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Carter Logistics

Carter Logistics

Carter Logistics CRM migration from Winmore to Salesforce

Replace Winmore CRM with Salesforce Sales Cloud to better track deals. Create a system to better manage driver relation efforts. Implement Pardot to provide Marketing department with automation capabilities.

About the Client

Carter started its business in 1982 with just a couple of trucks moving parts from suppliers to various automotive assembly plants. Today, they are well known within the manufacturing industry as a world-class logistics company.

The Challenge

Carter  Logistics was frustrated with the slow performance and lack of  capabilities of WinMore, a CRM system made for the trucking industry.  Although there were some features Carter had built into the system that  they liked, its poor performance, high cost, and inability to meet their  growing needs made them want to replace it.

Additionally,  Carter wanted to create a system to better engage with their drivers to  reduce driver turnover, ramp up their marketing efforts with a marketing automation solution, and easily generate accurate, branded sales documents from a single system.

The Solution

Summit Technologies meticulously analyzed WinMore and discussed the features that helped  their sales team collaborate on complex deals as well as areas it was  falling short and could be improved. The Summit Technologies team  designed a custom task-driven sales system that broke each stage of an  opportunity into required and optional tasks that could be assigned to  team members, managed by due date, and whose completion was required to  advance the opportunity. Some of the features of the implementation  included:

  • Custom Salesforce CRM Implementation including case management

  • Custom opportunity task solution with different templates for different opportunity types

  • Custom object to track Lanes at the Account and Opportunity level

  • Ability to generate sales documents directly from Salesforce using Conga

  • Implementation of custom record types to segregate driver from customer data

  • Pardot Implementation and Training

  • Migration of data from WinMore to Salesforce

Result for Our Client

In  a few months, Carter Logistics went from a CRM with major performance  issues and limitations to a feature-rich, high performing system with  excellent reports and dashboards for previously unprecedented managerial  oversight into sales processes. Branded sales contracts are now quickly and accurately generated from Salesforce, reducing the time and frustration spent passing around Word documents.

Carter  was able to move driver data and rewards programs from multiple  spreadsheets into a dynamic system that improved visibility and  capability while reducing staff effort.

The  Carter Marketing team has built email campaigns for prospects,  customers, and drivers and has the reporting capabilities they desired  to better manage their marketing efforts and budgets.

In Our Client's Words...

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