Manufacturers are different from traditional CRM purchasers because they often have fewer customers but a much higher transaction rate with them. How can UK manufacturing companies overcome their difficultly in communicating and therefore selling to their customers?
Manufacturers tend to sell to the same customer over and over again. The challenge is in understanding all the activity that goes on with that customer and securing that relationship. Most new business comes from additional opportunities with existing customers.
If the manufacturing industry is to benefit from improved up/cross-selling opportunities and targeted customer service, it will have to move away from ad-hoc sales processes and move rapidly towards CRM, increased sales and decreased costs. Manufacturing can learn from other sectors and, as with other industries, it faces its own unique issues and challenges.
“We can now look after our customers better than ever before as a result of using SalesFlow, we have also achieved a strong year-on-year growth with a healthy profit growth above the industry average."
Shaun Mason, Sales Director – Tecan