B2B Equipment & Electronics
We analyzed the sales inbox of industrial and IT equipment distributors. Here’s what we found, and the agents that handle it.
A quarter of quotes wait more than a day, whatever the median suggests. Consistent across the distributors we analyzed.
Consistent across every diagnostic we run, whatever the sector or the size of the distributor.
Consistent across the distributor mailboxes we analyzed. A customer who follows up themselves has stopped waiting for a reply.
Order spikes, handled with the same headcount.
At CF Group, seasonality concentrates volumes into a few months, with headcount unchanged. Despite the CRM, email orders stayed off-system and tied up the sales admin team. The agent absorbs the data entry; the team gets to anticipate customer needs.
“With Catalog, we spend a lot less time entering orders. We get to spend more time anticipating our customers’ needs.”
2,500 quotes with no follow-up in ten months.
At the mid-market IT/telecom distributor we analyzed: close to 2,500 quotes with no follow-up detected over 10 months, and 80% of sales admin time absorbed by disputes instead of selling. Automatic follow-up and request sorting give that time back to sales.
“Today, we have 10 people on each side to handle it. When it comes to sales admin, they spend 80% of their time dealing with disputes.”
Identifies quotes with no reply and triggers a personalized follow-up at the right time. +10% quote conversion.
Identifies incoming quote requests, extracts them and records them into the ERP. 60% time saved.
Extracts order lines from emails and records them into the ERP, with full traceability. 70% time saved on data entry.
Applies your opportunity rules and suggests complementary products to customers. +5% average basket.
“With Catalog, we lose far less time keying in orders. We can spend more of it anticipating what our customers need.”
Mathieu Rognon
Supply Chain Director
CF Group faces sharp seasonality between March and July, with growing volumes to absorb at constant headcount. Despite Salesforce, orders arriving by email stayed outside the loop and tied up the sales support teams. The challenge: automate without weighing the process down, to give the team back time and improve responsiveness and service quality.
100%
of orders processed.
1 min
processing time.
