DBI Business Interiors has its finger on the pulse thanks to implementing sales-i into their sales team and they are already enjoying increased customer and sales awareness.
Since 1984, DBI has prided itself in offering the best customer service, with more products and services than any other office products and furniture dealer in the Lansing and Jackson Michigan area.
"We are now running sales-i alerts to find customers who are or not buying particular product lines and we have developed special promotions with sales incentives for the highest achievers in response to this. sales-i is now part of our DNA at DBI!"
Like all businesses however, in this tough economic climate when many are witnessing declining sales and reduced margins, DBI knows that for most companies and competitors, they are happy if their business stays flat year over year. So to have found a sales tool that can proactively tell you when customers are up or down on product purchases, orders are dwindling or contact needs re-igniting, is true gold; and that is what DBI’s Steve Klaver and his team have found in sales-i.
“We operated on a blend of paper print outs and Excel spreadsheets or our sales team just requested reports,” explains Steve. “Then one day, sales-i called and after seeing the solution on a webinar, I was completely sold! The product is truly unbelievable; it is so easy to use and we have been given great training by Jeff Gardner and the sales-i team.”
Although Steve’s team was initially wary of the new system and new way of working, that was soon replaced with excitement as the possibilities of what sales-i could deliver were unearthed. “We have let sales-i develop organically. It is key that our sales team embraces the system and make it work for them and that is exactly what has happened. They sit in teams of 4 sales people and the buzz about sales-i is infectious. They feed off each others’ success and that has made its adoption a breeze.”
Steve now sees his team use sales-i on laptops at home as well as in the office and their confidence in the system has swelled dramatically since it was first adopted. “I cannot imagine going back to how we used to work,” Steve adds. “We are now running sales-i alerts to find customers who are buying or not buying particular product lines and we have developed special promotions with sales incentives for the highest achievers in response to this. sales-i is now part of our DNA at DBI!”
Kevin McGirl is co-founder of sales-i and based in Chicago. “Steve has really made sales-i work at DBI and much of his success is the way in which he introduced the system to his sales force. An experienced, older sales force doesn’t always embrace change easily and technological change even less so. By making sales-i the friend of each sales person allows them to use it to their advantages and adopt it at their pace. This ‘infections’ success has paid dividends at DBI and we look forward to many more successful years working with them.”