Advanstar Communications

“We have increased the productivity of our sales people by just knowing how many calls sales reps make, who are they calling and if they’re reaching decision-makers."

-Bob Scale, Application Project Director

Customer Profile
 

In the past, sales and marketing representatives at Advanstar Communications Inc. (c), a worldwide business information company, used various contact management methods – including GoldMine, ACT, Excel and handwritten records. Without a centralized, coordinated contact management program, records were isolated with each representative, slowing productivity and hindering targeted, strategic sales and customer service for Advanstar, which serves specialized markets through 115 magazines and directories, 90 tradeshows and conferences, numerous Web sites, and a wide range of direct marketing, database and reference products and services. With publications and trade shows for approximately 11 unique industries ranging from beauty to automotive, Advanstar sales representatives needed up-to-date records for nearly half a million contacts.

Business Need
 

Moving forward, Advanstar plans to work with an external data vendor to ensure that all GoldMine contact records remain clean and current. Additionally, the company hopes to create more efficiency for remote sales representatives by synchronizing with handheld devices. Acts Automation will also assist in creating custom online video training, which will save Advanstar as much as $100,000 in consulting and travel costs per year.