Construction equipment provider aims to capture previously lost opportunities with Web-based customer relationship management
San Francisco — February 17, 2004 — Neff Rental, a provider of construction and industrial equipment rentals, has chosen a Web-based customer relationship management (CRM) solution from salesforce.com, standardizing its sales operations on the provider's Winter '04 CRM service.
Neff Corp. is one of the fastest growing equipment rental companies. The company rents construction and industrial equipment through its approximately 70 branches located within the United States.
With rapid growth in the rental industry, Neff Rental realized that a significant market opportunity could be harnessed by improving sales force effectiveness. Working to replace its incumbent paper-based system with a CRM solution, the company selected salesforce.com Winter '04 for its blend of functionality, integration flexibility, offline capabilities and ease of use, according to the provider.
The rental company has deployed CRM to 250 users nationwide in a bid to maximize sales and revenue opportunities, and to provide transparency in its rental operations. Implementation included the integration of Winter '04 with Neff Rental's legacy billing system and lead lists via sforce 2.0, salesforce.com's application server.
"Once we realized that our rental success was being compromised by lost contacts and ineffective reporting procedures, we immediately began to investigate CRM solutions," said Steve Settelmayer, vice president of sales and marketing at Neff Rental. "Salesforce.com delivered the right combination of sophisticated functionality and usability to help our sales team. Now they can better track and report on their sales efforts and greatly increase follow-on sales. We are looking at a substantial increase in revenues in the next year."
Salesforce.com says that Neff's sales organization already has seen benefit from salesforce.com Winter '04, including increases in follow-on business. Opportunities that were previously missed are now visible to team members and management, and with a new ability to track, manage and share recent account activity from any location, Neff is better able to maximize its rental success.