NetSuite: Built for the Distribution Industry

Transcription

1 Winning Big in Supply Chain Sales: Winning Sales Strategies for Wholesale & Distribution Companies Serving You Today: Sean Rollings Senior Director Product & Industries Marketing Curt Leo Wholesale/Distribution Lead Scot Self CEO ProSoap, Inc. About Fastest growing software company in the US, second fastest growing company in any industry Largest On Demand Suite Customer Base: 7, % of Revenue from Distribution Companies making it our largest vertical market Awesome product: Numerous major awards "Keep an Eye On" Best Software Service Technology Marketing Corporation's The CPA Technology Advisor Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. The Typical Way The Way : Built for the Distribution Industry Accounting ERP Web SFA Web Store Web Site Customer Portal Vendor Portal Marketing Campaigns Sales Force Automation Support Mgmt Partner Mgmt Order Mgmt Shipping Financials Purchasing Inventory Payroll Support Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. 1

2 The Edge Hundreds of Distribution Companies Run on Put the customer at the center of your business Increase service levels and lower your costs Grow your business, increase profits Winning Big in Sales Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. Every Action is About the Customer Customer-Centric Organization Any Customer, Any Time, Any One Brian Leffler, TTI Instruments Spend More Time Selling, Less Time Juggling Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. 2

3 The Typical Sales Process The Cobbled Order Process Sales Process Quote Sales Order Invoice Pick & Pack Customer Service Type Order in Word Print Order Walk To Finance Leave In basket Re-type into Order Mgmt Quote Sales Order Invoice Pick & Pack Customer Service SFA Order Mgmt Finance Warehouse Support Integrated Suite Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. Seamless Customer Lifecycle Management Rep Activity Management Single View of the Customer Product & services catalog Easy navigation of large product catalogs Product/Service bundles Inventory visibility Real-time availability Order commitment Flexible price levels Margin control on discounts Customer specific pricing Volume based pricing Multi-currency support One click convert Opportunity to Quote Opportunity to Order Quote to Order Complete RMA Support Credits, Replacement, Refunds Reminders KPI Meter Personalized KPIs Call Management Task Management One view of your customer All communications, files, and documents Entire company working off of one customer record (sales, shipping, customer service, management) Complete transaction, purchase history Result is improved retention and increased upsell opportunities "The common data set for the customers, partners and employees is, simply put, the heart and soul of. All of our business functions customer interactions, shipping, order management, marketing revolve around that core data set." Gary Root, CEO, ebabka.com (Aunt Heddy's Bakery) Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. 3

4 360 Degree View of the Customer Know More, Sell More Greater Revenue for You, More of What the Customer Actually Needs Do You Know Where You ll Be at the End of the Month, Quarter, Year? Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. Sales Management Trend Management Track Trends for Proactive Management Key Performance Indicators (KPI) Real-time, Role-based, Tailorable Industry s Best Forecasting FORECAST TRIANGULATION Calculated Forecast: Using actual quotes gives managers & reps better visibility into the exact dollar value and probability of a deal closing. Sales Analysis Turn data into knowledge Productivity Tools Shortcuts, Graphs, Meters Sales Management Portlet Hierarchical, Segmentable; Teams, Individuals Configurable with Quota, Forecast, Actuals, more Override Forecast: Upside vs. Commit with management override capabilities. Multiple Scenarios: Rep selects which is included in forecast while managers retain visibility of each. Point Solutions Source pieces of data from many sources Incomplete view of customer history Limited value to company Complete customer history Rich, segmental customer intelligence Great for Sales and Customer Service Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. 4

5 Order Management Order Management Links the Front & Back Office Customers It s the Customer Gold Mine! Sales Past purchases? Inventory to promise? Customer specific prices? Directly handle an inquiry? Marketing Targeted campaigns? Promotions that work? Upsell/cross-sell? Order status? Order changed? Support Order Management Purchasing/Inventory Warehouse Accounting Suppliers Upsell/Cross-sell More of What Your Customers Want Identify Opportunities for UpSell Leverage complete customer order history Mine actual purchases Identify Target Groups Create qualified groups for Upsell opportunities Based on new product, purchase history, key metrics Cross-sell based on industry type, company size, product mix Promotions/Offers Track ROI on promotional messages, offers, discounts Automated campaigns Don t Wait to Go Online Serve existing customers better, cheaper Be easy to do business with Improve service, support levels Lower costs Broaden, grow your business Enter new markets, regions Look bigger than you are Increase revenue, improve margins Beat your competition online Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. Live! Tim Gale Sales Engineer Scott Shelf CEO ProSoap Inc. About ProSoap ProSoap Inc. is a wholly owned subsidiary of Texas Nova-Chem Corp. Founded in 1977 Headquartered in Rockwall, Texas Sales in all fifty states, Canada, Mexico, France, Korea, Brazil and Japan 45,000 customers Annual sales volume is approximately $1.3 million Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. 5

6 Sales Targets: Dirty Hands Businesses Printers Over 35% of all printers in the USA use ProSoap. Machine Shops Auto Repair Equipment Repair Mining Plumbers Furniture Refinishers Painters Jewelers, etc. Sales Model: Direct Sales Web Commerce List Marketing Direct calls Re-selling Up-selling All Integrated within Use at ProSoap Replaced Great Plains Uses for: Lead management (from imported lists) Web Commerce (direct leads) Direct sales Inventory management Bill of Materials Order entry Shipping Credit card payments Customer relationship management sales history and automatic reminders to contact for re-sale Upselling Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. Visit Copyright Inc., All Rights Reserved. Copyright Inc., All Rights Reserved. 6