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Streamlining the Sales Process

Company Background

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Havwoods was founded in 1975 with the goal of using excellent customer service to build relationships with strategic trading partners. Nearly forty years later, Havwoods Accessories Ltd, a family business, now run by the third generation, has established itself as the number one supplier of flooring accessories and machinery in the UK. The focus is on providing a mixture of own brand and national brand, high quality flooring accessories to contractors, architects and tradesmen and to grow a larger share of this competitive market with excellent customer service.

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The Challenge

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Havwoods didn’t have an effective way of tracking business opportunities and sales team effort on successfully closing those. They also needed a way of targeting their clients with specific campaigns, by easily understanding their customer journey. Reporting was also lacking effectiveness, since it was historical and not supported with visual graphics.

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The Solution

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Sales Cloud was the perfect solution for their business challenges. Features such as web-to-lead forms, lead and campaign management, opportunity management, quotes and orders, were customised to meet business processes. Additional functionality implemented included an automated reward system for opportunities and orders, using process builder, all based on account management and opportunity ownership. A custom integration was built for Orderwise to create and update products, price lists and client’s orders in Salesforce. Finally, visual components such as dashboards and reports were used to measure individual, team and company success. The products implemented were:

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Our DEEP Methodology

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CLOUT’s DEEP Methodology is the key to rapidly deploying an initial implementation in line with our client’s desired business outcomes.

Once the customer team has had a chance to experience the new solution and see the return on their investment, they typically start working on further Enhancements that drive improved business results and ultimately, Profit.

We advised Havwoods to look at a design that encompassed their strategic view but to initially deploy a simple foundation. This included marketing and sales processes delivered in the Deploy phase. After the client had a chance to Experience the power of Salesforce, they entered the Enhance phase and a follow-on was built to allow sales users to view web orders from their ERP system. Havwoods have since made further Enhancements and is currently using Salesforce Lightning which has made the overall Experience even better.

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The Outcome

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The numbers speak for themselves. Since rolling out Salesforce, the company has a much better understanding of sales plans developed by their account managers and sales teams. Improved efficiencies in marketing campaign processes have resulted in a 60% increase in visibility of generated opportunities. All this has come off the back of more efficient lead capture and management, based on web-to-lead forms and follow up.

Building on the uplift in sales, Havwoods have seen a 70% increase in the accuracy of their client’s orders with Products and the reconciliation of those with the originating Opportunities.

Salesforce provides Havwoods with access to real-time and relevant data. All of this is visualised on dashboards that easily track individuals and company results, in a very understandable and effective way.

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Get to Know More

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CLOUT is unique in our focus on game-changing business outcomes delivered to our customers in transparent and easy to digest steps using DEEP – all assured by years of practical Salesforce business implementation experience.

To know more about how you can ‘ENHANCE Your Salesforce Outcomes’, get in touch using the form below or call on +44 203 875 0990.

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