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WK Marble and Granite Pty Ltd

Established in 1989, WK Marble and Granite Pty Ltd is a leading distributor of engineered and natural stone. It operates under two brand names: WK Stone and Quantum Quartz and distributes its premium range of products across Australia. WK had a team of several salespeople who managed key business accounts in their respective regions. The salespeople had to make regular visits to their vendors including daily, weekly and monthly visits. To manage its sales operations WK banked on Sugar Professional.

Challenges

Sugar fulfilled a lot of WK’s requirements but management needed something more visual to see the performance of its sales offices across regions. WK wanted its salespeople to see their respective accounts on Google Maps inside Sugar and also wanted to show their scheduled meetings with the vendors on Google Maps. WK was already using RT SalesMap- our plugin for Sugar and Google Maps- but wanted to customize the whole system to meet their specific needs. Moreover, as its salespeople were always on visits, WK needed a mobile app for salespeople on the go to navigate, meet vendors and take notes using only their mobile application.

Solution

RT SalesMap plugin was customized to allow managers to track each sales rep and view their Accounts on Google Maps as different colored pins. A mobile app was developed to let sales reps plan their daily visit schedule based on an algorithm that planned schedules based on 8 hour work days. Sugar accounts were specified as Platinum, Gold or Silver based on visit frequency and used to generate schedules inside Sales reps’ mobile app. Customized reporting with a list all weekly sales rep meetings was built. A security group level access was implemented so reps could only see their own clients while the sales manager could view the Accounts of their reps on the map.

Results

The key benefit accrued to the sales reps was enhanced productivity. The mobile app allowed them complete control over their visits starting from navigating to a client to adding all the information into Sugar while on the go. Managers, on the other hand, now had a complete picture of their business and could get better insights into the workings of their sales department and the performance of their sales reps. The association between WK and Rolustech thrives. Both parties look forward to further their partnership and work on more exciting projects together.

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