Case Study: US Based Manufacturer
A US based manufacturer of digital and analog I/O equipment for various industries, such as Defense, Aerospace, OEM, Automotive, and Power. The company mainly sells via distribution, thus providing challenges of managing a “sales force” that they do not directly employ. They also lacked internal skills to provide a clear vision for their distributed sales force. Located in Wixom, Michigan
No Customer Relationship Management System (CRM)
Tools were lacking to monitor end-customer interactions and distributor sales activity.
No data visibility to outside sales reps
Distributors were locked out of internal systems, and lacking in real-time data.
Sales Managers were tied to their desks
All data tools required a laptop or computer connected to their VPN, which was unreliable
Too Much Paper Pushing
Internal staff were bogged down with keeping track of simple follow-ups and tasks on paper and in notebooks.
How We Helped:
Implemented and trained staff on a Microsoft Dynamics CRM
Integrated CRM with ERP to provide streamlined metrics at the Account level.
Created distributor-facing portal, integrated with their CRM system
And Vendor Scorecards for better visibility and engagement.
Staged and trained managers for mobile CRM access
And OneDrive For Business for mobile file access
Monday Morning Quarterback (MMQB) system
Allowed for automated email-based reports based on actual live data.
Client now has a central 360 view of the end-customer
Opportunities, visits, distributor interactions, and sales metrics are all available for review.
Distributors have real-time access to their leads and follow-ups
Automated scorecards enable candid discussions on distributor performance.
Sales Managers can now work from anywhere
Providing them with less “desk work” when they return from lengthy road trips.
Centralized all follow-ups
Allowed for just-in-time notifications for individual reps. Reduced training time of CRM via push alerts and direct web-links
We've been supporting sales, marketing, operations, and financial teams for over 20 years. We know a thing or two about ERP -
Let us show you "the better way" - with Traction ERP.