Benco Dental Case Study
Company Size
1,000+
Region
- America
Country
- United States
Product
- Resco Mobile CRM
- Resco Mobile CRM Studio
Tech Stack
- iOS
- Android
- CRM 2011
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Customer Satisfaction
- Productivity Improvements
Technology Category
- Functional Applications - Enterprise Resource Planning Systems (ERP)
- Functional Applications - Remote Monitoring & Control Systems
Applicable Industries
- Healthcare & Hospitals
Applicable Functions
- Sales & Marketing
Use Cases
- Remote Asset Management
Services
- Software Design & Engineering Services
- System Integration
About The Customer
Benco Dental is the largest privately owned full-service dental distributor in the United States. The company has 1,400 associates and showrooms in 37 states, covering the majority of the country. Benco sells and services everything that a dental office would need, from consumable products to large dental equipment and everything in-between. The company's sales force is highly mobile and always on the move, with a typical sales representative visiting up to 10 to 15 offices per day.
The Challenge
Benco Dental's sales force is highly mobile, with a typical sales representative visiting up to 10 to 15 offices per day. Quick access to CRM is crucial for them to provide the best service to the customers they are visiting and to the customers that are contacting them during the day. However, because Benco covers most of the United States, there are some areas that don't have wireless coverage. Therefore, having the information stored offline was also key. Benco evaluated three other Mobile CRM vendors before Resco, but found them to be more complex to set up, requiring additional servers and databases, and equally hard to administer. The other solutions didn't support iOS and/or Android, and were still struggling with some of the changes from CRM 2011.
The Solution
Resco was the fourth Mobile CRM vendor that Benco evaluated. Unlike the other solutions, Resco did not require additional servers and databases and was not as complex to set up or administer. Resco also supported both iOS and Android, which the other vendors did not. In addition, Resco provided Benco with its Resco Mobile CRM Studio, a sophisticated tool that allowed Benco to customize the application to the way their sales representatives work. This was a significant advantage for Benco, as it allowed their sales representatives and Equipment Specialists to maintain relationships with customers for consumables and services, and work on large sales opportunities for dental equipment.
Operational Impact
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