AgroTech Spare Parts - dealer of equipment and spare parts
The dealer sold agricultural machinery and spare parts to farmers, service companies and small farms, sales were highly seasonal, and repeated customer needs were kept in the minds of managers.
The starting point
Managers knew the customers personally, but CRM was used as a contact directory, and once a business offer was sent, the next step often depended on the discipline of the individual employee.
Before the season, the company ran general mailings, although different customers bought different groups of parts, appliances and consumables, and the demand forecast was manually collected and late.
What had to be decided
- Segment customers by technique, region, seasonality and procurement history.
- Set up control of commercial offers and the mandatory next step.
- Start seasonal reminders for product groups.
- Gather a forecast of demand and repeat sales by customer segments.
What did you do?
Enriched the customer base
We added equipment, regions, past purchases, seasonal interests and responsible managers.
Re-engineering the KP
The commercial offers received terms, statuses, reasons for refusal and mandatory actions after sending.
Set up seasonal scenarios
For customer groups, reminders and offers have emerged before peak demand, rather than in a moment of urgent need.
Collected management reports
The manager sees repeated appeals, demand forecast, hung commercial proposal and managers efficiency.
Results
What's changed at work?
- Repeated applications for seasonal positions increased by 19%.
- The number of commercial offers without the next step decreased by 26%.
- Managers got a clear touch plan ahead of the seasonal peaks.
- The head saw the forecast of demand for customer groups and product lines.
What the chief now sees
- Customer segments by technique, region and seasonality.
- Control of the CP, the next steps and reasons for refusal.
- Seasonal touch and repeat sales plan.
- Demand forecast for product groups and managers.
Similar cases
Would you like to see a similar process?
Describe where applications, deadlines, responsibilities, data or management picture are currently lost, and prepare the first outline of the solution and a clear implementation plan.