How Marinetrans increased yearly revenue by an average of 10%

Interview with Marius Heyerdahl, European Sales Manager at Marinetrans

Founded almost three decades ago, Marinetrans is a company that does logistics for the marine industry. Marinetrans already has 22 warehouses, 9 offices in three continents and 2,000 port alliances around the world.

Marius Heyerdahl — the European Sales Manager says, “We have a little niche inside the shipping market where we do the logistics of ship spares.”

He explains, “The customer asks us to pick up their spares in any part of the world. We take spares into our warehouses and then we store it for as long as they need. Once the customer gives us the thumbs up to ship it, we do that with the documentation, air freight or sea freight or whatever that may be.”

“When I came here six years ago, the only kind of CRM system I was given was a spreadsheet with all the clients. I worked with it for a year or two and then I got sick of it because it wasn’t internally good between the offices.” From there, Marius started browsing the web and testing out different CRMs for logistics.

When Marius stumbled across Kommo, he recalls, “My first impression was that Kommo is easy to handle, easy to put in new clients and track them. I was looking for a solution that would allow me to place all my notes, prospects and clients in one place online.” Marius adds, “At the same time, I wanted this information to be accessible to my Managing Director so that he could see what I’m working on.”

“I definitely saw a potential in Kommo that could bring sales on a global scale,” he says.

Marius explains, “We’re not a ‘phone’ company where sales depend on how many calls and follow ups you make per day. Our average sales cycle is very long. It can take one or two years before we actually win a sale.”Although he hasn’t utilized most of the Kommo’s features and has only scratched its surface, he finds the business card scanner and Tags extremely useful for his workflow.

If you were doubting that business cards are still alive, Marius proves the opposite: They still remain to be one of the fastest ways to hand someone your contact details. “I travel a lot and attend many exhibitions. I meet all kinds of people and at the end of the day, I end up with a bag of business cards,” he says.

However, instead of inserting everything manually into a CRM, Kommo gives you the option to digitize new leads, contacts and companies. Indeed, Marius highlights, “The business card scanner in Kommo is a very easy tool to create leads.”

With a snap of a picture, Kommo automatically recognizes the information on a business card and imports it to the account. “It’s better just to take a picture with the app — Kommo attaches all the information to existing clients that we can start working with.”

Another convenient way when it comes to managing leads and contacts is the tags. In Kommo, tags are an intuitive way to sort your leads according to different attributes.Marius has even created three tag rules in Kommo:

• If it’s a prospect or a client
• Location of the company (for example Oslo, Athens, Hamburg)
• The office tag (for example MT-Oslo, MT-Japan, MT-Singapore)

After implementing a CRM for logistics, Marinetrans’s average sales revenue has improved. “With Kommo, our average sales revenue increased by 10%. This is good growth, especially for our business. It’s healthy growth,” Marius says.

He adds, “Since I started using Kommo, sales have been going up every year. It definitely makes our business more efficient and gets me back on track with my prospects.”

✅Kommo is a pioneering Messenger Based Sales CRM software that helps businesses achieve more sales and create long-lasting relationships with their customers. It is a tool that enables companies to reach better results and increase their profits.