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12 October 2011

News - SMP Europe selects sales-i


By Ben Turner @ 09:20 :: 1390 Views :: 0 Comments :: Article Rating
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sales-i, the sales & customer intelligence service for office-based and front-line sales people, has today announced that Standard Motor Products Europe (SMPE), the leading independent manufacturer and distributor of automotive components, has standardised on sales-i as its sales and customer intelligence system.

Les Kershaw, SMPE’s UK Sales Manager explains, “We were using Sage to extract data and present it in a report which was unwieldy and not user friendly for the sales team, so we researched the market for integrated sales and customer intelligence systems and from a field of 3 potentials, we selected sales-i.”

Within weeks Les could see a transformation in the level of account buying visibility available to him and his sales people, information that could be quickly checked and acted upon to open new sales opportunities or identify upsell and cross sell opportunities. The team could now accurately look at what sales the business was making on key products and which products were being bought and which were not. This armed the team with actionable information to present to the customer.

Les explains, “It’s all in the detail. We can identify gaps and narrow it down to a few parts. We now have in-depth buying visibility which we can narrow by area, by brand and by customers. This real time information is so valuable to the business and to the sales people out in the field who are now empowered to look at the detail behind what they are selling.”

Suky Chahal is group finance director at SMPE and is delighted with the impact that sales-i is having on the business. “Before sales-i we had an operational system that was difficult to get information out of,” he says. Now with sales-i, our sales people know exactly what they are selling and can identify if the spend mix changes, so they meet with the customer better prepared and have more profitable meetings.”

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