ERP System: Infor-SX Enterprise
Converted: Basic Microsoft Outlook
After a lengthy evaluation process of CRM/SFA solutions, which included solutions from Saratoga iAvenue, Commence and Microsoft CRM, Applied Products, Inc. selected the Tour de Force solution in September of 2007. At the conclusion of the initial implementation process, Applied Products began the roll-out to their users in December 2007.
Prior to selecting Tour de Force , Applied Products had used other solutions such as ACT and Goldmine, without much success, before reverting back to using the basic Outlook application. During the selection process it was important to find a solution that would provide value to the sales team and also allow management to hold their sales team accountable for performing the activities that they defined would lead to fruitful sales opportunities which would ultimately drive higher sales volume at Applied Products.
As the search began for a sales force automation solution Applied Products had several objectives in mind. They wanted a solution that seamlessly integrated with the primary ERP system, Infor's SX Enterprise; they wanted a solution that seamless integrated with Microsoft Outlook so their users only had to manage one task list, one calendar, one Contact list and they didn't have to change the way they sent or received e-mail; and finally, they wanted a solution that was easy for their sales team to use in order to ensure rapid adoption. Needless to say, Tour de Force was the only solution that was evaluated that could meet there primary objectives.
When you are a distributor with annual revenue of $24 million, generated by 46 employees at two locations, you need a solution that will get the job done. “The MRH Project Consultant did a great job of helping us define and document our sales processes so those processes could be mapped to the configuration of the Tour de Force solution”, said Brian Carlson, Director of Operations at Applied Products. As a part of the implementation process, the MRH Project Consultant spent time on site with the Applied Products sales team in order to ensure a thorough understanding of the best practices being performed by the Applied Products sales organization. “Our goal with every implementation of Tour de Force is to make it a mission critical application within the client's sales organization”, said David Bell, senior Consultant for the Applied Products implementation of Tour de Force.
Throughout the implementation process, 39 out of 46 Applied Products employees were trained on how to use Tour de Force to manage all aspects of their accounts, contacts, opportunities, activities, email communication, appointments, expenses, and daily tasks. After a very short period of time using the Tour de Force solution, the Applied Products sales team has become much more efficient and Applied Products has realized higher sales volume per salesperson as a result. In a very short time after implementing
“By increasing the efficiency in the way we communicate internally with one another we have become a much more organized, customer centric operation that has already started to realize a return on our investment in the Tour de Force solution” , said Carlson.
Operating in Minnetonka , MN , Applied Products, Inc. is a complete Assembly and Process Solutions Company and has been providing technology and assembling solutions to improve operational efficiencies and effectiveness for a variety of industrial and manufacturing customers since 1971.
Applied Product's goal is to help customers achieve their objectives by providing quality products, superior technology, and application expertise. In order to respond quickly to their customers needs, and deliver on-time products and services it is critical that the inside and outside sales teams are able to communicate back and forth quickly and efficiently. According to Carlson, “Tour de Force has already made a tremendous impact on our internal communications, allowing us to keep our employees informed and up to date on a real time basis. SX Enterprise has always done a great job of managing the operational side of our business which includes Accounts Receivable, Accounts Payable, Inventory Management and Order Processing. With the addition of Tour de Force and the integration it has with SX Enterprise we have started to eliminate the silos of data that exist at Applied Products and our sales team has access to everything they need to know about their customer in one location, Tour de Force.”
Brian Carlson
Director of Operations
Applied Products