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Automating a Manufacturer’s Sales Process with Salesforce (Case Study)

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Phani Madhav Chegu,

July 15, 2021

Automating a Manufacturer’s Sales Process with Salesforce (Case Study)

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A robust automated sales process plays a key role in enhancing selling efficiencies. The process goes a long way in reducing lead times and helps improve productivity. Automation of the sales process also facilitates the timely generation of data reports in real-time, ensuring high data visibility. This, in turn, empowers the company to take appropriate business decisions, without delays, resulting in business success. Unfortunately, many manufacturers rely on manual systems to execute selling tasks, leading to high costs and lower sales volumes.

Today, we will see how we empowered a global tire manufacturer by delivering a customized solution to automate their sales process using Salesforce.

About the Client

The customer is a world-renowned manufacturer of tires for a wide variety of vehicles and aircraft, headquartered in Qingdao, China, with its American subsidiary based in Hialeah, Florida. They have a presence in more than 150 countries.

Project Overview

The client wanted us to develop an effective solution to automate their sales process. They were using the SAGE 100 system and experiencing data visibility issues. The tiremaker was also unable to generate sales reports in a timely fashion.

Challenges Faced by the Client

  • The customer suffered from low levels of sales productivity.
  • They had a lot of issues with frequent data entry errors.
  • The client also faced problems due to a very long lead time.
  • The coordination between various teams ​was poor.
  • They had low visibility of data in the SAGE 100 system.

How Solunus Resolved the Client’s Challenges

As part of our tailor-made solution, we implemented Salesforce Sales Cloud to automate the sales process. Our solution also included the following.

Setting Up Brand and Territory Hierarchies and a Territory Management Process

The tiremaker marketed different products under its brand name in various regions of the USA and other countries. We created a sales management process of high efficacy that used the brand and territory hierarchies to ensure seamless management of sales in each region.

Development of a Mechanism to Upload Account-based and Custom Price Books

The customer maintained different price books; some of these books were used to record data based on account-based pricing models of varying complexity, while others contained information pertaining to customized prices. Our experts developed an efficacious framework that allowed the manufacturer to upload data in price books of different types in a hassle-free manner into Salesforce.

Streamlining Workflows to Send Automated Email Notifications About Changes to Price Books

Our experts made changes to the client’s workflows to ensure an automated e-mail was sent to the relevant team(s) as soon as a modification was made to a price book, ensuring timely communication of the change.

Creation of a System for Pushing Orders to SAGE 100 via Commercient App

We automated the flow of sales orders into the tire manufacturer’s SAGE 100 system. Our specialists customized the Commercient app, used widely to integrate data in SAGE 100 and Salesforce platforms, for this purpose.

Configuration of SAGE 100 Reports on Different Stages of Opportunities and Custom Objects

Our team helped the client configure various SAGE 100 reports pertaining to sales opportunities and information stored in different custom objects to enable the client to have clear, real-time visibility into their operations.

Business Results

  • 40% Increase in Sales Productivity.
  • 60% Reduction in Manual Task Processing.
  • 80% Increase in Order Processing Efficiency.
Automating a Manufacturer’s Sales Process with Salesforce (Case Study) - 1

What You Can Expect by Partnering with Solunus

  • Work order and invoice processing efficiencies go up by up to 70%.
  • Manual processing of tasks can be reduced by nearly 60%.
  • A 360-degree view of business data.
  • Resolve nearly 90% of customer complaints on the first contact.
  • Improve service productivity by up to 47%.

About Solunus

Solunus is a dedicated Salesforce partner organization, headquartered in Dallas, Texas. Our unrelenting focus on comprehending the unique needs of our clients coupled with our unrivaled expertise of the Salesforce platform enables us to deliver the perfect solutions that create the best value for manufacturing firms.