Partnership Success Story: Material Handling

HODGE.

PARTNERSHIP HIGHLIGHTS

CRM
  • 90% repeat business
  • 100% certified resources
  • 97% projects within budget
  • 12+ certifications
  • 260 completed projects
 

CUSTOMER TESTIMONIAL: Michael Fullan, Director, Information & Experience

"Concept has been instrumental in helping us innovate on the Salesforce platform. Not only do they build exactly what we need to implement new processes on the platform, but they are a constant sounding board as we look at everyday business challenges."

ABOUT HODGE

Hodge is a family-owned and operated material handling and logistics company headquartered in Dubuque, IA. The company provides services including material handling equipment sales and service, third-party logistics & warehousing, and real estate development. With 60 years of experience, Hodge employs over 800 employees across 5 states – Iowa, Illinois, Wisconsin, North Carolina, and Georgia.

 

PARTNERSHIP CHALLENGES & SOLUTIONS

PARTNERSHIP CHALLENGE #1:
Hodge experienced difficulty with managing new and used equipment purchases, rental requests, and overall equipment needs for clients. Tracking and communicating across many departments lead to challenges with visibility and ordering.

CONCEPT SOLUTION:
IMPROVE COMMUNICATION & INVENTORY VISIBILITY
Improve:

  • the back and forth communication,
  • the search for available equipment in the dealer's current inventory, and
  • the search for equipment outside of the dealer's inventory.

Concept developed a used equipment tool that brings all moving parts of the used equipment process into a centralized spot in Salesforce. Customers are presented with suitable new, used, or rental equipment options by Hodge faster than the competition.

 

PARTNERSHIP CHALLENGE #2:
While conducting business operations, Hodge lacked visibility into key marketing intelligence and the ability to allow multiple sales reps account access.

CONCEPT SOLUTION:
IMPLEMENT MATERIAL HANDLING ACCELERATOR & TERRITORY MANAGEMENT
Concept implemented material handling accelerator and territory management solutions into Hodge’s CRM. These solutions help capture relevant data points that will help build a strong pipeline and ensure access for visibility managing parts or service sales.

 

PARTNERSHIP CHALLENGE #3:
Hodge’s process for customer demo requests and credit applications were being done on paper and certain departments within the organization lacked visibility into the process.

CONCEPT SOLUTION:
CREATE STREAMLINED PROCESS & TECHNOLOGY FOR CREDIT APPS & DEMO REQUESTS
Working with management and division leaders, Concept and Hodge developed a process that streamlined demo requests and credit applications. The credit application was built within HubSpot and contacts can then be imported in Salesforce. Demo requests were automated, and the appropriate branch managers could handle approvals. To simplify the management of the process for the service coordinator, Concept created reporting to show the delivery and pick-up schedule of all demo equipment.

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