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SERVICE

CASE STUDY

Industry: HVAC
Location: New York
Year: 2016 - Present

PROJECT RESULTS

Revenue grew from $5M to $12M in a single year

SITUATION

HVAC firm servicing the New York metropolitan area losing critical sales opportunities due to lack of CRM system and quoting automation.

CHALLENGES

• Experienced a failed CRM implementation due to budget overrun
• Deal close rate was low (4-5%), due to slow quote turnaround times

SOLUTIONS

• Implemented customized SUGAR CRM, on time and on budget
• Created a single fully-integrated web app that runs on iPad for the whole quoting process
• Developed an algorithm based on historic and current projects
• Features include emailing the quote to the customer immediately along with the survey
• Real-time accurate representation of cost and profit

DEAL CLOSE RATES WERE INCREASED TO 40%

from around only 4-5%

TURNAROUND TIME FOR QUOTES WERE REDUCED TO A NUMBER OF MINUTES

from a number of days

LABOR INVOLVED IN CREATING THE QUOTE WAS REDUCED TO 15 MINUTES

from previous 1-2 hours

LABOR INVOLVED IN PROCESSING THE QUOTE WAS REDUCED TO 5 MINUTES

from 45 minutes

AVAILABILITY WAS INCREASED

employees no longer need to be in the office to create and review quotes, and can use mobile devices to do so