CLIENT SPOTLIGHTMOTION & FLOW CONTROL PRODUCTS, INC.
“In our industry, where the number of products is in the hundreds of thousands, being able to have an expert on-site ready to chat and provide information is invaluable. It’s more than just providing customer service; it’s solving problems quickly in an industry that’s not known for being agile.”
-RACHEL HAMPTON, DIRECTOR OF DIGITAL GROWTH
MFCP increases sales and attracts new clients with innovative solutions
Motion & Flow Control Products (MFCP) understands the value of providing exceptional customer service. For over fifty years, the company has served as one of the leading distributors of industrial fluid power, motion, and control solutions in the United States.
Clients across the western United States seek out MFCP for their expertise, drive, local industry knowledge, and above all, their steadfast commitment to the customer experience. This reputation was cemented over time as MFCP’s base of satisfied clients steadily grew, and becomes apparent from the moment MFCP representatives interact with both prospects and clients. According to MFCP, “our reputation for outstanding service, technical know-how, and best-in-class product lines is built every day by delivering what customers need, when they want it.”
About Motion & Flow Control Products, Inc.
Motion & Flow Control Products (MFCP) has served as a leading industrial fluid power, motion, and controls distributor in the western United States since 1960. MFCP has thirty stocking locations spanning from Alaska all the way down to New Mexico, and carries a diverse product offering that provides complete solutions for industries including aerospace, agriculture, forestry, manufacturing, military, pharmaceutical, and many more. The company was built from the ground up by six first-generation family businesses who came together with a shared mission: delivering what customers need, when they want it.
This iron-clad reputation serves MFCP well, but nine months ago the company was looking for new ways to remain competitive and further grow their reach and client base. During that time, the team also noticed that their website was not performing optimally. They began to experience issues including missed sales opportunities and low conversion rates.
To address these issues and refresh their overarching sales strategy, the MFCP team decided to overhaul their entire website. Part of this website revamp included the adoption of live chat software. MFCP had never before implemented live chat into their strategy and was ready to try something new. Peter Grimes (Marketing & Operations) sought out a chat solution that would mesh well with their current processes and client base. They turned to SnapEngage.
Their customer engagement solution needed to be flexible and have the ability to scale easily as the company grew. MFCP’s industry is defined by the distribution of thousands of varied and complex products. The MFCP catalogue alone consists of over 100K SKUs, and product sales range anywhere from $50 in value all the way up to $3-$4 million. Furthermore, MFCP sells to a diverse group of customers, including resellers, end users, and OEMs (original equipment manufacturers).
Chat streamlines processes and helps MFCP carry out their mission
Industrial parts distribution is an industry rooted in tradition and often takes a more classic approach to prospecting and sales. Many companies in this niche still rely heavily on word of mouth references, cold-calling, and face-to-face visits in the field. Peter and his team needed to find an effective way to balance these more conventional strategies with their new chat-focused approach to prospecting and sales.
The MFCP team was able to use chat agents to supplement the efforts of existing field agents, who manage 50-75 accounts each. The sales team currently includes six chat agents and there are plans to increase these numbers. Using priority tiers, the sales team routes incoming chats to frontline agents while keeping additional agents as backup for overflow chats.
SnapEngage has allowed MFCP representatives to begin transitioning away from phone support in favor of cycled chat schedules, which has resulted in lowered cost-per-interaction. The team plans to expand their e-commerce website shortly, and will soon ramp up their chat agent team size to accommodate for increased chat volumes and the resulting influx in leads.
Rachel Hampton, Director of Digital Strategy, notes that “chat reps are fans of the platform because of the quick engagement and ability to solve problems faster. In our industry, where the number of products is in the hundreds of thousands, being able to have an expert on-site ready to chat and provide information is invaluable. It’s more than just providing customer service; it’s solving problems quickly in an industry that’s not known for being agile.”
The MFCP team has also benefited from features such as co-browsing, which allow sales representatives to better engage with website prospects and guide them around the website. This ensures that sales consultants can provide a personalized, high touch customer experience to website visitors and address detailed questions throughout what can be a complex and confusing process.
The team also relies on proactive chat to automatically engage with website visitors based on targeted trigger metrics such as location, time on page, website URL, and more. In fact, the team has seen even more success with proactive chats than reactive chats and appreciates that proactive chat allows the sales team to engage with prospects efficiently.
Chat shortens sales cycles and provides a competitive edge
Surprisingly, Peter notes that many of MFCP’s competitors are not yet using chat on their website, and it’s clear that they are missing out on a valuable opportunity. Peter views chat as a “differentiator” and explains that it offers them a competitive advantage in the industrial parts distribution space.
“Nothing makes us happier than pairing our customers with the right products.”
-Peter Grimes, Marketing & Operations
Since implementing SnapEngage, MFCP has experienced impressive reductions in sales cycles. This can be noted by the dramatic difference between the average time to close experienced in live chat sales vs. field sales. For MFCP, traditional field sales take an average of eight weeks to an entire year to close. After implementing chat, Peter’s team began closing deals on chat in as little as 7 to 10 days. The results are even more impressive where knowledgeable, qualified prospects are concerned. These types of incoming chat prospects (who already know exactly what they need) often close in as little as a single day.
“We saw value in reducing sales interactions from two steps to down to one,” Peter recalls. Previously, interested prospects had to search for a phone number on the website and then set up a call, search online and find a location to visit, or fill out a form and wait for a response from a sales rep. Using chat “got the whole thing done in one fell swoop.”
This reduction in the sales cycle has resulted in increased revenue and conversion rates for MFCP. Most importantly, it has allowed MFCP to continue delivering the unparalleled customer experiences they are known for. “Nothing makes us happier than pairing our customers with the right products.”