In Manufacturing Units, companies always focus on the Production floor as it is necessary to meet demand on time; but the process workflow affects overall order processing efficiency; else it leads to downfall of Sales in Business.
Due to the evolution of the global market & changing work patterns, manufacturing units are changing their work pattern and IT services, which helps them to avoid the production centric approach. Now manufacturing units focus more on exact customer’s requirements and trying to improve their Service Levels Agreements (SLA) which help them to retain and increase customer pool. Since we all know product development always starts on its demand and demand always comes from Product users (Customers). CRM is a feasible & robust tool to capture the entire customer’s needs and their product interest along with their behavior. CRM in the Manufacturing Industry enables companies to track the entire sales business along with customers’ work orders till product dispatches. Production units always required a strong flow of communication tool within the all internal process for smooth business operations. But now companies are going to take initiative and want to remove the communication barriers with the help of CRM. Manufacturing CRM who can streamline the entire part of a production floor related to Sales process, order processing and much more. CRM allows companies to take a detailed overview of their customers’ needs and requirements.
Challenge with Manufacturing Units?
- How to Synchronize Communication within the entire business tires?
- How to forecast on customer product interest?
- How to increase customer pool?
- Is it possible to keep track of the Sales Funnel?
- Is it possible to manage Work Order on a single screen?
- How do we know product production cost?
- How to schedule Job Work on production Floor?
- Is it possible to get automated reminders on pending Work Orders?
- How to maintain customer orders on a single screen?
- How to synchronize product stock?
- Is it possible to keep track of customer behavior?
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Why is CRM necessary in Manufacturing?
As we all knew about CRM benefits and its functionality, CRM is necessary for manufacturing units to reduce the operational cost on their major business process, like sales, order processing, lead & account management.
- Enable to Get Automatic Prediction on product demand
- Manage Bill of materials Efficiently
- Manage Entire Database centrally
- Enable to Increase Production Floor Productivity
- Enable to maintain all the sales force on single screen
- Enable for Customer Engagement programs
- Enable to track Entire lead source
- Improve Customer Satisfaction by (SLA)
- Enable to Set automatic Task Reminders
- Enable to handle Scatter Work Orders on one computer screen
- Enable to do efficient planning for JOB Works
- Enable for best customer retention
Why your Manufacturing Industry may need CRM
In recent days, many manufacturers ignore buying CRM systems. The most common reason for this is that the vast majority of manufacturing organizations are still depending on different legacy tools, like Outlook. Even though such kinds of tools are good at keeping track of contacts, they are not capable of providing users with a clear overview of customers’ needs and expectations. In addition, they cannot improve the experience your customers have with your organization.
Fortunately, CRM will help you to overcome this challenge. The main benefit of the CRM software is that it comes from its built-in analytics and reporting features. CRM systems for manufacturing will not only collect and store customer information as well as their previous history and interactions with a business but also analyzes all this data and then provide useful insights.
When chosen and implemented correctly, CRM will enable sales teams to increase the number of closed deals while reducing the time spent. The marketing department might use the data to personalize campaigns and get insight into lead generation. The production department can also benefit from CRM: the tool helps to analyze order history and predict future inventory needs. What’s more, the customer support department can use CRM solutions to reduce the time needed for resolving diverse customer issues.
Benefits of SalesBabu CRM in Production Units
Lucrative Customer Relations
SalesBabu CRM helps companies to enhance relation with their customers, so that they easily come to know about customer requirements & their reaction to any new product.
Enhance Manufacturer’s Production Floor Capacity
SalesBabu CRM enables manufacturing units to increase their Work Productivity in terms of sales business, CRM enables companies to get prior automatic notification reminders on material stock, its moving cost and product consumption.
Improve Lead & Dispatch Process
SalesBabu CRM for Manufacturing Industries enables companies to track Dispatch & Delivery time of the item demanded by the customer and also helps them in tracking of total delivery time, which improves the Dispatch tier & enhances customer interest in your services due to your perfect Dispatching process.
Customer Retention
SalesBabu CRM helps organizations to enhance existing customer pool and retain your lost customers via a 360 visibility on Customer behavior and their requirements
That is how, CRM for Manufacturing Industry is a lucrative tool, where Companies can work smoothly & increase the business profitability and also can make a good position into the mindset of the prospective target market.
Need for CRM in the Manufacturing Sector
Along with other industries, the manufacturing sector has seen a significant transformation in the last few years. From being a distribution centric industry, it has a step towards customer-centric, as the lifespan of inventory is getting poor. Due to extreme innovation, every month or quarter products are changing their shape and form.
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Major Sales Issues in Manufacturing Sector
Product Price Variations
As per the changes in the price of the raw material, the price list needs to be changed periodically. The price list to the Sales Department is continuously updated by the head office, to enable them to pass on the price change to the end customers. The Sales Department needs to check and confirm that the Sales reps across all regions adopt the revised/updated price list with immediate effect.
Quotes Visibility Management
When the sales personnel prepares the quotes and shares it with the customer, it is at their discretion to mark a copy to head office or not. Few of the salespeople might do this while others might want to send information only for selected prospects that they are sure to win, rather than all. The Head/Corporate office does not have the visibility on how many sales quotations were given to prospective customers. And no one in the organization has control over whether the customer has been informed about the price variations or the discount policies.
Daily and Weekly Reports
The Daily and the weekly report need to be forwarded and necessarily checked. If due to some reason anyone reports is missed, then the chain is broken. The next report would start as a fresh one and historical data and comparison would become tough and challenging.
Sales Pipeline and Forecast
This is where it becomes extremely important for the manufacturing division to know beforehand what exactly is in the sales pipeline, the forecast. Conventional methods of marketing personnel, forecasting their sales while working in silos is not going to help the manufacturing unit to plan. Advanced, high-quality accurate forecast about the upcoming sales as per market requirements is needed by the manufacturing departments. This forecast helps companies manage their inventory and more importantly, the schedule.
Lost Order Analysis
Since the salesperson is not habitual of informing the head office about all the sales quotes that they have shared with the customer, the lost order analysis will not reach the product team. Thus, the feedback from the sales team regarding the product needs to be changed, etc is not based on the Data instead of the sales person’s personal opinion. Nurturing the lost orders and/or fine-tuning the product is not facilitated.
The issues mentioned above do not appeal to the management when the sales are going well. But addressing these issues becomes a key success factor when sales are going down. When management proactively wants to maintain leadership in their sphere, these issues become a barrier. Addressing these issues at the right time should be a priority whether a company hits a roadblock or not.
