Background
Horticom is a New Zealand wholesaler supplying leading garden, hardware, and cleaning product brands through retail outlets across the country. The company's wholesale business depends on staying close to customer demand, anticipating market trends, and ensuring stock is available when customers need it.
Business need
Horticom's salespeople spend much of their time on the road. This creates a practical challenge as they need to stay focused on making deals, while the business needs better visibility of customer interactions, client needs, and future opportunities.
They need a way for the sales team to capture useful customer information in the field, without creating unnecessary administration or slowing them down, enabling a comprehensive organisational view of the customer and assisting sales in improving their engagements.
The solution
OA Systems delivered a combined Microsoft Dynamics CRM and Resco solution that allowed the sales team to plan and track client engagements while working on the road and offline, through a practical and easy-to-use interface.
Salespeople now record information in the field, allowing management to review patterns, identify opportunities, and make better-informed decisions about where to focus effort.
Key results
- Salespeople equipped to capture customer information while working in the field.
- Offline planning and tracking of client engagements.
- Easier to identify future sales opportunities.
- Sales management provided with better visibility of customer engagement patterns.
- Horticom able to make more accurate business decisions.
- User adoption supported through a simplified, focused interface.
"It's allowing us to more accurately make business decisions that are starting to have a real impact."Ian Baines, General Manager