Business Challenge
National Car Rental is one of the largest car rental companies,
serving both domestic and international travel destinations in over
3,000 locations throughout the world, with over 15 million business
and leisure commuters annually.
The International Sales and Marketing team (ISAM), required a solution
to assist with the management of sales forces across Europe initially.
Sales employees had been managing their own customer base, using
personal spreadsheets to measure performance across teams. Such
measurement proved virtually impossible to collate. National was
also keen to increase sales in Germany & Switzerland.
The Salespoint.com Solution
With limited IT resources the key requirement
for National was a system which was simple to use and could be up
and running in weeks. As no other CRM company offers the outsourced
service to manage this process, Salespoint.com was the obvious solution,
with over 25 years experience setting up systems for global clients.
National uses Salespoint.com as a central Sales and Marketing tool
to:
- Enable a single centralised database that can be accessed globally.
- Measure individual and global sales performance
- Accurately profile sales inquiries and differentiate responses
from ordinary sales leads to real sales leads.
- Provide targeted data to carry out effective direct marketing
campaigns to increase sales
- Help nurture and build upon relationships with ongoing customer
development.
"Our customer information
is safe with Salespoint. We can access it any time, anywhere.
Salespoint has prevented the risk of losing our sales and customer
data."
Udo Bleeker
Area Sales Manager,
National Car Rental Germany
Salespoint.com was implemented in Germany and Switzerland within
six weeks. South Africa signed-up in 2005 and by Q2 2006, Salespoint.com
will also be implemented in Austria. The whole sales force in these
countries are now using Salespoint.com as their main database.
Concurrently with this activity, National also outsourced their
Direct Mail Campaign Management to Marketpoint (the services arm
of Salespoint.com). Marketpoint has also been able to offer
National further supplemental in-house resources to enhance its’
sales performance such as data acquisition and appointment setting
as well as providing Global Call Centre services through Network
Marketpoint (A Distributed Multilingual Call-Centre located around
the world providing native language call handling and local market
experience).
ISAM required a view of all activity progressing in their accounts,
drilled down to a local office level; the implementation of Salespoint.com
and Marketpoint services has allowed this goal to be achieved.
Benefits
- Increased Sales from focused Direct Marketing lead generation and
follow-up.
- Time saving: Fast set up time, quick training cycle and no software
set-up time required by IT department.
- Cost Saving: Less than half the cost of other comparable systems.
- Full Support: Managed supplemental marketing services, unique in
industry.
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