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Background
DNP International Co., Inc. markets and distributes raw ingredients used in consumer products for the food, beverage, vitamin, pharmaceutical, cosmetic and feed industries. The company does business with more than 30,000 manufacturers across the globe and has access to more than 2,000 ingredients stocked in its New Jersey, Illinois and California warehouses. In addition to its California headquarters, the company has a branch office in Shanghai to better serve its partners and customers.
Situation
At the time DNP approached Solutions Consulting Group (SCG), they wanted to streamline their sales process and create an end-to-end enterprise solution. The company was looking to replace FileMaker Pro, a cross-platform database application that the company had merely outgrown. DNP needed something that would integrate with Great Plains. The company desired an ease of use for staff and partners, compatibility with Outlook, a common, easy-to-use Web client. They also needed a business system that was fast, scalable and could provide remote access.
Solution
DNP enlisted the help of SCG to provide a trustworthy sales force automation system that could handle transactions with 30,000 manufacturers across the globe, multiple warehouses within the United States and an office in China. They wanted the ability to store multiple contacts per customer and needed SCG to customize data. With Microsoft CRM, SCG was able to provide and customize a turnkey solution, aiding with marketing, sales, customer service, shipping and invoicing. SCG also wrote an import program for File Maker Pro data, accounting for the myriad of ways employees had keyed data in manually. It now forces more system integrity, efficiency and simplicity.
Results
With the installation of Microsoft CRM, SCG was able to provide an integrated, end-to-end system that enabled DNP to streamline its complex, global sales process. What used to be an almost all manual process has been automated. Sales quotes now can be sent straight from CRM; those quotes can be quickly converted into an order, credit checks established and purchases completed. SCG also was able to synchronize Great Plains and File Maker Pro and eliminate the manual back-and-forth that had been required previously. SCG helped design an easier, overall workflow process.
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| challenges |
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outgrown current application |
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needed to integrate with GP |
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complex global sales process |
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manually-intensive processes |
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| technologies |
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CRM 3.0 |
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| results |
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end-to-end automated sales process |
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integration of GP and FileMaker Pro |
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system integrity, efficiency and simplicity |
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