Posner Industries is a warehouse distributor of steel, tools and fasteners selling to the Maryland, Virginia and Washington D.C. markets.
As a family-owned business of over 55 years, they strive to create an unrivalled source of supply, to develop long-term relationships and provide their customers with best-in-class service and value.
''Our biggest challenge was not being able to extract useful sales reports in a timely enough manner''
Like many companies, Posner found their biggest challenge was “not being able to extract useful sales reports in a timely enough manner,” as John Lowery, Regional Operations Manager, told us. The reports they did manage to produce, however, required “a lot of manual input” to produce.
The solution for Posner’s executive management team was to give sales-i a try, and Lowery is extremely pleased they did: “sales-i provides any data we need with just a few mouse clicks. It will even distribute said data directly to the person that needs it most.”
Lowery continues “sales-i is impressively simple to navigate, yet yields mountains of information instantly. Reports that would’ve previously taken nearly an hour to complete are now done after a few mouse clicks. Drilling down deeper into issues is infinitely faster and easier as well.”
The advantages of using sales-i have been two-fold. “sales-i allows us to quickly pinpoint where sales are growing – by customer or by product – to help us build upon our strengths. It also points out where sales are lacking and quickly indicates when action needs to be taken.”
The short amount of time it takes to compile a sales report in sales-i has been a big win for Posner too: “Reports that would’ve previously taken nearly an hour to complete are ready in just a few seconds. Drilling down deeper into issues is infinitely faster and easier as well,” explains John.
This not only allows Posner to focus their time on selling rather than data mining, but the fact they can do it faster than ever before means they now know if a customer has stopped spending with them before it’s too late, allowing them to contact the customer to find out why and potentially nip lost sales in the bud.
The next stage for Posner is to improve their knowledge on MyCalls – an integrated diary in sales-i designed to make it quick and easy to stay organized – and to use sales-i to instigate “better collaboration between inside and outside sales”.
Posner also plan to use the information extracted from sales-i to “carry out targeted reach-outs from our inside sales team,” with the aim of increasing their sales even further.
When asked to sum up sales-i, John had one final message: “sales-i is simply brilliant.”