Worldwide Auto Parts Manufacturer
Protecting Revenue with an Agile Sales
Team
Industry: Auto Parts Manufacturing
Focus: Collaboration, Information Management
The North American operations of an automotive
parts manufacturer generates revenues of more than $4 billion
developing, manufacturing, and supplying precision components
for every major automotive manufacturer worldwide. One of
the company’s divisions provides components to automotive
parts distributors across North America. The distributors
are serviced by 60 sales representatives who regularly visit
their customers providing order status and product information.
They also collect product recommendations and competitive
information.
Each month, every member of the sales team receives a document
containing business critical information such as their sales
performance, customer orders and status, pricing, business
climate outlook and competitive information. However, by the
time this document is received it is already several weeks
out of date. The representatives’ inability to deliver
the most up to date order information left customers disappointed
in the level of service being provided. In addition, the lack
of current sales information left representatives with no
means to measure their performance so they could not adjust
their activities to ensure the achievement of sales goals.
Finally, the sales team needed a timely
way to share competitive information and product or marketing
recommendations throughout their organization. Although the
company had a process for this, it usually took weeks before
information was completely distributed, limiting the organization’s
agility. The company determined it needed to provide the sales
team with up to date business critical information in order
to protect its revenue potential and provide the highest levels
of customer service.
The company selected Genisys to help. Genisys reviewed the
company’s business and technical requirements and determined
a Web-based portal solution would provide a single point of
entry for all of the representatives’ needs. Genisys
designed and developed the Salesforce Portal which offers
comprehensive self-service capabilities for the sales team.
It provides access to J.D. Edwards so representatives can
get the latest order and order status information, as well
as their own sales performance information. It also offers
a single point of entry for other company legacy applications
required by the sales team. The Salesforce Portal gives the
ability to instantaneously share business critical information
with others throughout the organization. Important announcements,
up to date industry news, document management and subscriptions,
threaded discussions as well as many personal information
management capabilities are available through the portal.
The organization now provides immediate access to required
information enabling representatives to respond quickly to
changing business environments while providing a higher level
of customer service. In addition, the Salesforce Portal offers
a powerful environment to share business critical information
across the enterprise.
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