Case Study: Hi-Way Equipment
Business Challenges
Following a model similar to auto dealerships, Hi-Way Equipment Company competes with companies like John Deere and Caterpillar in the heavy equipment sales, rental, parts, and service business. The company relied on Excel spread sheets or handwritten notes to track weekly sales activity. In an effort to bring discipline and standardization to its sales efforts, Hi-Way began to evaluate CRM solutions, considering Salesforce, Microsoft, and SugarCRM.
Requirements:
- Easy to use
- Flexible
- Hosted
- Minimal upfront investment
The Solution: Sugar Professional on IBM SmartCloud
Sugar met all of Hi-Way’s requirements and the company selected Sugar partner Highland Solutions to design and implement its Sugar solution. Hi-Way began with an implementation of Community Edition hosted on Highland’s cloud, soon moved to Sugar Professional, and, on Highland’s recommendation, migrated its Sugar solution to IBM’s SmartCloud. Highland integrated Sugar with Hi-Way’s ERP solution to provide current inventory and revenue information, and developed a custom quoting module to enable sales reps to create quotes in Sugar rather than in Microsoft Excel or Word.
Business Benefits
- Streamlined the sales process from quote to closing
- Improved call processing and reporting
- Enabled more accurate sales forecasts
- Delivered greater overall sales efficiency
