Steel Enquiry-to-Quote on Zoho CRM, with GPS-Verified Field Visits
A CRM built around grade, tonnage and supply condition, and a field team whose visits are now verified rather than reported.
A steel-specific quote pipeline and GPS-verified field visits, reported on across 29 standard reports
Mukund Ltd (Bajaj Group)
India
Zoho CRM sales automation with a custom visit management system and SAP HANA integration
Three phases, ending with SAP HANA integration
Client overview
Mukund Ltd, part of the Bajaj Group, manufactures steel and industrial products for domestic and export markets.
Business challenges
Steel is not sold as a catalogue item. An enquiry carries grade, size, tonnage and supply condition, and a standard CRM record has nowhere to put any of it.
- Enquiry detail that mattered technically was being kept outside the system
- Quotes rebuilt each time rather than generated from the enquiry
- Field visits reported by the person who made them, with no verification
- No consistent reporting across the sales structure
What they needed
- A pipeline that holds the technical attributes of a steel enquiry
- Quote documents generated from that data, in a consistent format
- Field visits recorded with location and time, and measured against plan
- Reporting that matches how the sales organisation is structured
- A route to SAP HANA once the CRM foundation is proven
Our solution
Kelevo built the CRM around the way steel is actually quoted, and added a custom visit system for the field team.
- Enquiry to Deal to Quote pipeline carrying the fields the business needs: grade series, size and length, tonnage, supply condition, and domestic or export zone
- Visit Management System built inside Zoho CRM — GPS automatic check-in and check-out, scheduled versus completed tracking and punctuality reporting, all on mobile
- Role hierarchy mapped to the sales structure, with quote PDF templates and around 29 standard reports
- Phased delivery — core CRM and visits first, full CRM and proposals second, SAP HANA integration third
Key features delivered
- Steel-specific enquiry fields Grade, size, tonnage and supply condition on the record.
- Quote PDF templates Generated from the enquiry, consistent every time.
- GPS check-in and check-out Visit location and time captured automatically.
- Scheduled versus completed Planned visits measured against what happened.
- Punctuality reporting Field discipline made visible to managers.
- 29 standard reports Built once, used across the hierarchy.
Business impact
29
Standard reports delivered
3
Delivery phases
GPS
Verified field check-in
SAP HANA
Integration in phase three
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