e-Marketing & Sales

e-Marketing & Sales

May 4th, 2011 // 3:41 am @ eileenwebb

The main reason Quantum Loyalty Systems was looking at process improvement was to enable the company to grow.  Their primary business is Hollywood Movie Money – pre-paid movie certificates redeemable at over 97% of US movie theaters.

The average order size was smaller – because newer customers typically placed smaller orders and many of their current customers had smaller promotional budgets.  In addition, they wanted to create a larger competitive advantage through reduced costs and improved service.

The initial assessment identified opportunities in Quotations and Invoicing

The Solution:

Streamline the quotations process with standardized pricing for small orders so they could be ordered on-line or through a salesperson from a price sheet.  Moderate size orders would escalate to sales management with only the largest requiring a full management and operations review.

Result:  Most opportunities are quoted (and sold) immediately and even the largest orders can be quoted in hours rather than days.

Allow on-line ordering for small orders.  For larger orders, reserve invoices for soliciting payment and use sales orders to prompt customers to create purchase orders for large purchases.  By reducing the need to reverse accruals and canceled and recreate invoices.  It also reduced rework in operations since invoiced orders were treated as orders needing fulfillment.

Result: Reduced workload allowed the accounting staff to be reduced by 1/3.

Quantum Loyalty Systems has been able to define and implement these improvements in a matter of weeks.  These inexpensive process changes have made a huge impact on the ability to provide better services to customers and make speed, cost and quality a competitive advantage.  Other improvements are in progress or planned, but the company is already positioned not only to survive in a competitive environment, but to thrive and grow.


Category : The Success Stories

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