John Deere reducing dealerships

[Robt]

No, only if you don't know what you're doing.

The original database is taken from the Company accounting system and/or marketing database (if yo have one). So, all names addresses, postcodes, tel no are added automatically. In fact the right system will automatically include mapping (taken from the postcode)

The information added manually to update the system is selected from a drop-down menus, takes at least Oh, two minutes.

But the really tough bit for many reps (not all) is adding a note such as: ' Quoted for a JD999 @ £99,999 ' or ' call again on 15-12-2020 to discuss changing combine' or ' customer has bought from the competition, the basxxrd 'etc. All information you would be writing in a diary anyway.

Oh, and not forgetting to press the ' ENTER ' button.

No chance of never getting back to anyone late or forgetting again, as the system will constantly remind you to do it.

In today's businesses no other system should be used, and if you're not, your ten years behind the times. All emails, meeting, webinars, diary entry's, flights, trains, travel, etc to do with business can be managed via CRM, no need for any other system. It doesn't matter if you're the Chairman or the junior rep, everyone should use it.

Most importantly, nothing gets missed or forgotten, and the reports produced for management are an invaluable tool for business planning.

Sure you could manage that barleybasher ?

every business actually uses one. Even you Mr basher. Your brain is a CRM, your diary is a CRM, the note book by the telephone is one... Ones that can be shared and used by all are best. Can you view your telephone scribble pad remotly, can everyone read it. should you pass away, would anyone actually understand it.... Thats the basics behind them. The easier and more intuitive they are to use, the more they get used..

 

[thesilentone]

every business actually uses one. Even you Mr basher. Your brain is a CRM, your diary is a CRM, the note book by the telephone is one... Ones that can be shared and used by all are best. Can you view your telephone scribble pad remotly, can everyone read it. should you pass away, would anyone actually understand it.... Thats the basics behind them. The easier and more intuitive they are to use, the more they get used..

The general problem and at times resistance is described by Clive, they expose everyone in the Company who is customer facing and interacts with the system.

Levels of authority can be protected, and what is used for Management extraction made exclusive and confidential, people see the negatives as opposed to the positives.

The days of route and call planning are over, the system will not only do it for you, it will do it in the most efficient way.

The ammount of times someone complains on here about a Company Representative not getting back to them after enquiring about something is shocking.

All email are stored under the respective recipient in CRM for everyone to read, so no need to look through files and email database searching for information.

All diary's are shared, so everyone knows where everyone is (which maybe part of the resistance) and when they are available.

CRM is a great tool, however you have to engage it with the right attitude.

The question is, do those in the machinery trade want that degree of transparency ?

 

[barleybasher]

I have worked a little with CRM outside of farming, admittedly a few years ago now and it wasn't the biggest success.

I think what will potentially help the industry now is that the non techie old school reps are mostly on the out and maybe adoption of CRM will be better.

Any successful business will have a good business accounting or ERP system and this can exist, good customer records etc without it necessarily being "full CRM"

In short I just don't think I could ever spend my time putting in everything I have done into a system and logging every customer interaction and I don't think I'd be alone in that.

Reminders to follow up or notes of what you have done can exist without a CRM system so can customer data, spend and contact details.

 

[marco]

I'm sure info like X has just made the last payment on his tractor. Give him a ring and see if he's changing

 

[thesilentone]

I have worked a little with CRM outside of farming, admittedly a few years ago now and it wasn't the biggest success.

I think what will potentially help the industry now is that the non techie old school reps are mostly on the out and maybe adoption of CRM will be better.

Any successful business will have a good business accounting or ERP system and this can exist, good customer records etc without it necessarily being "full CRM"

In short I just don't think I could ever spend my time putting in everything I have done into a system and logging every customer interaction and I don't think I'd be alone in that.

Reminders to follow up or notes of what you have done can exist without a CRM system so can customer data, spend and contact details.

I think you maybe right. Early doors, many who were quick to adopt CRM did not have an interface with the Company ERP system, so everyone had to manually upload all customer data, a bore and time consuming. This was mainly because the older ERP systems did not interface with CRM.

However , they do now, and have done for some years, and if anyone is employed they should not have a choice, it should be part of the job and work schedule and compulsory to use CRM. However, it is also the employers responsibility to train the staff on how to use the tool effectively and what the expectations are. If they are unrealistic, people will be much less responsive, keep it simple.

You do not need to log every interaction with notes if thier is nothing worth noting, simply by using a drop-down menu, you select from general headings what the interaction entailed, and the date. If you have agreed to call back next week, month, three months, once again select from the drop down menu, and it's logged, takes seconds. This will formulate a 'to-do ' list and diary which you are in control of.

The interesting part, is linking CRM to the likes of Facebook, Twitter, and other social media, and how best to use this facility realtime, and how it can benefit your business. These mediums are used daily by many, and are now a major player for advertising and interaction.

 

[Tractorstant]

CRM Systems are the exact reason why you have Crap Salesmen and Women. Should be turned off until you learn to sell.

Unless you are exceeding Dunbars number which most reps won't.

 

[e3120]

So does this CRM route planning have the wisdom of a good saleman:-

• Farmer A isn't finished milking until after 9
• Farmer B has a brew around 10am and doesn't mind a chat with it
• Farmer C is up a long narrow road, and thursday is bin day
• Farmer D's wife bakes a good cake
• Farmer E works terribly hard during the summer so is only available 10-4 on non shoot days in winter.

 

[hutchy143211]

Isn't the whole point of CRM not to replace the salesman but more enhance their performance and abilities by giving them the tools to record and track their customer interactions. Things like making sure enquires are followed up, records of when quotes have been issued etc. These things help the company and salesmen in a number of ways but don't replace the personal relationship, judgement and thought process of the individual salesman. CRM is never going to turn a newcomer into a competent salesman overnight but it certainly has a lot to offer for both new and experienced reps.


