Company Size: +/- 70 Employees
Prophet CRM User Since: 2011
Tyoga Container Company got its start in the corrugated packaging business in 1970. As a Pennsylvania-based, privately held family company, Tyoga’s success early on was tied closely to the economy of the Northeastern United States. As the economy of that area hit troubled times, Tyoga diversified into four divisions that allowed it to expand nationally. The company currently has divisions serving corrugated packaging, packaging supplies, flexible packaging, and transit protection products. But diversification, growth, and geographic expansion didn’t come easy — and each presented new challenges for the company along the path to success.
Charlie, the company’s President, has been with Tyoga since 1998. During Tyoga’s diversification and spread in the U.S., Charlie realized that he needed a better way to track and monitor sales activity of new accounts. One major challenge was that Charlie’s sales team spanned the spectrum in each person’s comfort level and expertise with using technology. He needed to find an application that all of his employees, regardless of their technical level, could adopt and use long-term. “Ideally,” Charlie said, “we needed an application that looked and felt like something my team was already familiar with.”
As is true of many businesses today, one application that his team already knew and used every day was Microsoft Outlook. Charlie was intrigued at the possibility of transforming Outlook’s rudimentary contact management functionality into a full-featured CRM system to manage his sales activities. After seeing a demo of Prophet CRM in 2011, Charlie recognized that a CRM program embedded in Outlook was the right answer for his team—it would be easy to implement and adoption wouldn’t be much a problem.
Today, Tyoga Container Company uses Prophet CRM for tracking all new business opportunities. Charlie says that “Prophet has been most beneficial in helping create a better sales process for my team.” Using Prophet’s highly flexible and easy-to-use GridView feature, Charlie uses Prophet to quickly query, filter, and sort datasets that he needs. He then uses Prophet’s quick export feature to load the data into Excel, where he can easily analyze each team member’s performance in detail.
These reports allow Charlie to provide direct feedback to each salesperson, and have created an environment of improved focus and accountability among employees of the company. “Each salesperson is like their own business,” Charlie explains. “I tell them to look at their business, understand their business, and take responsibility for it. Prophet helps each of us do just that. It keeps us focused so we don’t get lost in the day-to-day. In our business, it is grow or die. And Prophet helps us grow.”
HOW TYOGA USES PROPHET