Case Study: McNeilus

Background
McNeilus, a division of Oshkosh Truck, is the leading manufacturer of trucks for the concrete and refuse industries. The trucks are manufactured in Dodge Center, MN and sold and serviced through a direct sales channel. The company also provides full service and support after the sale.

Challenge
McNeilus’ business had outgrown its technology. They implemented One Source from PeopleSoft to upgrade manufacturing and operations. The sales and service functions also needed tools. Activity management, marketing “intelligence”, forecasting and quoting were next.

CRM Solution
McNeilus issued an RFP and evaluated multiple options. Sage CRM SalesLogix was chosen due to ease of use, robust functionality, and Business Partner support. The design of the system included: account and contact management; activity reporting; opportunity identification and forecasting; and business profiling to provide information about the customer/prospect.

Results
Over two hundred sales and support personnel nationwide are using Sage CRM SalesLogix to: schedule and report their sales efforts; develop their forecasts; and build the prospect “knowledge base” to effectively sell. As an example, Sage CRM SalesLogix describes the company’s total truck base in target accounts. With Sage CRM SalesLogix, cold calls turn into real prospects. The Sage CRM SalesLogix system was also integrated with Cincom, the quoting tool. The management team uses a dashboard to easily track the sales and activity pipeline.