— SUCCESS STORIES
U.S. Truck Lighting Manufacturer Scans all its Sales Calls into SFDC
App makes life easier for Field Sales, and that leads to better SFDC Contact data
Pain point: Sales reps not entering business card contacts into Salesforce in a timely manner, so sales calls didn’t get reported
Challenge: Rolling out both Salesforce and the app to more users
Solution: Add Scan to Salesforce when introducing the CRM to departments, and make card scanning a quick and easy routine after sales calls
Truck-Lite is a heavy-duty vehicular lighting manufacturer. Since its founding in 1955, it has been producing industry breakthroughs in lighting solutions for large vehicles, ranging from commercial to military-grade. Truck-Lite has now grown into an international company with 3,000+ employees.
Manually entering data into Salesforce is a bottleneck in companies across the U.S. and around the world. Especially for salespeople, who want to sell, sitting at the PC and entering data into fields is a hassle.
Truck-Lite, like many of our customers, used our app to fix the manual entry bottleneck. Its Field Sales reps had to keep records of their sales calls. The 3,000-member-strong company offers uniquely valuable heavy-duty vehicle parts, so it makes lots of calls.
But then came the bottleneck: after a call, the Field Sales rep needed to create a Contact in Salesforce and record the call. That meant manual entry, admin work. It was an ongoing chore, and it would get put aside. Sales wants to get on to the next call, right? No time for data entry.
Fixing the manual entry bottleneck
Customer & Sales Support Manager Kimberly Maione is the Salesforce Admin at Truck-Lite. She recognized this bottleneck and sought a solution.
“Contacts were not getting added and reps would get behind in sales call reporting,” she says. She sought a way to make it easier for Sales to get those calls recorded in the CRM for better account management.
On a tip from her Salesforce Account Executive, in 2019, she downloaded Scan to Salesforce from AppExchange. She set it up following the simple instructions and presented it at the company’s National Account Sales meeting, where she gave a demo to the Sales team.
She then launched it and things got rolling.
Simple is best (it also gives better ROI)
A main challenge with CRMs is getting people to use them for all they’re worth, and regularly. Salesforce is a big investment for a company, so if staff aren’t regularly adding data and using its functions, the ROI can take a hit.
Maione is overseeing a broad rollout of Salesforce, in terms of numbers of users, departments, and locations. She needs solutions that are user-friendly.
She tells us Scan to Salesforce is “an easy-to-learn app, especially for technically challenged people.” That’s great, because it’s in line with our pursuit of delightfully simple.
Maione also like the fact that Scan to Salesforce allows scanning of multiple cards. These digitized cards “can easily be associated with an account through lookup functions in Salesforce,” she says.
“This is an easy-to-learn app, especially for technically challenged people. It’s not intimidating.”
—Kimberly Maione, Customer & Sales Support Manager, Truck-Lite
Now with the Bulk Scan function, users will be able to scan large batches of cards, no matter where they are.
“Contacts are getting entered in a timelier manner,” Maione says. “Since users can scan from their phone, they’ll scan after leaving a company and associate the card with the correct Salesforce account.”
Keep on rolling it out
Maione tells us she’s had no real challenges in implementing the app and continuing to roll it out to more users.
“Since users can scan from their phone, they’ll scan after leaving a company and associate the card with the correct Salesforce account.”
She tells us she continues to expand use of the app and she’ll again present it to her group Sales meeting. Truck-Lite, with over a half-century of experience and growth, also works with numerous other companies.
“We have sister companies that I am adding to our Salesforce Org,” Maione says. “They all get the option to use Scan to Salesforce.”
We love it when we learn our app is supporting great companies like Truck-Lite. These companies are the heart of our economy. We hope they keep lighting the way.