Microsoft Dynamics CRM provides growth in sales of regional network of car centers the TRACK the CENTER

The TRACK CENTER company specializes in rendering services in sale and service maintenance of cargo and specialized vehicles and spare parts of world leading manufacturers – MAN, Renault, Iveco, NEOPLAN, KRONE, BECEMA, HUMBAUR, KOGEL, MEILLER. The company was formed in Kazan in 2005 and now represents federal network of specialized car centers under the uniform TRUCK Center brand in all territory of Russia which number by 2012 should grow to 25.

Turnover of the company makes about 3 billion rubles (assessment "Tserikh capital management", 2007).

Rapid growth of sales volumes and increase in number of regional representatives of TRACK CENTER company seriously increased load of commercial department of the company and demanded from company management to review policy in the field of information support of a system of sales.

In the company need of development of a corporate CRM system which would allow ripened:

• increase efficiency of execution of the main commercial operations on sale of the specialized equipment;

• create the single database and provide a user-friendly interface of work with specialized information:

– client orders;

– relevant reserves of goods items;

– settlings with clients and current cash receipts;

– sales plans;

– commercial offers and agreements;

• develop and implement tools for the effective and exact analysis of a system of sales.

"We expect to create not just network of the high-quality centers service and maintenance of special equipment, we want to offer our clients absolutely other service level from the qualified selection of automotive equipment and different schemes of crediting to the round-the-clock car service. Implementation of Microsoft Dynamics CRM is only a first step in providing strategic plans of development of our company, and by our estimates, it was very productive, in many respects thanks to professionalism and interest of NORBIT company in a project success".

For the choice of the CRM system and the supplier of the solution by the management the TRACK of the CENTER was organized an open tender on which the NORBIT company submitted own project of development of a corporate CRM system "the TRACK the CENTER" based on a software platform of Microsoft Dynamics CRM. By management estimates the TRACK of the CENTER, the offer of NORBIT company was recognized optimal as in terms of functional design of the solution and opportunities of its scaling, and in terms of the aggregate value of development and ownership of corporate CRM.

The corporate CRM system of TRACK CENTER company is developed so that to provide information support of the basic commercial business processes of the company: search and involvement of new clients, sale of specialized cargo vehicles, efficiency evaluation of a corporate system of sales.

Sale of specialized cargo vehicles:

• maintaining detailed information clients and the history of interaction with them;

• assessment of fiscal capacity of clients;

• management of a lineup of cars and special equipment;

• accounting of identification numbers of products;

• storage of up-to-date information on products remaining balance in warehouses;

• a possibility of reservation of goods items on requests of clients;

• control of payment and advance payment receipts under client agreements;

• automatic calculation of cost of agreements and the value of a remaining balance on payment of agreements;

• formation of commercial offers and agreements using ready templates.
  
  

Managements of marketing:

• segmentation of the customer base;

• management of marketing campaigns;

• personal mailings.
  
  

Efficiency evaluation of a corporate system of sales:

• report on the analysis of activity of work of managers;

• the report on cash receipts in a binding to clients and agreements;

• report on a status of implementation of current contracts.
  
  

Integration with Call center of the company:

• fixing of all customer appeals;

• an automatic reminder on the passed calls and need of commission of repeated calls;

• automatic distribution of calls by managers depending on the region calling;

• the automatic direction of a call of the client on the responsible manager.

Implementation of Microsoft Dynamics CRM in the sales department of TRACK CENTER company and creation on its basis of corporate CRM for sales management of the specialized equipment allowed to optimize significantly commercial business processes of the company, namely:

• simplify work with sales plans;
  

• increase the level of customer service and processing speed of requests and addresses;

• increase quality of the organization and execution of transactions;

• increase the accuracy of settlings with clients;

• improve quality of a contracted work;

• increase reliability of assessment of a corporate system of sales and the accuracy of forecast plans.

"It is no secret that many IT projects, including implementation projects of Microsoft Dynamics CRM, often drag on. The CRM project in TRACK CENTER company distinguishes very accurate observance of the delivered terms that managed to be reached thanks to an ideal combination of desire and efforts of the Customer, high professionalism of consultants and the excellent organization of project management. Actually in one and a half months after the beginning of the project the staff of the company passed to work into a system. Separately the company management TRACK CENTER which created all conditions for successful project implementation would be desirable to thank".

In further plans of TRACK CENTER company - expansion of opportunities Microsoft Dynamics CRM for sale of spare parts and automation of works on management of services.

The NORBIT company presents the leading examination on development and deployment of CRM solutions on the basis of the Microsoft Dynamics CRM software product at the Russian market of CRM. The NORBIT is the only Russian Microsoft partner having the status Premium Partner in the Microsoft Dynamics CRM direction and the winner of competition of Microsoft Dynamics CRM Awards 2007-2008 "5 Stars".

In a company asset three largest implementations of Microsoft Dynamics CRM in Russia - VSK Insurance House, the Energy balance group and Afisha company and also industry CRM projects for the leading players of the Russian business: LANIT group, Alpina Business of Axle Boxes Publishing house, CITY-FM and Relax FM radio stations, KA of "DOMELI" and others.

Industry CRM competences of the company are concentrated in the industries information technologies, personnel services, insurance, power, trade and distribution, publishing and media industry. Specialists of NORBIT company also have experience of design and implementation of information CRM solutions for the trading and distribution companies, the investment and financial sector, telecommunication companies, advertizing agencies, realtor business and car dealers.