Akelon: Sales of machinery and equipment

2014

Specialists of Akelon completed development of business solution of "Sale of machinery and equipment" at the end of 2014. The solution allows to automate sales process in the company – on a centralized basis to store information on transactions, clients, products, to automatically create commercial offers and invoices for payment, to analyze a business activity of the company.

The solution is developed based on Microsoft Dynamics CRM 2013 and intended for complex automation of sales process of machinery and equipment from providing consultation to the client by phone to payment of account and delivery tracking of goods. Possibilities of the solution allow to make sales process managed, transparent and predictable.

Solvable business challenges

Customer information management:

• Collecting and storage of detailed information on the organizations and contact persons in uniform base;
• Planning and accounting of all customer interactions;
• The centralized information storage about possible transactions, commercial offers, orders and accounts;
• Work through MS Outlook for synchronization of contacts, correspondence, meetings and tasks;
• Flexible configuration of roles of security for access isolation to data;
• Ample opportunities for search and information analysis.

Management of a product catalog:

• Evident information display about the main product characteristics;
• Support of the additional hardware and complete sets;
• Use of different price lists, systems of pricing and discounts;
• Accounting of existence of products in a warehouse.

Sale of machinery and equipment:

• Search of products in any available parameters with a possibility of saving the results;
• Viewing complete set and change of structure of the additional hardware;
• Automatic formation of commercial offers on the basis of templates;
• Reservation of machinery and equipment;
• Formation and tracking of the status of execution of the order;
• Formation of accounts and monitoring of payment.

Integration with the accounting system:

• Synchronization of data on clients;
• Synchronization of a product catalog and stock remainders;
• Automatic formation of accounts in the accounting system and fixing of the fact of payment in the Customer Relationship Management System.

Statistics and analytics:

• Set of ready reports;
• Panels of monitoring and the chart for the current monitoring and control.

Work with the solution

Customer information management

All necessary information is visually stored in a card of the organization, including: general information about the organizations, contacts, possible transactions and orders connected with the organization documents and interactions.

A system fixes and saves all customer interactions. For example, electronic correspondence through Microsoft Outlook automatically gets involved in an unpleasant incident of interactions.

Existence of complete data about the client and relationship with it in one place allows to reduce search time of necessary data and documents to a minimum and also it is essential to increase service quality, thereby increasing the level of a customer loyalty and increasing chances of future sales.

Management of a product catalog

The solution includes a full-function product catalog. On each product there is an opportunity to specify detailed technical characteristics, a complete set, structure of the additional hardware and also to load photos and different documentation. Integration with the accounting system also allows to monitor existence of goods in a warehouse.

The product can be included in different price lists, for example: the price list for new clients and the price list for regular customers. The solution also allows to customize the different systems of discounts, including depending on order size.

Sale of machinery and equipment

Selection of machinery and equipment is performed by any parameters, including: technical characteristics, cost, existence in a warehouse, etc. Allows to offer an opportunity of use of different price lists automatically to regular customers lower prices and also to consider the different operating actions which are carried out by the company.

There is an opportunity to save search results if necessary quickly to return to them in the future.

Each product can be opened for viewing more detailed information and also photos and the attached documents. For the selected products there is an opportunity change of structure of the additional hardware.

Sales process allows to set up the solution flexibly, setting the sequence of stages, on each of which the list of actions to accomplishment or the data for filling is offered. Each element of the list can be both the recommendation, and the compulsory provision of transition to the following stage. Sales process can change depending on different conditions, for example, like a product or the amount of the possible transaction.

This approach allows to simplify on the one hand work of the specialist of service of sales, structuring his activity and giving necessary hints, with another – to make sales more predictable for the company and to provide necessary data for analytics.

The solution supports generation of commercial offers and other documents on the basis of templates that allows to save time and to minimize quantity of possible errors.

On the basis of the accepted commercial offer the order and the account forms. The order status is traced, the solution allows to fix key dates and then to create automatic notifications to responsibles.

Statistics and analytics

For the analysis of customer interactions generally and efficiency of sales in particular different reports are used. For example, the report on the passed organizations allows to browse the list of clients with whom there were no interactions long ago, and a funnel of sales – detailed information on all current possible transactions on each sales phase.

Panels of monitoring allow to make the deep analysis of a business activity of the company. For each chart there is an opportunity to browse records on the basis of which it is under construction and also to quickly construct the additional chart in other section.