| CargoWise edi, a leading provider of integrated | | | | • Better management of time-sensitive product |
| international supply chain logistics management | | | | distribution |
| systems, suggests how IT enhancements can not | | | | • Call notes that schedule the next call and upload |
| only improve operational efficiencies for freight | | | | it to specified Outlook calendars |
| forwarders, but also improve and streamline the sales | | | | • Opportunity management that provides sales |
| process for a more successful outcome. | | | | forecasting and funnels relevant information to the |
| “Successful sales outcomes are often determined | | | | sales and marketing department |
| by the degree of integration within a company’s | | | | • The ability to deliver marketing campaigns using |
| CRM program,” says Gene Gander, VP Sales - | | | | filtered database lists |
| USA of CargoWise edi. “In today’s dynamic | | | | • A cold call register for generating leads before |
| global marketplace, integrated IT-based solutions can | | | | they become prospects or customers |
| play a significant role in driving increased sales for | | | | • Numerous sales activity reports and |
| freight forwarders if sales and marketing functionality | | | | measurement metrics |
| is integrated within the overall freight management | | | | • Optimization of the entire supply chain process |
| and supply chain system.” | | | | • Cost savings over using multiple systems |
| Gander says that IT enhancements can provide | | | | While these elements provide increased efficiencies |
| critical access to sales department personnel by | | | | and improved communication between the sales |
| enabling them to view, measure and manage | | | | person and potential customers, they can also be |
| accounts from a sales account standpoint instead of | | | | compared to other CRM systems, such as |
| restricting sales access due to existing security | | | | Salesforce.com, Goldmine or others that serve all |
| parameters. Providing the sales department with the | | | | industries. However, the true value of an integrated |
| appropriate access to account information via an | | | | IT-enhanced sales and marketing tool is that it is built |
| integrated software platform can enable the sales | | | | within the freight management system and written |
| team to better focus on core elements of the entire | | | | specifically for logistics and supply chain freight |
| sales process rather than spending time tracking, | | | | forwarding professionals. |
| scheduling and managing existing accounts in a | | | | Additionally, with an efficient, integrated IT system, |
| separate system. | | | | sales quotes are made available for the operations |
| “Providing this functionality to sales and | | | | team to see, and operations is alerted if they are |
| marketing affords increased efficiency by streamlining | | | | rating a shipment that falls within quoted parameters. |
| the entire process and it can be done at the cost of | | | | Customers can see requests for quotes online and |
| implementing a single system rather than | | | | the sales team is automatically alerted if a customer |
| implementing multiple installments or creating patches | | | | requests a quote for a rate that is not on file. Sales |
| to existing software,” says Gander. “Many | | | | can also update Standing Operating Procedures |
| companies in our industry have tried to patch | | | | (SOPs) for customers and set up automated |
| together a CRM system with operations software | | | | document delivery based on customer contacts. With |
| without much success. There are good software | | | | these IT enhancements, there is no overhead |
| solutions in the market if sales are operating in a | | | | communication to operations as files are cut and |
| vacuum, but none can match the integration of a | | | | communicated automatically. Sales visibility and |
| system such as ediEnterprise within a single | | | | reporting is real-time to lane segments, by revenue |
| platform…and at less cost than using multiple | | | | and tonnage. |
| systems.” | | | | “We find that most freight forwarders benefit |
| Key drivers for an effectively integrated IT-enhanced | | | | tremendously by integrating IT enhancements into |
| CRM sales and marketing process provide: | | | | their overall CRM programs,” says Gander. |
| • Improved communications for more timely | | | | “The added value of real-time integration into the |
| customer service | | | | sales process is a true driver in impacting the sales |
| • Supply chain visibility for sales personnel to | | | | and marketing functions. |
| better document shipment activity | | | | |