ETAC offers a wide range of solutions for mobility with manual and power wheelchairs, advanced seating solutions, solutions for patient transfer and vital solutions needed for everyday life including classic products for bathing and toilet. Their product portfolio offers solutions for both adults and pediatric individuals.
The Challenge
In North America, ETAC has recently acquired two organizations (Convaid and R82) and the two sales teams were using different process for tracking demos, managing opportunities and tracking activity. Their CRM system was not being used by most of the reps and none of them were able to deliver an effective forecast of their sales to management.
Engagement and Execution
DbD worked with ETAC North America management to assess their current CRM tool and help to establish repeatable processes for sales to track activity, demo units and opportunities. We created a custom module for demo tracking that allows reps to easily enter and track their demo units in the field. DbD created reports within the CRM system that allow management to easily track activity and pipeline. They are also able to track the effectiveness of demo units in the field by correlating the revenue associated with each product against the number of demo units of that product being invested in each territory.
The Result
DbD helped ETAC gain visibility to the effectiveness of each sales rep. The demo units are all being tracked and management now has a clear picture of the return on investment for each territory. Management is now able to accurately predict revenue due to the process of tracking and forecasting opportunities. This allows management to more effectively link sales to production and manufacturing in order to reduce delivery times and increase customer satisfaction.
