Global Provider of Hardware Component Parts Uses Hosted CRM Solution to Increase Sales Productivity and Shorten Sales Cycles.
Siebel Systems today announced that Terry Hinge & Hardware, a growing, global manufacturer, importer, and distributor of hardware component parts, has deployed Siebel CRM OnDemand. Siebel CRM OnDemand is helping Terry Hinge & Hardware monitor and improve its sales processes, resulting in shorter sales cycles and an increase in sales revenues.
“In 2003 we acquired a company that manufactures high-tolerance, high-complexity hardware component parts, reaffirming our commitment to providing exceptional products, service, and support to our industrial customers,” said Paul Stals, President and COO, Terry Hinge & Hardware. “These customers not only need sophisticated hardware component parts, but also lower-tech products we provide as well. With the help of Siebel CRM OnDemand we’re able to coordinate sales activities across these different product areas to increase cross-selling and shorten sales cycles.”
Terry Hinge & Hardware, headquartered in Van Nuys, California, has supplied hinges and hardware to some of the largest furniture manufacturers in the Unites States for more than 50 years. In 1995, the company expanded into new markets, providing industrial hinges and hardware as well. Terry Hinge & Hardware created a new division to address this market, Terry Industrial Hardware (TIH), and began manufacturing custom industrial components for several different industrial markets in 1999. With its 2003 acquisition, the company realized it needed a hosted CRM solution to increase sales productivity and cross-selling, coordinating sales activities across its divisions and the newly acquired organization.
Terry Hinge & Hardware selected Siebel CRM OnDemand to address these needs. Using Siebel Systems’ hosted CRM solution, employees outside of the United States are able to access sales opportunity and customer account information at any hour, eliminating delays in the sales quotation process due to time zone differences. This information also enables sales representatives to identify opportunities for cross-selling and coordinate related activities across product divisions.
Through Siebel CRM OnDemand’s analytics capabilities, executive management has gained increased insight into the organization’s sales pipeline, allowing them to monitor the speed at which opportunities progress through each sales stage. With this information, management can identify delays and work to find their cause, constantly improving the organization’s sales processes and shortening sales cycles. Terry Hinge & Hardware also anticipates that this additional insight into the sales pipeline will enable the organization to track the quality of leads generated through various marketing activities and calculate return on investment.
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