1. Microsoft Dynamics CRM

ASA Group

Discussion in 'Kinh doanh xe và quản lý đại lý xe' started by bsdinsight, Nov 8, 2014.

  1. bsdinsight

    bsdinsight Well-Known Member

    Due to rapid growth through acquisitions and grouping together different companies, ASA Group faced several challenges in terms of their customer data. The main issue was the unstructured data about prospects and existing customers. “We began looking at solutions that would be suitable for our goals and our company,” explained Sanela Halilović.

    ASA Group was founded by four employees in late 1995 with the vision of building a modern, innovative and successful company in the automotive industry. The company grew into a major private employer in Bosnia and Herzegovina with 20 member companies. While its business was based on selling new cars, ASA Group has been committed to the development of financial services. In 2007, ASA Group founded an insurance company and leasing department, and launched efforts to expand acquisitions in the banking sector. In late 2010, the Group became the majority shareholder of a domestic bank, MOJA BANKA, which rounds up the group’s offering for end-customers.

    ASA Group.jpg

    Due to rapid growth through acquisitions and grouping together different companies, ASA Group faced several challenges in terms of their customer data. The main issue was the unstructured data about prospects and existing customers. Information was collected haphazardly through various means, such as prize contests.
    “The data we had on our customers was unstructured and the databases we used did not have standardized sets of information or a standardized structure,” explained Sanela Halilović, CRM coordinator at ASA Group.“Some of the databases only contained a customer’s name, surname or address or telephone number, which made the data much less useful.”

    Integration of Data throughout the Group

    Since ASA Group contains a number of companies from different industries, it began planning for a solution that would create a single system that enabled companies from different industries to use and share data about customers. In addition to integrating disparate databases into a single system, which would facilitate data and system management, such a solution would open up cross-selling opportunities and drive synergy among companies.

    “We began looking at solutions that would be suitable for our goals and our company,” explained Sanela Halilović. “We identified Microsoft Dynamics CRM 2011 as the leader in our market. It provided great integration with Microsoft Office and Microsoft Business Solutions for finance management.”

    ESTABLISH, a member of ASA Group and a Microsoft partner in Bosnia and Herzegovina, implemented solutions in ASA Group. The companies built a great working relationship and support from a reliable and innovative partner enabled ASA Group to roll out the solution more quickly and with lower costs.

    Benefits

    Microsoft Dynamics CRM 2011 provided a unified framework with a single common database that enables employees to use and share data about customers. “The new solution supports employees in sales and services by providing them a single location to find all the information they need in their work. The data they receive from the CRM system is recognized as the most accurate and users prefer it to information from other systems.”

    The marketing module is already active and has already produced results. Employees in sales use its advanced search options to find and create their own lists of contacts, customers, accounts and leads. Easy access to information drives productivity and enables people to focus on their core jobs instead of gathering and cleaning unstructured information from different systems.

    “The main challenge in the implementation was initial resistance from employees to using the solution,”explained Sanela Halilović. “At first, people thought the new system merely meant more work for them without any benefits. Through managers and their efforts we drove adoption and employees now recognize the advantages of having quality information available.”

    By adopting Microsoft Dynamics CRM 2011, ASA Group has integrated its unstructured data into a single shared database that is used by all companies within the group. A unified solution also provides a structured framework that is used to manage customer information.

    The new solution provides improved support for sales people as well as service representatives and employees in marketing by providing a 360-degree view of their customers and prospects. Managers within the company also have a better overview of their sales and marketing efforts and improved data that supports their decision making processes.

    “Another important benefit of integrating all information within a single systems are the opportunities for synergy among ASA Group members,” said Sanela Halilović. “Not only is there more focus on cross-selling, there is also improved collaboration in the development of new products and services.”
     
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