Impact Handling's Transform Operations with Bespoke Quoting Tool
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Discover how Impact Handling collaborated with Pragmatiq to streamline their quoting process, improve data management, and enhance overall efficiency using Dynamics 365, driving better outcomes.
Background & Challenges
Background:
Impact Handling is one of the UK’s leading providers of material handling equipment, including forklift trucks, warehouse equipment, and heavy application trucks. Since its establishment in 1985, the company has expanded significantly and now operates 13 depots nationwide with sales teams in three locations.
Challenges:
- Inadequate lead tracking system: The previous system for tracking leads was impractical, resulting in reduced engagement and users resorting to spreadsheets.
- Scattered data: Customer engagement, pipeline, and sales data were dispersed across multiple platforms, making tracking labor-intensive.
- Reporting difficulties: Data silos across various spreadsheets hindered clear management oversight of sales data.
- Inefficient quoting process: The manual generation of quotes and order-related documents (proposals, order acknowledgements, rental agreements) was time-consuming and prone to errors.
The Solution & Implementation
Discovery and Planning:
Pragmatiq gathered detailed requirements from Impact Handling to design and develop a custom quoting solution that would address their specific challenges.
Execution:
- Bespoke quoting solution: Developed a new solution to replace the manual workload, enabling sales teams to generate accurate and professional sales quotes efficiently.
- Configuration options: Sales consultants can now configure forklift trucks across multiple franchises and models with desired options, including complex finance calculations.
- Document generation tool: Implemented a tool to auto-populate data from Dynamics 365 into required documents, enhancing efficiency.
- Power BI dashboard: Created a management dashboard to provide increased visibility into quotes, sales orders, forecasts, and lost orders.
- User training: Conducted comprehensive training sessions to ensure users understood the new CRM system, its benefits, and process improvements.
The Outcomes
- Efficient quoting: The new quoting tool has reduced manual administration time by approximately 75%, cutting the time spent from 8 to 2 hours per month per consultant.
- Centralised customer data: Dynamics 365 centralises client data, improving efficiency, increasing interdepartmental engagement, and enabling automation.
- Enhanced management visibility: Power BI consolidates data, facilitating insightful decision-making and performance analysis across all sales activities.
- Connected departments: Improved internal communication and collaboration, with users following aligned processes within one system, enhancing business cohesiveness.
- Accurate pricing: Transitioning from manual pricelists to an integrated system ensures up-to-date and accessible pricing for all sales consultants.
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