CRM - December 2007 - (Page 42)

launching TagTeam, he reports, there was a “70 percent reduction in staff time for managing, emailing, mailing hard copies, and burning CDs.” In fact, he now needs only one employee to handle the physical task of mailing to the few companies that still prefer to receive hard copies. The accessibility of Quincy’s library has also allowed the company to attract a much wider audience. “We average 800 to 1,200 views from public-access types, those who aren’t distributors or employees, per week,” Owens says. “Those are just people coming to our Web site, clicking around, and ordering literature.” Owens says that, overall, there’s been an 80 percent increase in the number of people accessing the product literature. TagTeam has also allowed Quincy Compressor to dramatically increase its international scope. “Sales representatives and executives in other countries other than the U.S. and Canada were unable to obtain printed literature,” Owens says. “With TagTeam, all of our representatives in Latin America, Europe, and the Middle East are able to log into the system to download on demand.” With this capability, Owens reports, Quincy has increased the number of material-supported sales representatives by 55 percent. In addition, the company has recently translated approximately 40 of its online brochures into Spanish, an advancement that has increased the company’s exposure by 200 percent, according to Owens. Not only does TagTeam make it more convenient for employees and for end users, but it also allows Quincy Compressor to recognize and record who is accessing what information based on Web activity. People who download information are required to complete a form of identifiable information including name, address, and company; from there, Quincy connects individuals with the products they are interested in based on the brochure(s) they have downloaded. Realizing the incredible benefits of this information, Quincy has just recently integrated TagTeam with its CRM system. “We use it for marketing data,” Owens says.“Every time someone downloads a brochure, it sends the information into our CRM application and becomes a lead that can be followed up on by our distributors and our salespeople.” Leads, he adds, have increased between 300 percent and 400 percent since implementing TagTeam. —Jessica Tsai Since implementing TagTeam, Quincy Compressor has achieved: an increase of between 300 percent and 400 percent in the number of leads; a 70 percent reduction in staff time managing documents; a 55 percent increase in the number of internationally supported staff; and an 80 percent increase in the number of people accessing company literature. http://SalesGuru.com http://SalesGuru.com

Table of Contents Feed for the Digital Edition of CRM - December 2007

CRM - December 2007 Contents Front Office Reality Check Customer Centricity SAP’s Midmarket Design A Shift in SAP’s Growth Strategy: Buy Big to Get Bigger The Buyer Is Your Owner Prime Time for Streaming TV The Word on the Floor Market Focus: Energy/Utilities: Speaking Truth to Power (Companies) The Pulse Required Reading It’s All Coming 2.0gether Power to the People Speak Up! Document Management That's a Breeze Customers Gain Traction With Off-Road Vehicles Getting Connected With Surveys Mobile Data Gets Better Reception Secret of My Success Re:Tooling The Tipping Point Pint of View

CRM - December 2007

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