“Geopointe makes things much more manageable. It gives people a realistic approach to how their accounts are laid out. It’s not as overwhelming as they thought.”
– Richard Fitzpatrick, Vice President
Founded in 1912, Kreussler, Inc. is a family-owned textile chemical company that specializes in detergents and cleaning agents for professional and industrial laundry applications. The company is headquartered in Germany with North American operations in Tampa, FL.
To make sure customers are getting the most out of their cleaning solutions, Kreussler employs technical sales reps who are charged with visiting strategic accounts and helping them maximize their use of each product. Reps are also responsible for visiting a minimum number of prospects each week.
Before Geopointe, there was no set process for how reps would plan routes. Some reps used Google Maps to create static maps based on Salesforce data sets while others relied on muscle memory to visit their VIP accounts. “It was a very poor and inefficient process,” says Richard Fitzpatrick, Vice President. “From a management point of view, it was a rabbithole.”
Additionally, sales reps schedule field visits based on an internal scoring hierarchy. High-priority customers, for example, receive multiple visits per quarter while low-priority customers receive multiple visits per year.
Kreussler created a service cadence within Salesforce that scores customers based on revenue information — but it wasn’t easy to control or navigate seamlessly within the CRM. “Salesforce has been helpful, but we lacked the routing and visualization of our account base,” says Fitzpatrick.
They needed a mapping solution that allowed for customization and easily integrated with their CRM. As a Salesforce-native application, Geopointe checked these boxes and then some. Fitzpatrick was drawn to the mapping solution for its ease of use, control settings, and shape building capabilities.
Looking ahead, Fitzpatrick is excited to see how consistent usage of Geopointe will impact his team’s drive time. He hopes to see a significant dip in logged miles due to efficient routes.
“We’re spending $300,000 on mileage each year, much of which is inefficient miles. If technicians were able to plan their weeks in advance, they could reduce the miles they drive and the time away from home 20 – 25%.”
Thinking about adopting a geolocation solution for your sales team? Fitzpatrick emphasizes that “involvement is key.” If you decide to implement new technology in a vacuum, your team won’t be bought into the new tool. “Get your team involved early on,” says Fitzpatrick. “It helps establish ownership and will drive success.”