Case Study - Ink Jet & Toners
Key Facts -
Industry:
Distributer of IT consumables
Accounting System:
Exchequer Enterprise
CRM System Details -
No of Sites:
1
No of Users:
24
No of Modules:
10
Fast-moving Ink Jets and Toners Ltd improves overall business performance with ProspectSoft CRM
Somerset-based Ink Jets and Toners Ltd (IJ&T) supplies ink-jet and laser printer cartridges and papers, along with a range of computer storage media, to around 30,000 mainly SME customers countrywide. An active telesales operation is augmented by fax-shots to generate new customers and to advise existing clients about special offers and new products. Because manufacturers launch new printers frequently, about 50 line items are added to the IJ&T stock file every month.
According to Marketing Director Anthony Moxon, the company's great success over recent years is based on 3 UPs: product availability, high quality and attractive prices. However, it becomes clear that if sustainable growth were to be maintained, better IT systems, specially CRM Software, would be essential. Many products were reviewed - Goldmine, Onyx, Pivotal, even a bespoke solution, but all of these functionality or value versus cost. In late 2001, IJ&T selected ProspectSoft CRM Solution for three main reasons:
- The CRM system allows fast logging of customer enquiries and forces follow-up actions
- Integration with Exchequer Enterprise gives users access to up-to-date stock levels and sales information and permits direct entry of sales orders
- ProspectSoft CRM software provides accurate management information about sales by product and customer, on demand
A 10-module ProspectSoft CRM system configured for 24 network users, has helped IJ&T to double turnover in 2½ years and improve margins by one third, with the same staff levels. Due to the highly successful deployment, the management team has decided to invest more in the system nd its increased functionality.
With the release of ProspectSoft CRM Software Version 5 and its XML API module, the system can now be integrated with many other applications. Gateway Computing of Yeovil, the local reseller of both Exchequer Enterprise and ProspectSoft CRM software, is providing credit card validation within the CRM system, which will then pass orders automatically into the accounts system, for payment after the product has been delivered.