Process plant manufacturer achieves 50 percent growth with CRM
International Process Plants
International Process Plants (IPP) buys discontinued or closed plants (building, property and equipment) to resell in individual pieces or as a complete sale. They have been in business since 2002 and operate with 55 employees in the United States, United Kingdom, Germany, Italy, France, Russia, Romania, Saudi Arabia, China, Korea, India and the Czech Republic.
As a new company in 2002, IPP's management team decided early on that they wanted to operate at a similar sales level and in the same geographic footprint as their competition. To compete effectively, they knew they needed a management system that was affordable, could be developed on a standard Microsoft platform and would offer easy customization.
RSM implemented a Microsoft Dynamics® CRM Business Solution to order, manage and track IPP's re-sell inventory business and manage the activity of a 181,500–contact mail list, including semiweekly email blasts.
This centralized system now integrates in realtime with IPP's website so prospects can review available inventory and create filtered views by product type, while the sales team can review a confidential version of the open inventory. Their competition manages similar information in large manuals, the equivalent of two reams of paper.
Rather than calling the office manager, everyone in the office now works in Dynamics CRM and knows how to gather the information they need to do their jobs. Even top management knows how to quickly pull analytical information when presenting a competitive bid.
- Achieved a 50 percent growth rate per year since opening its doors
- Created real-time, seamless integration using the company website to manage inventory and capture leads
- Centralized system throughout the United States, United Kingdom and Europe
- Increased efficiency by reducing manual work load
- Attained industry leadership through a proactive system implementation while the competition is stuck in reactive mode
They said it
“I’ve worked with other consultants and the CRM team at RSM is top rate. I’ve never had the feeling that they were training on the job and learning as they provided me support. I have not yet found much that they cannot answer immediately or later that same day. It is a pleasure working with them. They have always helped us work out a problem and fix it. RSM's CRM team is a talented and extremely knowledgeable group. Their input gave our system its competitive edge.”
— Scott Phillips, Director of Information Technology, International Process Plants, Inc.