Market Analyst
Dun & Bradstreet
Canada
Whisper Creek Log Homes
Background
Whisper Creek Log Homes was organized to fill the need for quality affordable recreational homes and primary residences. They are committed to delivering the highest quality log homes available in the marketplace at a price that is very affordable.
Chad Rawlings, Regional Sales Manager at Whisper Creek Log Homes, was responsible for recruiting dealers and assisting the dealers in closing new opportunities. He was also responsible also for forecasting sales to help managing inventories. However, there were no tools to allow him to accomplish this.
He introduced InsideSales.com to the Jerry Dunn, the CEO, and began a full implementation of the system throughout all aspects of WCLH. The goals of the implementation were as follows:
- Increase the visibility for the corporate group of the leads dealers were working on
- Centralize all communication and marketing documentation for the dealers
- Collect all agreements and contracts from dealer and customers
- Project the number of homes that were going to be sold, and when they were going to be built
- Manage customer service requests and the process of resolving those issues
- Assist in the inventory management based on sales forecasting
Strategic Implementation and Configuration
The implementation began with a planning meeting to define the how to configure the InsideSales.com system to accomplish the goals of the implementation. The InsideSales.com team worked with Mr. Rawlings to configure all aspects of the system. This included all of the custom fields and specific processes unique to the way WCLH does business. The InsideSales.com team then trained the different divisions of WCLH on how the automation their respective responsibilities using the system. Next, WCLH brought the dealers from all over the country and trained on how to use the system.
Results
The first immediate improvement noticed by the WCLH team was the increased visibility for both dealers and management into the sales pipeline. The InsideSales.com centralized company communications. The company created company email and fax templates available to all dealers. They had all phone, email and fax correspondence with customers stored in the system. This helped the dealers make a smooth hand-off to the implementation team. As a result, WCLH noticed a significant increase in customer satisfaction.
Each dealer managed opportunity in the InsideSales.com system. This allowed sales managers visibility into the oncoming deals, and made it possible to help dealers close more deals. And finally, because of the increased visibility into both dealer activities and the sales pipeline, WCLH was able to lower stock pile volumes, and therefore increased company cash flows.
Products Whisper Creek Log Homes is Using
