Time/Warner uses CRM to manage explosive growth
CRM is the core automation tool for managing 80 Time, Inc. titles and over 200 outside client titles.
It’s a volume most publishing firms only dream of, and yet, Time/Warner handles it smoothly and efficiently utilizing far less staff members than you would think. Their 280+ titles are smoothly automated through CRM management at all delivery points in the sales and fulfillment process.
“Sage SalesLogix helps us collect and analyze significant amounts of data so we can manage 180 wholesale distribution points, maintain chain and store sales, and measure ourselves against the competition,”; said Frank Bellizzi, vice president of sales support management for Time/Warner Retail Sales & Marketing.
In addition, 200 Time/Warner sales representatives use their CRM solution from the field via remote laptop synchronization. Users can track sales, including product movement by title, store and display type, as well as the volume of chains and retail outlets each wholesaler services.
Plans are currently in the works for extending Time/Warner’s CRM capabilities by deploying SalesLogix Mobile for its field staff. Customizations such as barcode technology will help with display management and sales information via a hand-held device.
