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Growing Medical Supplier Identifies Best Sales Leads By Using AccountMate CRM
PETALUMA, CA (August 20, 2008)-
Since 1980, Davis Medical Electronics, Inc.
has distributed new and refurbished medical
equipment, supplies and service throughout
the United States. With two locations, the
company runs a lean, successful, customer
oriented operation.
Their success is built on four founding
principles: attention to details, distributing
quality products, establishing long-term
customer relationships and understanding
how to make medical practices profitable.
"We give our customers a level of service
and support that they can't find with any
other medical equipment suppliers," says
Brian Hibbits, IT Director at Davis Medical.
Although they had used AccountMate
Software to run their core business unit for
the last two decades, the company had
tracked their sales leads and customer
follow-ups in Excel. Naturally, this process
was labor intensive and difficult to manage
as more sales representatives joined the
company. In 2006, Davis Medical strategically
developed their internet business and
outgrew their current client management
system. "We quickly realized that an
enhanced client and lead tracking solution
was needed to manage existing customers
and post-sales marketing," says Hibbits.
Davis Medical specifically was looking for
a Customer Relationship Management
(CRM) solution that would manage company
workflow, track and assign new leads, and
automate the business process on customer
follow-up. Capturing, qualifying and marketing
to new prospects was essential to their
business. At the same time, the company
needed to upgrade their accounting system
and wanted a financial business solution that
would integrate their lead management
requirements.
To accommodate their growing business,
Davis Medical upgraded their accounting
system to AccountMate for SQL, which
provides the essential business backbone
they were looking for. INFOtrac for
AccountMate, AccountMate's CRM solution,
provided a complete business solution by
seamlessly integrating lead management
processes and financial accounting functions.
Prior to the INFOtrac installation, Davis
Medical maintained customer information
in three separate places. One database
managed the service department, one
database supported accounting functions
and another database handled new
prospects. Managing these sets of customer
information was time consuming and
inefficient. Using INFOtrac for AccountMate,
Davis Medical was able to consolidate three
separate sets of data into one. Now, they
have a real time CRM solution with every
interaction entered for their prospects,
customers and contacts in one
centralized place.
With one view, employees now have quick
access to current and historical client
information and "can support customers
more effectively," adds Hibbits. Employees
have immediate access to their clients'
complete history for service, accounting
and sales information cross-functionally.
By sharing all pertinent real-time information,
INFOtrac for AccountMate helps Davis
Medical to standardize their internal sales
and service process, simplify company-wide
communications and provide exceptional
customer service.
Using INFOtrac for AccountMate, Davis
Medical has the ability to track, forecast and
manage their company's sales activity. Every
sales opportunity is captured and funneled
directly to the sales representative. By
automating sales forecasting, the company
can track leads from all marketing efforts,
determine the probability of which leads will
convert to sales and establish the correct
inventory requirements. INFOtrac for
AccountMate is synched up with outside
sales, so the salespeople in multiple locations
have current product, pricing and customer
information.
By integrating INFOtrac for AccountMate,
Davis Medical Electronics, Inc. has reached
their goal of increasing the level of customer
service and support. By centralizing all realtime,
pertinent customer information, any
employee can support the customer in the
same manner to which they were accustomed.
So now, problems associated with company
growth are seamless to the customer.
"INFOtrac for AccountMate is an excellent
tool for managing sales leads and it's
something that will be able to scale with
our company as we continue to grow,"
says Hibbits.
About AccountMate
Founded in 1984, AccountMate develops and
markets fully modifiable business accounting
software. Systems range from single user
versions to those that support over hundreds
of users simultaneously. AccountMate
software is distributed exclusively through a
worldwide channel of authorized solution
providers. AccountMate can be reached at
(800) 877-8896 or at www.accountmate.com.
Contact Information
Donna DeRosa
Vice President
(800) 877-8896
donnad@accountmate.com
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