RGBC: CRM Solution Case Study
The Really Great Brand Company (RGBC), a well-known distributor of super premium liquor brands in southern Africa, was frustrated by the lack of automation in their sales process, the shortage of real-time data, and most importantly, the resultant loss of opportunity.
This was until Microsoft Dynamics™ CRM and Adcheck Mobile Solutions stepped up and put all the information they needed at their fingertips – when they needed it – and wherever they happened to be.
New technology needed to stay ahead of competitors
The multiple-channel, diverse and highly competitive market RGBC operates in demands accurate order-taking, quick turnaround times and timeous, reliable distribution, all of which must be supported by appropriate and actionable data.
RGBC needed to gather critical real-time market information on their own products and competitors’ products – data that would empower management to make sound strategic business decisions.
Effective monitoring of sales performance (including sales forecasting and month-end performance predictions) had become an extremely time-consuming exercise. Limited consistency in the process followed within RGBC’s sales and service cycle resulted in inconsistent reporting.
Their diverse customer profile created further challenges to ensuring their national sales force followed a standard sales and service methodology. And RGBC’s outdated manual reporting systems were eating into sales rep’s valuable client “face time.”
Flexible, technologically advanced solution
RGBC appointed Adcheck Mobile to deploy Microsoft Dynamics™ CRM 4.0, allowing for automated appointment scheduling, based on existing calling cycles and placing of orders – all actionable by reps in the field from easy-to-use hand-held units.
Through Microsoft Dynamics™ CRM, real-time access to information and dashboard reporting has been implemented, with enough infrastructure to support additional expansion and growth as required.
Amplified sales performance & maximum mobility
With Microsoft Dynamics™ CRM, reps are able to plan appointments, place orders and perform product surveys while visiting their customers. Improved scheduling allows them to visit higher value clients more often. And Sales Managers now have a better understanding their reps’ day-to-day tasks.
In addition, the Microsoft Dynamics™ CRM suite now manages the segmentation and targeting of RGBC’s existing customer base, a process that was previously done manually. This equips the company with the right information to better service their customers by attuning to their specific needs.
RGBC has gained a further competitive advantage with the introduction of Microsoft Dynamics™ CRM on a Windows Mobile Device, allowing for real-time data feeds from the sales force and real-time monitoring and control of the team’s performance. “This gives us the agility we need to be as competitive as possible,” explains Holtzkampf .
“The pioneering technological innovations offered by Microsoft Dynamics™ CRM have improved our turnaround times, is more accurate and subsequently more cost-effective long-term. We are proud to be setting the trend in the SA Liquor industry – and are well-positioned for even better things to come.”
About Microsoft Dynamics™
Microsoft Dynamics™ is a line of financial, customer relationship and supply chain management solutions that help businesses work more effectively. Delivered through a network of channel partners providing specialised services, these integrated, adaptable business management solutions work like and with familiar Microsoft software to streamline processes across an entire business.
For more information visit www.microsoft.com/southafrica/dynamics
About Microsoft Dynamics™ CRM
Microsoft Dynamics CRM is a fully integrated customer relationship management solution comprised of a robust suite of sales, marketing, and customer service capabilities that offer businesses of all sizes a fast, flexible, and affordable solution for finding, winning, and growing profitable customer relationships. Native Office Outlook integration encourages rapid user adoption, improves productivity, and helps streamline business processes for greater overall impact. Microsoft Dynamics CRM provides enterprise scalability, performance, and flexibility with a choice of on-premise and on-demand deployments.
About Adcheck Mobile:
Deriving from a company originally formed in 1971, Adcheck Mobile is a leading developer of applications that provide customers with a competitive advantage in mobile sales force support and management. A Microsoft Gold certified partner, Adcheck Mobile's products are based on the company's innovative Quick Market Intelligence (QMITM) platform that assists sales teams at all levels to improve their relationships with customers and conduct business more effectively and in real-time - whether they're out on the road, or in the office.
More information about Adcheck Mobile is available at: http://www.adcheckmobile.com
“Microsoft Dynamics™ CRM has given us a true competitive advantage in both the local and international marketplace. RGBC is now in a great position to provide our brand principals overseas with real-time marketing data, which is truly ground-breaking in our industry.”
Saskia Holtzkampf, IT Manager, RGBC
“Microsoft Dynamics™ CRM allows for real-time access to management information, real-time market research on products and real-time ordering for customers.”
Other Microsoft Products
· Microsoft Dynamics™ CRM 4.0
· Microsoft® Windows Server® 2003
· Microsoft® SQL Server™ 2005
· Microsoft® SQL Reporting Services
· Microsoft® .NET Compact Framework
+27 (0) 21 797-5450
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+27 (0)11 856 4400
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