Skyline Unveils CRM Platform Across Dealer Network
with FrontRange™ GoldMine®
Trade show display provider hopes to standardize CRM efforts across more than 140 dealers
DUBLIN, Calif.--Skyline, the Minnesota-based manufacturer of trade show displays, recently launched a strategic initiative to standardize customer relationship management (CRM) systems across the dealer channel. With more than 140 dealers in 45 countries, Skyline was looking for an easy-to-use application that could streamline dealers’ ability to react to leads they receive, expedite reporting and integrate with quoting application QuoteWerks.
The company found many dealers were already using FrontRange Solutions® GoldMine® CRM application, and called upon First Direct Corp. to create a configured GoldMine template for the dealers. Skyline was also attracted by GoldMine software’s combination of functionality, configurability and affordability, as well as its worldwide network of support. The goal was to create a GoldMine system designed for dealers’ specific sales, marketing and operational needs.
“Skyline is trying to guide dealers toward common platforms so they can interact with us more easily, and prospect leads more proactively,” said Barb Baker, Skyline dealer support manager. As dealers add new leads and grow those relationships into customers, they can track information such as the shows a customer or prospect plans to attend, their exhibit sizes for shows, and key customer details like number of employees, revenue and competitors. Using a custom GoldBox© import profile created by First Direct, GoldMine also streamlines the processing leads from Skyline corporate. Skyline emails dealers a file, and in minutes they can bring those leads into GoldMine and begin contacting them.
With rich customer information readily available, dealers target their marketing efforts and customer interaction to specific customers. As they talk with customers by phone, they tap into the relevant GoldMine contact record for detailed data about each – resulting in a more organized, customer-focused approach.
“Sales reps can proactively look at those customers or prospects with upcoming shows. It’s show-based and date-based marketing.” Baker said.
Skyline is still in the process of the GoldMine rollout, but several dealers have gone live with the application and are already experiencing positive results.
“Since I have been working with GoldMine and the template, and training with First Direct, I have seen the benefits of using GoldMine versus our old database software,” said Grace Fong, design consultant with Skyline Exhibits MidSouth. “Tailoring GoldMine to our industry will help us be more efficient. Features that enable us to market at the most opportune time should lead to more sales. I am definitely impressed with the software.”
About First Direct Corp.
Since its founding in 1992, First Direct Corp. has been a FrontRange Solutions partner supporting all FrontRange/GoldMine products. 1stdirect.com handles a full range services, including analysis/process design, installation and configuration, customization, automated processes, data conversion, reporting, as well as on-site and help desk support. For more information, call USA (845) 221-3800 or visit www.1stdirect.com.
About FrontRange Solutions
FrontRange Solutions develops award-winning software and solutions used by more than 130,000 companies and over 1.7 million seats worldwide to manage a wide variety of business relationships and provide exceptional service. FrontRange product families are designed to optimize customer investment by their interoperability, specifically for small-to-medium-enterprise (SME) and distributed enterprise organizations.
Solution families are defined by three customer-centric market areas: Customer Relationship Management (CRM) including GoldMine®; IT Service Management including the HEAT®, ITSM and Infrastructure Management product lines; and Communication Interaction Management, including IP Office, GoldMine® IP Voice Suite and IP Contact Center. This comprehensive product set provides a unique customer service and support scenario, unrivaled in the market today.
Customers representing 44 percent of the Fortune 100 and 76 percent of the FTSE 100, include Coca-Cola, Shell Oil, Prudential Securities, Électricité de France, Mack Trucks, Campbell Soup, Avaya, Bechtel Corp, Bank of America, and Turner News Network. For more information, call (800) 776-7889 or visit www.frontrange.com.
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