What Did You Sell This Week?

This week Frank DeGeorge, general manager, strategic services at Impact Networking, LLC in Waukegan, IL talks about his dealership’s big sale of the week.

What was your most notable sale this week and who bought it?

DeGeorge: A DocuWare solution to track products for a company in the ingredient/flavor industry for their quality control/purchasing team. Each new product offering requires 20-30 documents that need to be tracked and approved before the product can be offered to customers. These documents also expire ever 12-24 months, requiring manual interaction with the supplier. This was being accomplished via hardcopy documents, an Excel spreadsheet, and a Windows shared drive. The task has become exceptionally overwhelming consider the company distributes 5,000+ different products.

Why did the customer choose it?

DeGeorge: Although four companies were considered for viable a solution, Impact was able to customize and tailor DocuWare specifically to their needs by successfully completing a document impact assessment. Impact took the available tools and modules that are offered by DocuWare and delivered a package to the customer that was turnkey. We offered a solution that was able to deliver the results they were expecting. Less hardcopy printing, easier organization, and automated expiration tracking were among the key reasons Impact’s solution was chosen. Another key benefit for the customer was using an add-on that was able to show the quality control team what documents were missing, saving hours of manual tracking weekly. Even though Impact’s solution was the most expensive, it was easily justified due to Impact’s document impact assessment process that identifies the cost of the current process.

How long did this sale take to close and the sale?

DeGeorge: Ninety days from start to end. We engaged with the CFO first for C-Level commitment. He then pointed us in the direction of the quality control group who had the most immediate need. This installation has the ability to quadruple in size as the solution expands to other parts of the company.