LIFTING THE LIMITS
Penny Hydraulics are actively pushing the limits and innovating their sales processes.
Penny Hydraulics are the leading crane manufacturers in the UK and with a dedicated sales team driving sales further, having paper based processes had been delaying proceedings more than necessary at the commercial vehicle show in the past and they have been actively improving this year on year.
Sales ‘Product catalogue’ - iOS Application
Web based Admin Panel
They were also preparing for a big come back at the commercial vehicle (CV) show after being absent for the past 4 years so making an impact was vital. The sales team had everything they needed, however, with the success the configurator has brought in, they wanted to be able to utilise that and showcase it throughout the event, with a few added extras.
Although Penny Hydraulics had achieved excellent results with the product configurator, they needed a solution that worked offline as the event halls have poor wifi connection they didn’t want anything causing any issues throughout the sales process.
Documentation on the products is also a vital part for Penny Hydraulics, ensuring that the crane suits the customers vehicle and that all requirements are met. This meant that even the least experienced team members were able to offer advice of the lifting solutions.
It was important to be able to manage the leads gained throughout the show and we did that with the admin panel. This meant that the office based sales team could keep up with leads and ensure that each one was followed up without facing any risks of emails or paper copies being misplaced.
As this application was being used at a show to demonstrate the extensive product list, the visuals had to be spot on. Penny Hydraulics also wanted to include images and videos of the product as well as the technical specifications.
Penny Hydraulics came to us as they wanted a way to improve their sales process further during the commercial vehicle show. After a 4 year break from the event they wanted to return with a bang and launch a new brochure, new application and showcase a new partnership.
They initially wanted their online product configurator as a native application due to the internet quality being poor in the venue halls. It was vital for Penny Hydraulics to have every aspect of the show run smoothly and most importantly have the sales process go without a glitch - or buffering from poor WiFi.
Producing the configurator as an application had a few drawbacks for Penny Hydraulics so we put our minds together and brain stormed a few different ideas that would cater for all of their needs. We then came up with a product catalogue, an application that would display all their products, with images, videos and specifications, allow them to fill out lead forms and arrange demo’s, call backs and quotes all in one place.
Throughout the journey with Penny Hydraulics we ensured we spoke with the sales team to establish what they needed, we also discussed how they would use the application consulting with them on which device they will be using, orientation of that device, how it would be held etc to ensure optimum user experience when designing and developing the application.
The results from the application were very positive, so much so, the Sales Director even came into the office to personally thank the development team working on the project. He was so impressed with the process from beginning to end commenting upon the results saying they were phenomenal for both the event as a whole and the application.
Having all required details on the app meant that sales staff didn’t have to find physical copies of the documentation throughout the show making for a smoother and quicker sales process. It also made it easier to gain the basic details of the potential customer to follow up at a later date if necessary.
Before the implementation of the application, the sales team would be required to fill out printed enquiry forms or use notebooks to jot down customer details posing issues further down the line if details ended up getting missed off or copies got misplaced. The application has since resolved this potential issue.
This links with the removal of paper based processes; whilst on the stand during the show having to have paper copies out throughout the process with customers causes unnecessary delays but by having the application to hand, small issues such as pens running out and not working can be avoided, adding to the professionalism.
Despite the application being designed with the CV show in mind, it has continued to benefit the sales team on a day to day basis. Reducing the amount of paperwork and documentation the team have to carry around for meetings and continuing to impress potential customers with the innovative solution.
If you have identified some similar pain points or think that custom software could help you enhance your business further then please feel free to get in touch for a non obligation chat with one of our friendly advisors.
"The sales app has revolutionised how we interact with our customers. The app brings together all of the information that both our sales team and the customer could possibly need. It was a massive success improving the customer experience and projecting a professional image."
Daniel Casey - Marketing Manager at Penny Hydraulics