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 GoldMine Case Study: Cochrane Compressor Company

Cochrane Compressor Company Boosts Sales and Service with Ticomix GoldMine Consulting Services

Company Profile 

Cochrane Compressor Company is a mid-tier industrial distributor for heavy duty compressors. The company's headquarters is in Melrose Park, Illinois. Cochrane Compressor has been distributing and providing services to businesses in Illinois, northwest Indiana, and eastern Iowa for over 50 years.

Business Need

Prior to upgrading to GoldMine Corporate Edition, Cochrane Compressor owned an old, dBase version of GoldMine which was not being used. At this time, account information was not being electronically stored. Consequently, the lack of using their CRM system adversely affected management, sales, and customer service. Without having an efficient way to view andbuild reports on employee, prospect, and customer information, many employees including management spent the majority of their time on administrative tasks. In addition, sales reps did not have access to customer information or service history on sales appointments. This resulted in the company losing numerous deals to its major competitors. In the customer service department, information collected on service calls was stored in disorganized file folders, which were often lost or misplaced. Therefore, reps were not able to resolve service calls effectively.

Solution

Cochrane Compressor Company hired Ticomix to lead its GoldMine project. During the business process review and discovery session, Ticomix was able to demonstrate to Cochrane Compressor’s senior management how beneficial a customized GoldMine system would be for their business. After receiving management buy-in, Ticomix completed the upgrade to GoldMine Corporate Edition 6.7. After the upgrade, Ticomix customized their system by creating: 1) easy-to-read, detailed reports saving management and sales reps significant time, 2) simple synchronization capabilities giving sales reps real-time account information, and 3) several easy-to-use macros simplifying data entry.

Success

By partnering with Ticomix for GoldMine consulting, Cochrane Compressor Company has realized many business benefits. Customized, one-click reports allow management and sales to quickly and easily view detailed performance, prospect, and customer data. Since using the updated GoldMine system, employees have increased their effectiveness by reducing the time required looking for customer data. This time-savings and the benefit of instantly accessing customer information has resulted in sales reps visiting 2 - 3 more accounts each week allowing them to gain higher quality sales opportunities. Through syncing data twice a day, reps are able to readily access real-time account information in the field on sales and service calls. Accordingly, both customer satisfaction and customer loyalty have significantly increased. With GoldMine detail records, the service department can now enter, track, and retrieve information on past customer interactions and equipment sales / service history. The move to electronic information storage in combination with the use of macros has given the service department the ability to improve service responsetimes by over 30%. In choosing Ticomix CRM consulting services and GoldMine Corporate Edition, Cochrane Compressor Company has been able to transform many manual processes into a tailored, user-friendly GoldMine CRM solution depended on by management, sales, and service.

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