Airbus 's Force Lite application breaks the mould of conventional Digital Asset Management projects. The images, integrated into an app available on a tablet, accompany the company's sales staff in their presentations to customers. Pierre Binet, a specialist in sales innovation at Airbus, explained the ins and outs of this innovative project.

How did the Force Lite project come about?

The aim was to give salespeople a tool that, integrated into their tablet, brings together all the information they need to meet customers. Thanks to Force Lite, sales staff are able to select customers from their portfolio and have up-to-date information on them. Product information is also available. The application also offers data on market conditions and trends, as well as Airbus news.

Is Force Lite just for salespeople?

Our main target is indeed salespeople, but we've extended the use to managers. The app has a different use for managers; they don't need details on customers, but rather a summary of a panel of customers or a panel of products.

Conversely, the use of Force Lite by salespeople will enable them to prepare their meeting with the customer and their speech. The application contains key communication messages which are integrated into the app to guide them.

What impact has using this new application had on your salespeople's habits?

Sales staff equipped with tablets have begun to adapt their habits to the changes brought about by the integration of the application. Thanks to the training they received to get to grips with how the app works, sales staff now have access to targeted information to help them approach customers more effectively.

In addition to key documents and messages, you've also included photographs. Why did you take this step?

We are convinced that images have a pedagogical virtue to accompany our sales staff in their presentations to customers. Our aircraft are showcased in our reports, and these photos sell. What's more, when talking about more technical subjects, images often speak louder than long speeches. Photos of interiors or cockpits can show our latest innovations in a second.

The photos featured in Force Lite have been selected by the Airbus Marketing Department to provide our sales staff with the best possible images. This selection ensures that sales staff are not lost in the tens of thousands of photos available on Photolib. They get what they need.

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How long did it take to integrate Keepeek with Force Lite?

It took us just two days to complete the job. Our integrator used Keepeek's Restful API to connect the tablet to the DAM. It took no time at all to get the hang of it. The API's online documentation is very instructive and avoids the need to go back and forth with support. This feature is an invaluable asset for multiplying the uses of the DAM.