In a bid to improve the efficiency of its field-based sales force by providing
them with real-time sales and gap analysis information, Sykes-Pickavant, distributors and manufacturers of
automotive, diagnostic and specialist tools, has invested in the sales-i’s
sales intelligence and Customer Relationship Management (CRM) system.
Sykes-Pickavant has been manufacturing and distributing tools since 1921 and believes that its brand is recognised world-wide as a guarantee of quality products, service and real value for money. Yet to maintain the integrity of this brand the company recognises the need to make investment in the appropriate mobile computing technology.
Explained managing director Paul Archer, “We have [a reputation for offering high] quality
and service and as a company that embraces technology to keep our customers and distributors
updated on new products in the field. This means keeping abreast of mobile communication
technologies such as video.”
In order to achieve these aims and to improve productivity, efficiency and competitive edge, Sykes-Pickavant decided to empower its field-based sales force with integrated sales intelligence and CRM technology on their mobile devices, equipping them with all the necessary sales information, buying alerts and customer history needed to close deal.
Archer added, “Our customers are technology savvy, so we use mobile devices that they are familiar with to demonstrate new technology, keep us fully abreast of their buying patterns and any changes in buying behaviour and to show them their buying history and areas where improvements can be made to improve their buying power with us. This can all be done from the comfort of their office, showroom or on the workshop floor without any disruption to their business. Furthermore, with the inbuilt CRM functionality, we can call up details instantly, annotate them, add notes and reminders, safe in the knowledge that the information is being instantly recorded and can’t be lost.”
As Sykes-Pickavant expands its business, sales-i will provide its management team and field-based sales team with the customer buying information they need. Another key attractive feature of sales-i is that it is offered as a service thus offering users savings in capital expenditure.
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