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A Funny Thing Happened On the Way – Out Of the Recession
Wholesale distribution software in 1977 was considered fantastic, if a wholesaler could create a sales order without a good ball point pen. In 2015 Sales Orders are being input from the Cloud using I PAD’s, I Phones, Surface’s and Androids. Today these new hardware and software advances are revolutionizing both the wholesale industry and the software industry that serves them. To gain a better perspective on the changes we have to go back a few years to 2007.
In 2007 the wholesalers and the software industry that serves them were delivered a wake-up call. That call took the form of a mind numbing and profit draining recession. The turmoil caused by the recession had everyone scrambling to survive this awful downturn.   Somewhere in midst of this battle for survival, there was a far distant beat that was doggedly persistent.  That beat was caused by the plodding of two horses that the new sheriff in town was riding into town.
We will call these to horses by name
Business Analytics
Customer Relations Management
What many do not understand is that these two horses arrived at different times. Business Analytics rode in first and as soon as it was available the large wholesalers latched onto this technology with abandonment.   They combined ‘getoutofhere” web sites with this new technology and they could see every customer large and small in their new, 360° view.
What products does this customer buy? How often do they buy the product?
What products has this customer stopped buying from our company?
What products are like customers buying that this customer never buys from us?
Are the customer’s sales and their margins in decline or are they rising?
The VPs in these large distribution companies were charged with gathering this Analytical Information. However they had a conundrum and it was:
How could they get this fantastic information to their sales people?
CRM was the answer. With CRM the Vice President could quickly parse the customer information that Business Analytics provided, out to their sales force. The combination of a Recession that had customers looking for better pricing, Business Analytics, CRM,  and Large Corporate Web sites these large wholesalers became a juggernaut.
                 Then a funny thing happened on the way out of the recession.
A firm in North Carolina, SALES MATRIX, was watching the phenomenon.  They had developed a Customer Analytical Software Tool that they called SWOT.  They formalized Business Analytics and then they took it one step further and integrated Business Analytics and CRM and they call that product SWOT CRM. 
 Within a matter of seconds, without switching from one program to another, a sales person could identify a sales opportunity with SWOT and without any special effort they could use their IPAD, I PHONE, or Android device and send a marketing message to the customer, directly out of SWOT CRM.
 The Customer Information that is delivered by SWOT CRM and the Customer Communication that was sent out from SWOT CRM are both done by the sales person.  No Vice President was required because SALES MATRIX has aimed SWOT CRM directly towards the street or counter sales person. 
That made this tool perfect for the small to mid-sized wholesaler.  That wholesaler has to compete with this information in the hands of their largest competitors and now it is available to the small to mid-sized distributor.  They can level the playing field between them and their largest competitors.
Pricing: Rather than make trying to compete with the large CRM houses that use five figures for pricing, Sales Matrix priced their SWOT CRM package so that any size company could utilize the software. A company who has two or three sales reps can afford to install and support SWOT CRM.
ProTrac and SWOT CRM INTEGRATION
Professional Data Systems, Inc. has integrated SWOT CRM with their 4GL Relational Data Base ERP software, called ProTrac.  The ProTrac customers, across the country, will be able to hand their sales people the SWOT CRM software tool. SWOT CRM’s data base includes all invoices from the last 30 months. The SWOT CRM information can be delivered and used with less than an hour’s worth of training.
SWOT CRM literally takes the covering off of the company disk drives so that the sales reps can use the customer information that is buried there.  With this information in front of them they can easily serve their customers, large and small..
 Click on the link below and watch the video to see how –
Your sales people can see your customers in a 360° view, using SWOT CRM.
                                                             STOP!
Consider the situation! One of your customers buys one thing from a large wholesaler’s website.   Immediately that large company knows your customer’s name, company name, address, phone number, address, and type of customer.
WATCH!
If you watch the above video, you know that SWOT can tell a wholesaler, within seconds, what like customers are buying or not buying.  If your customer buys just ONE ITEM that wholesaler can start sending discount flyers to your customer. If you believe this is not happening in your market, then you might add to your marketing strategy a Latin phrase, Ora Pro No Bis. (Pray For Us)
 
Professional Data Systems has 21 years of installing software for small to mid-sized wholesalers.  Give us a call to find out what today’s technology can do for you and your company’s future.
It is time to start letting technology work for you.
 

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