Power Transmissions Manufacturer Increases Sales by 50% in Two Years using salesforce.com

"Last year, our revenues were $18.2 million, a 28% increase on the previous year. Already this year, sales are 30% up on last year. That’s significantly due to using salesforce.com."

Chris Riley
Customer Service Manager


Challenge
  • Premier manufacturer of power transmission products lacked real time analysis on sales activity and performance (manual reports creation, no real time visibility of sales performance, inconsistent information across sites).
  • Limited customer records and account history (difficult to track performance or account trends year-on- year).
  • Competitive intelligence not captured / inconsistent and uncontrolled.

Solution
  • Proven, internet-based on-demand CRM system deployed to 150 users in 14 countries worldwide and four languages.
  • Salesforce integrated with six manufacturing systems.
  • Value-added functionality includes web to leads notification in eleven languages, Google Maps for enhanced account visibility, fields to analyze why quotes are won or lost, and drill down insight into customer complaints.
  • Trial was followed up by call from Salesforce.com within fifteen minutes, promising that a salesperson would call the next day. He did - and Salesforce was subsequently deployed within 20 days
  • Deployment required less than three days support from IT

Results
  • Salesforce significantly led to a 50% increase in sales revenues within twenty-four months.
  • Increased sales productivity by 24,000 man hours per year (equivalent to eight hours per salesperson per week).
  • Reduced customer attrition – via 360 degrees customer view.
  • Increased enquiries, qualification & prioritization, and quotation rate.
  • AppExchange Apps (including Click Tools, Class Enrolment and Adoption Dashboards) provide instant and effective application functionality in Salesforce.
  • Unified customer view helps David Brown move closer to goal of responding to request for quotes within 48 hours.
  • Tightly targeted email campaigns keep customers and prospects in touch with David Brown in seven languages.
 
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