Case Study - Mayflower
Key Facts -
Industry:
Manufacturer
Accounting System:
Pegasus Opera
CRM System Details -
No of Users:
3
No of Modules:
6
ProspectSoft CRM Software manages Mayflower Glass' sales activities and global customers
East Boldon-based Mayflower Glass is one of the world's most renowned manufacturers of artistic glass and giftware. From ships in bottles to pomanders and crystal and glass collectables, Mayflower is famous throughout the giftware trade as a long established manufacturer of high-quality products, with a continually expanding line. Customers range from major department stores to leisure-park boutiques around the world, while international trade fairs are an important source supported by independent field representatives.
In September 2001, Mayflower installed Pegasus Opera and was seeking a suitable CRM software system to integrate with it. Management realised the necessity to become much more customer focused, to defend against products from countries with a much lower cost base. Systems like Act!, Maximizer and Goldmine were evaluated, but were found lacking in either cost-effectiveness of fitness for purpose.
The main reason for installing ProspectSoft CRM Software were:
- The hierarchical structure of ProspectSoft CRM Software gives users instant access to details of all customers and contacts, site-by-site.
- The CRM system can log all postal, telephone or email enquiries from customers, then locate the nearest stockist using post-code look-up facilities.
- ProspectSoft CRM solution integrates closely with Pegasus Opera to access sales ledger account information and to check stock levels.
- Close integration with MS Word, Excel and Outlook allows users to generate and manage customer correspondence, particularly letters, faxes and emails.
Mayflower Glass's move from a product-driven to a "customer-centric" company was greatly assisted by the implementation of prospectSoft CRM Software. In future, the company wants to exploit more of the system's inherent capabilities of sophisticated analysis and reporting. These can provide management with information such as which customers buy which products through which sales outlets, to support decisions about where Mayflower Glass should concentrate its sales and promotion activities.