LeadMaster Newsletter – December 2009

The December edition of the LeadMaster newsletter.First, I’d like to wish all of our customers, business partners, friends and subscribers a happy holiday season and a prosperous new year.

This month I’ll share a success story from our friends in Hong Kong at the Hong Kong Delivery Company. For those who aren’t familiar with Hong Kong, it’s one of the world’s leading centers for business. The city’s financial sector includes offices of nearly 75% of the world’s top 100 banks. Hong Kong’s business infrastructure includes the world’s busiest sea and air cargo facilities. With that said, I hope you enjoy the article below.

The Hong Kong Delivery Company

Profile: In 1993 two entrepreneurs commenced operations with The Hong Kong Delivery Company as the Asian head office for Royale International Couriers. Since then the company has grown to more than 200 staff with operations in 14 locations across Asia and around the world. HKDC is the largest independent international courier company in Hong Kong.

Challenges: With offices in Hong Kong, mainland China, Singapore and Australia HKDC found that they had outgrown the Excel and paper-based system they used to track leads and manage their sales pipeline.

Significant time and sales admin resources were being dedicated to collating sales forecast information and statistics from across the region, massaging the data into meaningful reports and distributing them back to sales managers in the region as well as senior management in Hong Kong.

By the time the reports were completed much of the data was relatively old, and in their fast moving sales environment they provided limited value.

Solution: General Manager Scott Morson identified the need to change the way the sales team managed their portfolio of leads and accounts and selected LeadMaster as their vendor from a list of local and international vendors.

‘Hong Kong is an ideal location to base the company’s regional head office because of its open and internationally focused economy. Our office here acts as a regional coordination hub for the Royale Asia group,’ according to Scott.

Requirements: Morson went on to say, ‘Having a web-based system was very important to us because our sales teams are spread across many different locations and countries. We needed a real-time solution that could easily capture new leads and store them centrally. It was important too that the new system was very easy for the salespeople to use so that we avoided any user adoption issues.’

Staff from LeadMaster’s Hong Kong office engaged with Scott and his team to determine requirements and then created a solution to meet their needs.

‘Making a move to a new system was a very important strategic decision for the company,’ said founder and Director, Dean Locke. ‘We needed to radically simplify our front end sales lead management and provide real-time business intelligence dashboards to key staff.’

‘We were hopeful that we would see a fast ROI on our investment decision; however we were also keen to introduce simplicity and efficiency for the sales force. User adoption was swift and achieved with a minimum of fuss,’ said Locke.

Conclusion: ‘To date, the LeadMaster solution has exceeded our expectations. Early on we were delighted when one of our sales managers came to us to advise us that through the implementation of the LeadMaster solution they had discovered sales opportunities sitting in their pipeline that had previously not been visible to the team. They targeted those opportunities and quickly closed new revenue that provided an instant and significant ROI for the LeadMaster investment,’ added Morson.

A key aspect of LeadMaster’s philosophy is excellent customer support. ‘After 4 years of working with LeadMaster we are very happy with the level of support and continued engagement that we receive‘ said Scott Morson. ‘New features are being added all the time and we are constantly adapting the configuration of the solution to meet our ever changing business needs.’

According to David Mackey, CEO of LeadMaster Hong Kong Ltd, the SaaS solution model is a key to being able to provide this level of ongoing support and service. ‘Software-as-a-Service is an ideal method to deliver a software solution that can be continually adapted in real time to meet the inevitable changes in business needs,’ says Mackey. ‘If we had a deployed an on-premise solution then the degree of difficulty, cost and complexity of keeping all 14 different locations in sync would have been prohibitive.’

According to Scott Morson, ‘The LeadMaster solution has allowed us to transform our sales operations which means we can focus on our core business of delivering superior international courier services.’


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