Enhance Your Sales Management Capability

Project Background

Founded in 1998, FITOK Group is an industry-leading developer and manufacturer of superior high-quality instrumentation valves and fittings. FITOK Group has R&D centers, manufacturing facilities, warehousing and service locations in Offenbach Germany, Texas USA, Shenzhen China and Dubai UAE. FITOK Group is capable of manufacturing 4 different product categories, including: General Instrumentation Valves and Fittings, Medium & High Pressure Valves and Fittings, Semiconductor & Specialty Gas Valves and Fittings, and Sampling Systems.   

As business has kept on growing rapidly in recent years, along with the expansion of salespersons and branches, managers of FITOK realized that the core competitiveness of enterprise lay in effective and strong management, thus, determining to choose CRM to manage customers and improve sales management. Microsoft CRM was eventually adopted after long-term research. This system, which is easy to develop, integrate and operate, provides a platform for information sharing and business platform for clients, and is equipped with such functionalities as complete view of customer information, automatic quotation, Email management and so on. As a result, Microsoft CRM not only helped FITOK improve working efficiency and customer satisfaction, but also gave direction in marketing strategy.

Problems

Workflow circulated among departments and braches by delivering documents or communicating on phone, so a platform enabling staff to quickly collaborate was in need.

Marketing cost was not in the unified budget control system. Generally, it took a long time to gain reimbursement because staff needed to hand in the paper to the financial department firstly and wait for approval. 

When oversea dealers emailed headquarters for goods delivery, the customer service department would check and transform the order. This process led to inefficiency and delay. 

Our industry solution based on Microsoft CRM BTB

We selected Microsoft CRM, an ERP system for large corporation which supports multi-dimension organization, multi factory and group management. Besides, this system enables company to realize all-round management of flow data, SFA, market, sales, cost, customers and dealers as well as multidimensional decision analysis. CRM modules we provided for FITOK include sales, marketing, service, dealers, budgeting, cost management and so on. 

Sales target management

Devise annual and monthly sales plans and count rolling sales goals in the approaching three months. The management of targets and achievements via CRM helps enterprise better achieve its goals and make precise production planning. 

Sales performance management

Evaluate performance of salespersons via realization rate of monthly and yearly goal automatically worked out so as to motivate them. 

Sales behavior management

Standardize sales behaviors and improve working efficiency of salespersons by using CRM to set up management process of daily, weekly and monthly reports. 

Business platform management

Mange enquiry, offer, order placement and customer complain by seamlessly integrating the business platform with CRM. 

Marketing strategy analysis

Model data of such systems as CRM and ERP via business smart tools and offer dynamic, multinational and graphical analysis reports, which helps the management to make effective decisions. 

Achievements

This system is now successfully operating and models included in our solution match with the business process of FITOK. Microsoft CRM not only helped FITOK simplify workflow, but also implanted the customer-oriented idea into every salesperson’s heart and improved the overall quality of the sales team. 

Acquire data promptly

Braches, sales department and representative offices now have access to related data in CRM. And then report can be automatically generated. 

Reduce time to approve marketing compensation by 80%

In the past, claiming compensation for marketing was ineffective. Now, CRM realized automatic expense processing and thus reduced errors. 

Improve customer satisfaction by 45% and reduce inventory

With the implementation of CRM, nearly one hundred process management is operated by the system. Besides, the analysis of daily sales report and monthly marketing administration became automatic and real-time.

Achieve 45% faster order processing speeds

Employees are accessible to order information in CRM anytime and anywhere, which reduces internal communication time and improves working efficiency.