Vancouver, BC, August 13, 2002
XTRA Lease selects Pivotal to improve sales and marketing effectiveness and enhance customer service
— Pivotal Corporation (Nasdaq: PVTL; TSE: PVT), the leading provider of sensible customer relationship management (CRM) software for mid-sized enterprises, today announced that XTRA Lease, a division of XTRA Corporation, and one of the largest trailer leasing companies in North America, has selected Pivotal to enhance customer service by personalizing sales and marketing activities. XTRA Lease will use Pivotal to set a new standard of personalized customer service in the transportation industry.
“Building personalized relationships with our customers has always been at the heart of our business – we’ve selected Pivotal because it is the most flexible and cost-effective way for us to achieve a new level of customer service across our organization,” said Kathy O'Leary, vice president of marketing, XTRA Lease. “In order to retain and gain new customers, we must be able to track their leasing behavior, predict their needs and immediately respond to last minute requests. Pivotal helps us get the right trailer to the right person at the right time.”
Serving customers across North America, XTRA Lease provides a fleet of 90,000 dry and temperature-controlled vans, chassis, flatbeds and storage vans to meet the broad transportation needs of its customers. With more than six hundred professionals across ninety branch locations, customers are guaranteed service when and where they need it. The company is 100 percent committed to localized customer service – its focus is on each individual customer, at each branch location.
According to Kathy O'Leary, “In our forty year history, we have evolved this company significantly and are constantly changing to adapt to new market conditions and trends. Now, our goal is to further our history of customer service excellence by using technology to personalize sales, marketing and service for each of our unique customers.”
Personalizing the Sales Experience
XTRA Lease will use Pivotal to improve sales effectiveness, revenue forecasting and communication consistency by building comprehensive customer profiles that allow the company to gain insight into each customer’s specific leasing needs and preferences. Sales professionals will have immediate access to customer information including, type of lease (short-term, or long-term), reason for lease (peak season, extra inventory, or emergency), trailer preferences, and product/goods specialization. Leveraging this critical customer information, sales professionals will be empowered to conduct highly personalized interactions with each customer -- and meet their need with speed and intelligence. Pivotal also empowers sales professionals and managers with the tools to accurately manage pipelines and automatically generate quotes and proposals.
Target Marketing – Driving the Bottom Line
XTRA Lease will also leverage Pivotal’s marketing capabilities, which include customer segmentation, campaign management, collaborative marketing action plans, campaign execution and lead tracking. Using Pivotal Marketing, XTRA Lease will maximize profitability by creating personalized marketing campaigns designed to improve customer acquisition, increase customer retention and capture up-selling and cross-selling opportunities.
XTRA Lease will leverage Pivotal’s marketing analytic capabilities to better understand customer needs, preferences and behavior. By cost-effectively profiling and segmenting its customer base by type, cargo and location, XTRA Lease will create highly targeted marketing campaigns to more efficiently serve customers and analyze the success of each marketing initiative. For example, the company will now have the ability to design campaigns specifically targeted to three customer types: rental customers -- those requiring extra trailers during peak seasons, or for emergency loads; long-term leasers – those needing to spend capital on something other than trailers; and trial leasers – those interested in evaluating new transportation technology before making an expensive purchase. By interacting with customers in ways that reflect a complete understanding of their needs and preferences, XTRA Lease will improve revenues, margins and customer loyalty.
According to Bo Manning, president and CEO, Pivotal, “XTRA Lease is one of the largest trailer leasing companies in North America because it offers world-class customer service – a key competitive differentiator. To further its mission of customer excellence, XTRA Lease has selected Pivotal to cost-effectively personalize the sales and marketing experience. Pivotal is helping companies like XTRA Lease realize significant business results by improving and enhancing the customer experience.”
Pivotal Corporation is the only CRM company that is 100 percent purpose-built to serve the unique requirements of mid-sized enterprises. Pivotal delivers software and services designed to produce meaningful increases in revenues, margins and customer loyalty for companies and business units in the revenue range of $100 million to $3 billion. More than 1,500 companies around the world use Pivotal including: CIBC, Centex Homes, HarperCollins Publishers, Hitachi Telecom Inc., Premera Blue Cross, Royal Bank of Canada, Southern Company, and Vivendi.
Pivotal's complete CRM software suite includes capabilities in marketing, sales, service, contact centers, partner management and interactive selling. For more information, visit www.pivotal.com
This release contains certain forward-looking statements that involve a number of known and unknown risks, uncertainties and other factors that may cause actual results of events to differ materially from those anticipated in our forward-looking statements. Factors that could cause actual results to differ materially include: rapid technological changes in the industry; volatility in the market price of the company's common stock; the company's ability to successfully manage its growth; the ability to maintain and grow successful third party relationships, to improve current products and develop new products, to adequately protect the company's proprietary rights, and other factors as described in the company's SEC filings. Although we believe that the expectations reflected in our forward-looking statements are reasonable, individual results may vary, and we cannot guarantee future results, levels of activity, performance or achievements or other future events. Moreover, neither we nor anyone else assumes responsibility for the accuracy or completeness of forward-looking statements.