Industrial Components Distributor Automates Sales Force and Tightens Lead Management through CRM Solution
About the Client
A reputed market leader in high-service distribution of Industrial products – the company is known in the market for fulfilling small volume needs for a wide range of electrical, electronic, mechanical, test & measurement and automation products for various businesses around the world. Its products are used by Research & Development, Maintenance and Prototype development engineers in multiple domains across industries.
Global operations spanning across 32 nations, it distributes over 3,50,000 electronic, electrical and industrial products from over 2000 top brands of the world.
After a careful assessment of a number of CRM solutions & vendors, the company selected Microsoft Dynamics CRM as the solution & Alletec as its implementation partner. It expected to automate its sales force besides streamlining enquiry processing & order fulfillment procedures through CRM implementation.
Pan-India operations & tremendous business potential generated the need for a common communication platform for sales team. Lack of effective information sharing between departments was leading to poor coordination – resulting in operational inefficiencies:
Incoming queries to CEP (Central Enquiry Processing) were segmented and allocated to the concerned department. Delays in resolution were leading to accumulation of a large number of pending enquiries which were difficult to track. This further led to prolonged enquiry to quote & quote to order cycles.
Inadequate top-down visibility into sales activity & unstructured quote creation & approval procedures prevented accurate win-loss analysis and led to uninformed decision making.
Insufficient proactive and informed customer engagement efforts led to missing cross sell & up sell opportunities.