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Business management systems, including SCADA, assets, projects
News Release from: Vecta Sales Solutions | Subject: Sales Intelligence
Edited by the Manufacturingtalk Editorial
Team on 10 May 2006
IMI Norgren implements Vecta solution
IMI Norgren implements Vecta Sales Intelligence solution to improve customer experience and increase sales effectiveness
IMI Norgren one of the largest motion and fluid control companies in the UK has invested in Vecta Sales Intelligence software as part of a drive to 'raise the bar' in terms of customer experience and provide the sales and marketing team with a strong competitive advantage Project leader at IMI Norgren, Luc Senechal commented, "Our aim is to reverse the usual 'reactive' stance technical sales people find themselves in and help to position them in a more 'proactive' role
This article was originally published on Manufacturingtalk on 1 Aug 2006 at 8.00am (UK)
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Vecta is a sales intelligence tool designed to analyse customers' buying patterns, resulting in improved sales productivity and overall profitability.
In order to achieve this we needed the ability to analyse buying trends in great detail and develop proactive selling campaigns without having to manually upload a large amount of data.
The Vecta solution looked to provide an ideal fit for our requirements, providing all the information we wanted by accessing data we already had in our existing systems.
We were also looking for a solution that would automatically alert us to immediate cross-selling and link-selling opportunities, which Vecta does.
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The Vecta system has already proven itself in helping us to identify our 'champions' within the customer base and provide them with better support, it has also provided us with clear data on where to direct our targeted selling campaigns.
Importantly for us, Vecta is also alerting us to changes in customer buying patterns, allowing us to address customer drift by highlighting those customers whose purchase levels have started to drop, and allowing us to keep them onboard by providing support for whatever issues they may have".
Kevin McGirl, Vecta area account director added, "There was a large amount of sales data already available at Norgren, the company is also competing in a mature market with a large number of individual products and increasing pressure on margins; this situation represents an ideal opportunity for Vecta Sales Intelligence to work at it's most effective.
Vecta software is able to process all the available sales transaction information, refine it, and profile it, providing both real time visual results on key indicators and crucially to provide positive proactive feedback on selling opportunities.
Being able to identify the most profitable areas of the business and then target those customers who are most likely to buy, often comes as a revelation to sales and marketing teams that are just starting to use Vecta".
Senechal added: "The initial feedback from the company is very positive, we are confidant that the change in sales culture combined with more timely and relevant sales calls will improve our customer experience.
From a management perspective, Vecta is also set to assist us in meeting our sales and marketing KPI targets by allowing us to drill down to individual geographic sales areas and specific product lines, allowing us in-turn to assist with individual sales performance and opportunities.
Ultimately, the system will assist us in satisfying our group goals and objectives in terms of achieving customer satisfaction and focussing on a quality technical service".
He concluded: "Norgren's vision is to create competitive advantage for its customers.
By exploiting the potential of motion and fluid control technologies Norgren engineers apply their dedicated skills and resources to fully understand customers' needs and processes so that they can develop smarter, more inventive and more effective solutions.".
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