As a result of acquisitions, U.S. Xpress Enterprises had a
patchwork IT environment, made up of numerous, disparate systems. To gain visibility
into its nationwide operation as well as the operations of its affiliate
companies, the trucking giant established an enterprise data warehouse and
implemented Microsoft Dynamics CRM. The enterprise CRM solution facilitates
end-to-end processes across strategic planning, bidding, sales, and marketing.
Today, with Microsoft Dynamics CRM in place, U.S. Xpress Enterprises has
streamlined preparation for sales calls, enabling the company to recover as
much as $350,000 a year in lost-opportunity costs. The company has realized
improved sales productivity and reduced IT support costs by tens of thousands
per year, while improving its closure rates on new business.
"Over the course of the year, each salesperson was applying
around $10,000 worth of their time gathering customer information. Now, with
Microsoft Dynamics CRM, we have that time back, know our customers even better
than before, and can reapply the lost-opportunity costs of around $350,000 to
reaching out to new prospects," says Bob Poulos, Vice President of Sales and
Marketing, U.S. Xpress, Inc.
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