CRM: Binney & Smith

Challenge

Some of the key challenges faced by Binney & Smith included the need to migrate from extensive use of Excel spreadsheets for account planning, improve the effectiveness of trade spending and customer promotions, share key customer information across the organization and integrate account specific event planning with the corporate national calendar.

Solution

Perficient developed an aggressive implementation approach that spanned a five-month period from initial roadmap planning to solution deployment and training. The project included a ten week business process design and mapping phase with key members of Binney & Smith’s sales team as a foundation for establishing the solution. During development and testing, Perficient worked closely with the IT team from Binney & Smith to successfully deliver a Siebel application configured to Binney & Smith’s requirements.

Features 25% reduction in deduction processing time and improved deduction accuracy. The result was the cleanest invoicing in over 10 years with 99.9% accuracy Real time access to trade fund balances to minimize over spending and promotional cutbacks at the end of the year

Benefits $80k in annual cost savings by eliminating erroneous reporting processes and $120k in annual savings by eliminating redundant or obsolete technologies Significantly improved promotional effectiveness from trade fund investments resulting from better post promotion analytical capabilities Enhanced customer understanding by integrating all shipment and consumption data with customer information 65% efficiency improvement for territory realignment processes