Its like all industries where the tools are only as good as the people who use them and the quality of data input.

 

[Tractorstant]

Isn't the whole point of CRM not to replace the salesman but more enhance their performance and abilities by giving them the tools to record and track their customer interactions. Things like making sure enquires are followed up, records of when quotes have been issued etc. These things help the company and salesmen in a number of ways but don't replace the personal relationship, judgement and thought process of the individual salesman. CRM is never going to turn a newcomer into a competent salesman overnight but it certainly has a lot to offer for both new and experienced reps.


Its like all industries where the tools are only as good as the people who use them and the quality of data input.

Sadly 9/10 it makes them Lazy and works the opposite way to how you would expect.

 

[Robt]

So does this CRM route planning have the wisdom of a good saleman:-

• Farmer A isn't finished milking until after 9
• Farmer B has a brew around 10am and doesn't mind a chat with it
• Farmer C is up a long narrow road, and thursday is bin day
• Farmer D's wife bakes a good cake
• Farmer E works terribly hard during the summer so is only available 10-4 on non shoot days in winter.

If its really good..... Farmer F's daughter is always in the kitchen in jodhpurs on a thursday.....

 

[hally]

If its really good..... Farmer F's daughter is always in the kitchen in jodhpurs on a thursday.....

But I wouldn’t be wanting to let anybody else know that so mental note should be sufficient

 

[hutchy143211]

Plenty of companies looking for business, if one didn’t return a call

But I wouldn’t be wanting to let anybody else know that so mental note should be sufficient

Not giving all the best tips and tricks to the company if you leave?

 

[thesilentone]

Isn't the whole point of CRM not to replace the salesman but more enhance their performance and abilities by giving them the tools to record and track their customer interactions. Things like making sure enquires are followed up, records of when quotes have been issued etc. These things help the company and salesmen in a number of ways but don't replace the personal relationship, judgement and thought process of the individual salesman. CRM is never going to turn a newcomer into a competent salesman overnight but it certainly has a lot to offer for both new and experienced reps.


Its like all industries where the tools are only as good as the people who use them and the quality of data input.

Basically correct, its a way of making better use of time, having up to date information and taking the basic drudgery out of record keeping.

From a Management standpoint it's about developing a pipeline of sales of varying quality and the likely-hood of closure, and also as a means to help see areas where staff development and training is required.

One thing is for sure, it will increase business.

One thing CRM will never replace is a personal business relationship.

 

[Cowabunga]

So does this CRM route planning have the wisdom of a good saleman:-

• Farmer A isn't finished milking until after 9
• Farmer B has a brew around 10am and doesn't mind a chat with it
• Farmer C is up a long narrow road, and thursday is bin day
• Farmer D's wife bakes a good cake
• Farmer E works terribly hard during the summer so is only available 10-4 on non shoot days in winter.

This is just some of the information you could include in contact notes, along with christian names and approximate ages of occupants and children and even grandchildren to refresh the memory and enabling that personal touch before dropping in.
This is all information a good salesman would note anyway and when having so many interactions with so many people over the years, it becomes impossible to memorise it all.

It does not replace a good salesman. It 'enables' and assists the good salesman.

 

[thesilentone]

CRM also fills the hole that many businesses have, by being to reliant on people. Knowledge, training and company information are all Intellectual Property, the Ag Trade is (and always has been) very casual about the protection of these assets.

Many have invested a fortune in training staff, updating operating systems and keeping up to date, only for a employee to leave and start up a business as a competitor. Is this fair or right ?

Outside of Ag, many employment contracts have conditions to stop this, usually for an agreed period, and excludes any use of information or disclosures in the form of confidentiality agreements.

Compensated by more generous severance pay, dependent on the profile of the person leaving.

Some maybe excluded from working in the Industry for a year, however are compensated for this, allot changes in a year, and what was, is no longer current.

A CRM database IS the Company, everything that is current in the revenue stream is in their, as well as invaluable records to protect it's continuity.

An Employee will always be part of the Company, but he/she is not of it.

 

[barleybasher]

CRM also fills the hole that many businesses have, by being to reliant on people. Knowledge, training and company information are all Intellectual Property, the Ag Trade is (and always has been) very casual about the protection of these assets.

Many have invested a fortune in training staff, updating operating systems and keeping up to date, only for a employee to leave and start up a business as a competitor. Is this fair or right ?

Outside of Ag, many employment contracts have conditions to stop this, usually for an agreed period, and excludes any use of information or disclosures in the form of confidentiality agreements.

Compensated by more generous severance pay, dependent on the profile of the person leaving.

Some maybe excluded from working in the Industry for a year, however are compensated for this, allot changes in a year, and what was, is no longer current.

A CRM database IS the Company, everything that is current in the revenue stream is in their, as well as invaluable records to protect it's continuity.

An Employee will always be part of the Company, but he/she is not of it.

Are you a CRM salesman?

 

[thesilentone]

Are you a CRM salesman?

No, do you think I should be

 

[dee]

Can we not move back to gossip about dealers rather than what sales people are or aren't doing or who they can turn up and visit

 

[thesilentone]

Can we not move back to gossip about dealers rather than what sales people are or aren't doing or who they can turn up and visit

Yes, I agree.

However, it has been interesting, as it's the beast many in the machinery industry and frightened to death of.....

 

[Scots_Knight]

Has netherton tractors sorted out a yard for turriff yet?

They've moved into the former Agrii seed plant at Rosehall, saw tractors been worked on through the open door from the road.

Going to be a chilly workshop I reckon, but lots and lots of headroom

Just about a mile from the HRN depot that's on the main road into Turriff for those that don't know the area.