For over 80 years, A. R. Sandri, Inc., a family-owned full service energy company, has served the needs of the Northeastern United States and beyond, with multiple businesses including retail gasoline, home heating oil, lubricant distribution, and commercial
diesel delivery, as well as photovoltaic and wood pellet heating systems and fuels.
Recently, Sandri decided to modernize its sales processes with the help of a customer relationship management (CRM) system. For years, salespeople had tracked their work manually using 3”x5” index cards. Steve Ebbrecht, Director of Sales at Sandri, says,
“There was no accountability, no way to monitor sales performance.”
When Sandri began to evaluate CRM solutions, they quickly discovered a great opportunity to standardize their sales approach. Ebbrecht explains, “What we found was that business units didn’t talk to one another; every business was built in a silo. So we
decided to knock down those silos. We needed one place to serve as our DNA.” Sandri looked to Microsoft Dynamics® CRM 2011 business software to provide that single location.
Sandri worked with Ledgeview Partners, a Microsoft Dynamics Gold Certified CRM partner specializing in CRM 2011 solutions for the energy distribution industry. “Ledgeview was willing to collaborate with us to refine the solution to fit our needs,” says Ebbrecht.
With Microsoft Dynamics CRM, Sandri has been able to implement a standardized sales process across its businesses and provide more uniform sales and service. “People are recording their business efforts; they can see the pipeline and forecast; they’re more
accountable and they’re paying attention.”
Sandri has also used the guided processes capability in Microsoft Dynamics CRM 2011 to implement an inside sales program, something they had not been able to do before.
For the first time, Microsoft Dynamics CRM 2011 is giving Sandri a single view of business across their departments. Ebbrecht states, “CRM will allow the customer service department to distribute leads and opportunities across all our businesses without
having to make an additional phone call or send an additional email.”
Their CRM solution has also enabled their mobile sales force to be more productive. “One of the real benefits is that sales reps don’t have to be connected to the Internet. They can work with a laptop and then upload it when an Internet connection is available.”
But the real benefit has been from the management side. “The ultimate benefit we’re getting is to be able to look at dashboards that cover the whole gamut of our company—all the departments divisions and so on. That’s something Microsoft Dynamics CRM gives
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