Executive Summary
SKMac is a professional services organization and a leading manufacturer’s representative in the Pro AVL (Audio/Visual/Lighting) industry. Since 1926, the company has delivered system solutions and innovative products to integrators, contractors, consultants, and end users. Their sales team, strong customer service, and expert technical support have built SKMac’s reputation as a trusted partner for top manufacturers.
The Challenge
SKMac’s previous CRM was not cloud-based. As a result, their field sales staff could not access data in real time. The company also worked with multiple vendors, each with unique rules and policies. Without flexible tools, managing quotes, purchase orders, and customer details created delays and inefficiencies.
The Implementation
Zenatta helped SKMac move their quoting process into Zoho CRM. At the center of this setup is a custom Account Links module. This tool connects accounts with vendors and stores vendor-specific terms and discount rates. When sales staff generate quotes or orders, the system applies the correct percentages automatically.
Several improvements enhanced the workflow:
- Client Scripts for Quotes and Orders: Scripts calculate discounts from active account/vendor links. They also allow staff to apply extra discretionary discounts when needed.
- Pricing Validation: A “check for updated pricing” function alerts staff when product costs change, preventing outdated quotes.
- Sales Order Enhancements: Scripts populate important details in sales orders, keeping them consistent with quotes.
- Workflow Automations: Updating an account now triggers automatic changes in related contacts and vendor links. This saves time and ensures clean, accurate data.
With these changes, SKMac gained a modern quoting system that replaced manual processes and matched their unique vendor requirements.
The Results
The adoption of Zoho with Zenatta’s customizations has transformed SKMac’s operations. Quotes can now be produced promptly and independently of specific hardware, increasing efficiency for the outside sales team. The use of standardized templates and automated scripts has created consistency across all quotes and sales orders, reducing variability and saving time.
The immediacy of cloud-based data has been a game-changer, enabling seamless collaboration across the organization. Sales engineers now have access to real-time information while on the road, empowering them to serve clients more effectively.
“Zenatta quickly implemented our custom client scripts and workflow rules and followed up to ensure they met our goals. They have been excellent throughout this process. We will continue to use and recommend Zenatta Consulting.”
– Tim Cornish, Sales Engineer, SKMac