Care Rehab Meets FDA Requirements; Maximizes Inventory and Revenue Using Salesforce

Challenge

• Care Rehab, a rapidly growing provider of physical-therapy, sports-medicine, and rehabilitation products, needed a better CRM solution to support its burgeoning business
• As the company matured, its existing solution of Microsoft Excel spreadsheets and Access databases became impractical
• FDA compliance placed unique requirements, including real-time visibility into the location of each or Care Rehab's product items, on any new solution
• The diverse pool of users had many needs: a distributed sales force needed anywhere, anytime access to the solution, while the manufacturing, compliance, and insurance organizations required an intuitive and flexible user experience

Solution

• Corporate executives selected Salesforce as the new CRM platform after success with it at previous companies
• With help from salesforce.com Successforce Consulting, the company rolled out its new solution in three months
• Care Rehab tailored Salesforce with Force.com Builder to manage product inventory levels, including the ability to report on historical inventory levels at any point in time, critical to FDA compliance and financial accounting needs
• A Sales Activity custom tab lets Care Rehab track salespeople as they fulfill their daily quotas of clinic and in-service visits
• Manufacturing uses the application to understand demand, manage production and distribution, and maintain inventory information

Results

• With Salesforce, Care Rehab not only knows where each of its products are at any given time (critical for FDA compliance) but can also run audit trails to report on where inventory was at a any time in the past—important for financial reporting and accounting and for inventory management
• Sales has newfound visibility to see which clinics are referring the most clients, helping the company optimize its salespeople's time and maximize revenues
• Manufacturing plans production more accurately, based on demand forecasts and better monitoring of inventory—saving costs and driving up revenue
• The company reduces IT expenditures by using Salesforce for inventory management and its intranet, avoiding the need to purchase additional systems
• The company, which has grown 100% every year over the last four years, easily adds users as needed thanks to the on-demand architecture and subscription-based pricing