MacGregor Information Saves Money and Increases Effectiveness with Customer Relationship Management (CRM) System

Company Profile

MacGregor Information is a real estate services firm that provides information and reports to real estate professionals involved in commercial and residential transactions. 

Project Background and Goals

MacGregor Information has a number of sales people who kept track of their activities with manual paper-based processes.  The Sales Manager held weekly one-on-one meetings with each of the sales people to manage their activities.   He used a paper-based manual process to keep track of his team's sales calls and appointments.  MacGregor Information also used a manual FAX-based marketing campaign to attract new customers for its services.   A paper-based manual process was used to keep track of the FAXs and the data from the marketing campaigns. 

To lower its costs and make its operations faster and more efficient, MacGregor Information wanted an automated system to replace its manual paper-based sales and marketing tracking process.   The system needed to be simple and easy to use and also be able to issue powerful reports to management from the sales and marketing data. 

Solution Implementation

Working closely with Business Solution Partners, MacGregor Information selected the Palm Pilot for mobile entry and storage of sales data, and GoldMine software for data consolidation, tracking and reporting.  The OmniRush add-on to GoldMine was chosen to automate the FAX marketing campaigns. 

Now, the individual sales people synchronize their Palm Pilots to the main database when they come into the office.  This updates all their sales calls and appointments for the past week, and upcoming weeks as well.  To accommodate information that is unique to their business, custom fields were set up in both GoldMine and the Palm Pilot.  To meet the specific needs of the Sales Manager, a number of custom reports were developed with GoldMine's report writer.   Now, using GoldMine and OmniRush, the FAXs for the marketing campaigns are generated electronically directly from desktop computers.   Information on the marketing FAXs and the prospect responses is entered into the GoldMine system for reporting and analysis. 

Benefits Realized

MacGregor Information achieved their goal of automating their sales and marketing data tracking process.  The system is simple and easy to use and generates detailed reports of sales and marketing activities needed by company management.  Specific benefits realized include:

· Salesmen spend more time selling and less time with paperwork

· Data on prospects, customers, sales calls & appointments is available in a central database

· Sales activities for all people are visible to company management through detailed reports

· Sales activities are more effectively managed with a global overview of all sales people

· Marketing activities are less costly and are more effective

· Marketing data is available in a central database and can be analyzed quickly and easily

Testimonials

· "Our partner Business Solution Partners has given us an automated system to track and report on all our sales and marketing activities.  It saves us money and increases our effectiveness." - President, MacGregor Information. 

· "With GoldMine and the Palm Pilot my sales people are more efficient and have increased their sales numbers." - VP Sales, MacGregor Information.