introducing first freight crm 2015 tcv1
TRANSCRIPT
firstfreight.com
We’re Making International Freight Sales Easier
First Freight CRM
1350 Abbot Kinney Boulevard
Venice, California 90291 USA
firstfreight.com
firstfreight.com
Powerful - Simple - Cost-Effective
Tailored for Your Service Offerings, Industries, Sales Stages,
Global Sales Management Hierarchy & More
Simple CRM = Better Data = Better Decisions
Freight Sales Reps & Managers Collaborate to WIN
Developed Exclusively to Improve Sales Results
for Leading, Global Freight Sales Organizations
firstfreight.com
CRM Admin – Built for Global Freight Sales Mgmt
CRM Admin Role:
Initial Set-Up, User Management, CRM Help & Support
firstfreight.com
Add / Edit Services
Add / Edit Industries
CRM Admin – Built for Global Freight Sales
• Region Manager (Europe, Asia, Americas, etc.)
• Country Manager (USA, China, Korea, Belgium, etc.)
• District Manager (East USA, West USA, North China etc.)
• Station Manager
• Sales Manager
• Sales Rep
firstfreight.com
Sales Management Hierarchy for Global Forwarders
Step 1 - Add Leads
Step 2 - Add Opportunities to Leads & to Accounts
--Forecast Volumes (Air, Ocean, Road)
--Estimate Revenue & Profit
--Add Origins & Destinations
Multiple Lanes May Be Added
Step 3 - Add Activities Like Calls & Meetings
firstfreight.com
CRM Sales Workflow
firstfreight.com
Simple CRM = Sales Data is Captured (in any language)
Step 1: Add Leads
Is Lead Company
Primarily a Shipper
or a Consignee?
Import, Export
or Both?
firstfreight.com
Simple = Sales Data is Captured
Step 1: Add Leads
Is Lead Company
Primarily a Shipper
or Consignee?
Do they mainly do
Import, Export or Both?
firstfreight.com
Use FILTERS
Click on any Lead -
Lead Details Screen Appears
Leads Appear in Active Leads List
firstfreight.com
Dual Purpose of CRM:
LEADS:
Create NEW Business
ACCOUNTS:
Grow Existing Business
Freight Sales
Reps Add
Opportunities
to Both LEADS &
ACCOUNTS
Step 2 - Add Opportunities
Enter
Commodities,
Competitors
(if known) &
Dates Involved
in the Opportunity
firstfreight.com
Add Comments if Desired & Click ‘Add’ button
to go to Opportunity Screen #2
Step 2 - Add Opportunities
Most Important: Add LANE DETAILS
• Estimate Volumes
• Forecast Revenue & Profit
• Add Origins-Destinationsfirstfreight.com
Step 2 - Add Opportunities
firstfreight.com
Step 2 - Add Opportunities
Add LANE DETAILS:Select Service, then:
--Estimate Volumes
--Forecast Revenue & Profit
--Add Origins-Destinations
firstfreight.com
Add Multiple LANES to Opportunities
firstfreight.com
Step 3 - Add Activities like Calls & Meetings
firstfreight.com
When Activity is done, Check “Completed” box; Activity goes into History
Step 3 - Add Activities
firstfreight.com
Name of your document.
Upload from your desktop or C:Drive.
Easily Attach Documents to Opportunities; Quotes, S.O.P.’s
When you have WON an Opportunity at a LEAD,
Indicate WON on Sales Stage
firstfreight.com
Opportunity WON at LEAD, then CONVERT LEAD to ACCOUNT
Go to Original LEAD (Company)
Click Convert Lead button
firstfreight.com
Opportunity WON at LEAD – CONVERT LEAD to ACCOUNT
firstfreight.com
CONVERTING a LEAD to an ACCOUNT
Congratulations!
Your Lead (Company) now appears in ACCOUNTS List
All WON Opportunities at both
Leads & Accounts can be seen in
Opportunity Reports
firstfreight.com
CONVERTING a LEAD to an ACCOUNT
LEADS
firstfreight.com
Add & Pursue Opportunities at Both LEADS & ACCOUNTS
ACCOUNTS
OPPORTUNITIE$
Reps Pursue Opportunities
through the Sales Stages;
from Qualifying to Negotiation
to Final Negotiation to WON
Reps Forecast
Volumes, Revenue /
Profit and Origins /
Destinations; Multiple
LANES if Desired…
convert to
LANE DETAILS:
--Estimate Volumes
--Forecast Revenue & Profit
--Add Origins-Destinations
firstfreight.com
Station Managers, Sales Managers –
Forecast LANE Information is Required
• Reports Show All
Freight Sales
Activities &
Performance
• Reports May be
Exported to .pdf or
Excel
firstfreight.com
Built-In Freight Sales Reports with Filters
• Shows All Air Freight Deals and TONNAGE by Sales Rep, Sales Stage, Decision Date & More
• Filter by Station or by Origin / Destination, by Shipper, etc.firstfreight.com
Air Tonnage Opportunities Report
firstfreight.com
Ocean TEU Opportunities Report with Filters
• Shows Forecast Ocean TEU Volumes, Revenue & Profit
• Filter by Sales Rep, by O / D, by Industry or by Shipper, Consignee
• Filter by Decision Date
Ocean TEU Opportunities Report
firstfreight.com
• Shows All Opportunities in a Date Range
• Shows Origin / Destination and Expected Decision Date
• Filter by Sales Rep, by Station and/or by Created Date
Opportunities By Created Date Report
firstfreight.com
Activities by Date Range Report
firstfreight.com
To Access, Click Support button on any Screen in CRM
Getting Started:
--Adjust My Settings
--Change Password
CRM Sales Workflow:
Step 1 - Add Leads
Step 2 - Add Opportunities to
Leads & Accounts
Step 3 - Add Activities
CRM Help & Support Center
firstfreight.com
Coming Soon
Mobile CRM for International Freight Sales Q3 2015
firstfreight.com
Mobile CRM: Friendly Ui / UX, Easy Navigation, Dashboards
firstfreight.com
Mobile CRM
• Online and OFFLINE Access to CRM from any iOS or Android Device
New Features & Functionality – Adding More Value
firstfreight.com
Mobile CRM – Add / Edit CRM Data on the Go!
• Add / Edit Contacts, Leads, Accounts & LANE Details
• Mobile CRM Access Anywhere, including OFFLINE
firstfreight.com
Coming Soon
• API’s Q3 2015
-Integration with TMS, Operations Systems and
third-party apps
-Integration with Quoting/Rating system
New Features & Functionality – Adding More Value
• Freight Quoting/Rating Integration Q1 2016
-Quotes = Opportunities
firstfreight.com
Powerful - Simple - Cost-Effective
• Less Cost, More Real CRM Value for Int’l Freight Sales
• Developed, Sold & Supported Directly
• Better Program, Better Business Model vs. Resellers of
Salesforce, MS Dynamics, SugarCRM, Oracle, etc.
• CONTACT: [email protected]
• Private Demo via Videoconference
• Subscribe to First Freight CRM
• With CRM Admin: Set-Up Services, Industries, Stations,
CRM Users & Sales Management Hierarchy on CRM Admin Panel
• CRM Training Timeline & Rollout
The Future of CRM for International Freight Sales