Wholesale product distributor HD Supply sees 10pc productivity jump with Salesforce CRM
HD Supply Facilities Maintenance, a supplier of maintenance, repair and operating products to the housing industry, has partnered with Salesforce.com to maximize sales with the help of mobile devices by using Salesforce CRM.
HD Supply Facilities Maintenance is using the Sales Cloud to drive more sales, generate leads and help increase its sales team’s productivity. Sales Cloud provides representatives with access to customer account data via mobile devices.
“We were looking for a partner that provided a flexible program to help automate our sales team from a manual paper process to a digital solution,” said Mike D’Adamo, vice president of sales at HD Supply Facilities Maintenance, San Diego. “Not only were paper reports time consuming, the sharing of information across the team was less than timely.
“After exploring a number of options, Salesforce.com had the flexibility and simplicity to accomplish our goal,” he said.
HD Supply Facilities Maintenance is a supplier of maintenance, repair and operating products to the multifamily housing industry and a national supplier of services and products to the hospitality industry.
Salesforce.com is a cloud computing company. The company’s portfolio includes Salesforce CRM applications that help companies collaborate and communicate with their customers across sales, marketing and service.
Mr. D’Adamo said that HD Supply Facilities Maintenance needed a service that was easy to use and replicate the company’s approach to account coverage and customer interaction.
“We were able to build an activity scheduler that standardized the sales call process across all regions,” Mr. D’Adamo said. “Also, Salesforce allowed us to instantly push customer data to the field that previously was paper based.
“It also accelerated the feedback loop from the field to sales management,” he said. “We are now able to more quickly identify trends.”
HD Supply Facilities and Maintenance integrated the Sales Cloud with Microsoft Outlook and BlackBerry devices to give representatives an office on the go.
All sales representatives for HD Supply Facilities and Maintenance have a Salesforce.com login letting the sales manangement track and mange its sales pipeline and provide coaching to employees in the field.
HD Supply Facilities and Maintenace said that as a result of its partnership with Salesforce.com it has seen an estimated 7-10 percent gain in field productivity.
“With over 20,000 products stocked and over 600 sales professionals, we were looking for a solution that brought sales efficiencies to the organization by moving the representatives from paper and phone to a mobile solution,” Mr. D’Adamo said. “In addition, the sales reps have product trend history that helps focus the selling approach and tailors their presentation towards the best solution for the customer.”