GroupLink ContactWise - Novell GroupWise CRM

Cascades Inc., Cascade Tissue Group

Background

Cascade Tissue Group is the arm of Cascades Inc. that supplies paper products to thousands of companies in the United States and Canada. Cascade Tissue Group represents 2,400 of Cascade Inc.’s 12,000 employees. CTG’s sales are centered on the efforts of their traveling sales-force.

The Problem

Cascade Tissue Group’s sales-force is centered on their 40 traveling sales-reps. These representatives are constantly making, and maintaining contacts all over the United States and Canada. The ability to maintain accurate and detailed information regarding each and every contact was eluding them. Salespeople had to rely on their own paper system to ensure specific contact information.

In order to maximize efforts, and ensure client satisfaction CTG needed a database that held information for all of their many clients. They were operating on a system that entrusted the sales-personnel alone to oversee and follow-up with each of their existing and prospective accounts. CTG salespeople had their own records, but there was no means of integrating everyone’s information to supply a company record. Everything was done on an individual level; there was nothing for “team sales.” Despite the best efforts of their staff, CTG was falling short in the area of contact management.

The Solution

Through the integration of GroupLink’s ContactWise, CTG has created a contact management tool that greatly enhances the efforts of its sales staff, as well as facilitating increased productivity in all contact related areas.

The seamless integration of ContactWise with Microsoft Outlook and Novell GroupWise allows CTG to leverage their existing investment, while enhancing sales efforts and ensuring excellence in contact management. Serge Leboeuf is the Network Administrator for Cascade Tissue Group. “Prior to the implementation of ContactWise we had no means of viewing the progress on any particular lead. Regarding leads where there was no sale made, we had no way of documenting why, or how the sale failed. For future business the need to measure and adjust our approach according to contact response is crucial, and that information had been completely unavailable to us,” said Mr. Leboeuf.

“We looked at many options to improve our contact management. We tested several different applications before we located GroupLink’s ContactWise. We found with ContactWise the ability to easily integrate exactly what we needed into our established and successful Novell system,” said Mr. Leboeuf. “Our ability to track and analyze sales efforts has opened up to us like never before.”

Conclusion

Cascade Tissue Group, through the implementation of GroupLink’s ContactWise, has taken a non-functional paper system for managing contact information and transformed it into a full-functioning contact management tool. Where once vital contact information was, at best, being kept by individual salespeople, now CTG has a database that contains and maintains crucial client and contact information. The ability to record and access contact information on the large scale is extremely important for present and future business. Cascade Tissue Group is maximizing sales efforts, increasing productivity, and generating revenue through the use of GroupLink’s ContactWise.