Proactive management of aftersales sales funnel
Robert Koert –
Director Service
It was strategically important to expand the controlling of the throughput time of our sales processes in order to analyze open offer volumes. The goal was to increase incoming orders by continuously tracking open offers in day-to-day business and to identify the causes of lost orders. Furthermore, based on the character of the “sales funnel”, an implementation was to be carried out that showed the service management potential in the KPIs (incoming orders, turnover and contribution margin) and strategic measures for customer retention.
With the help of scope & solve, the existing process controlling in spare parts sales was expanded to include further important modules:
- Open offer volumes and last time of customer contact
- Intensive tracking of lead times for quotations and orders with the help of cycle time
Thanks to this extension, there is a much better overview of leads and opportunities and priorities for direct customer contacts (in person and/or by telephone) have been implemented. This file is used internally at the service department meeting, for each individual salesperson and the management circle as the lead controlling file.
Thanks to efficient tracking, it has already been possible to convert an increase of around 15% in processes from the “quotation” funnel phase into orders. Further sales effects will arise when important projects are proactively discussed and followed up directly with customers. The long-term success of generating sales with the help of process controlling will become apparent in the coming months.
Thanks to efficient tracking, we've already managed to convert approximately 15% more opportunities from the 'quotation' funnel phase into orders.
Robert Koert, Director Service, Trützschler Nonwovens
Company profile
Trützschler is an independent family business with a strong focus on sustainable growth.
For more than 130 years, the company has been committed to creating the basis for first-class end products made of natural and man-made fibers with their own solutions.
Their innovative strength is reflected in the large number of patented technologies. Digitization and networking are already implemented into many of the products. Connecting intelligent machines with monitoring systems and smart apps creates real customer benefits. Close customer proximity for their owners, managers and employees is part of the company’s philosophy.
The high level of vertical integration enables Trützschler to lay the foundation for quality throughout the value chain.
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