to orders placed at B&Q stores and the DIY company was so impressed by the service Barrus provides that they have renewed their contract. IT Manager Dave Hansford admits that the system hides the 'complexities of EDI' which means EP Barrus' existing IT staff are able to manage the system without the need to take on extra employees. Challenges EP Barrus has an established training process in place which is used when new technology such as the LANSA Integrator is implemented so the process generally runs smoothly. "We run initial training within the IT department. We then speak to the key people in user departments and supervisors in turn train their own staff," says Hansford. The Last Word EP Barrus has extensive plans for the future. The company hopes to develop EDI links with other dealers and suppliers and also create a system for tracking orders. "We often receive calls from clients checking on the progress of their orders. We hope to set up a ecommerce link with Securicor to track them. We also plan to electronically link in our sales force so they can check the status of accounts and see who has money to buy and who's buying what," Hansford says. For EP Barrus integrating systems and remote ordering has brought significant internal benefits and helped them to secure new contracts. Remote ordering has made our company more efficient, cut back on the numbers of staff required to key in orders and allowed on to concentrate on generating more orders and clients," Hansford concludes. Hansford believes that the demand for new technology within businesses will grow and EP Barrus is well prepared for this. "Younger people are driving forward the use of technology. Many of our clients are family businesses and as young people take control of these firms the greater the demand for technology," he concludes.