Bert & You structures and develops its sales performance with Efficy CRM

For more than 50 years, the Bert & You Group has been supporting its customers with tailor-made and innovative logistics and transport solutions.

As a national specialist in TRM and logistics, the company has developed strongly in recent years.

To support its growth strategy, the group has chosen to integrate CRM into its business tools. With more than 1650 employees and 60 agencies in France, CRM has become the company’s collaborative platform and the sales force’s business tool.

The CRM allows us to centralize all our customer knowledge for reliable and shared information. The solution accompanies our sales representatives every day in the development of their activity.
Corinne Bonnet
Head of the customer research department and sales administration

Bert&You key figures

  • picto
    25
    users
  • picto
    3
    months of deployment
  • picto
    350 000
    m2 of storage space
  • picto
    2850
    vehicle registration documents

Structuring business processes

When I arrived as head of the customer satisfaction and sales administration department, the group was growing rapidly. One of the first tasks was to structure the organization and processes of the sales team to increase efficiency in the processing of tenders.

In a sector as competitive as transportation, sales cycles can last several months or even several years, margins are reduced and commercial pressure is very strong. An adequate analysis of the client/prospect’s needs and the commercial follow-up of the latter are determining factors in winning a contract.

The Bert & You Group then launched its CRM project with two strong challenges:
– Consolidate information to gain visibility and efficiency in the management of its teams. The objective: to have reliable and updated information in real time for a clear analysis of the performance via automated dashboards.
– Simplify the monitoring of activity with a distribution and a fine and shared visibility of actions.

CRM to manage sales performance

The Efficy solution has become the daily work tool of the sales team. While at the start of the project some of the team was reluctant to use a solution that was falsely associated with the “monitoring” of activity, today they are completely on board.

The support of the management and the integration of the tool in the center of the animation and the processes of the commercial activity, allowed to quickly convince on the benefits of the solution. The CRM allows the teams and management to follow the progress of the files with a quick vision of the pipeline and the objectives.

360° vision and process simplification

The administrative workload of the sales team has been greatly reduced thanks, for example, to the integration with the Corporama solution. With just a few clicks, sales representatives can import information about companies and their activities (legal information, solvency, press releases, etc.). They avoid unnecessary re-entries.

Thanks to the Marketing module, they also have the ability to communicate regularly and automatically with their customers. With portfolios of 200 to 300 customers, sending mass communication such as end-of-year rate increases suddenly becomes much easier!

CRM has also improved collaboration between departments, with use extended to other support functions, including legal and litigation.

The CRM complements the TMS

In our business, the TMS is the business tool par excellence. Its integration with the CRM was therefore a prerequisite for the success of the project. Due to our external growth strategy, we now operate with 4 different TMS. The CRM brings up the information from each one and thus centralizes the follow-up of the customer activity. The sales representatives are able to manage the entire prospecting process thanks to the CRM, but they also find the follow-up information and are alerted in case of unpaid invoices, incidents of merchandise disputes or transport damage, for example.

Other references

  • Lahaye Logo
  • Malherbe Logo
  • Astre Logo
  • Prévote Logo

Our other references

13,500 customers and more than 330,000 users use Efficy Group’s solutions