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Two years ago - CIO, AMF Bowling Products representatives on good sales force automation (SFA) was the cause shivering at the mere mention. It is hard to beat, and the company's first attempt failed miserably.

AMF shoes back office software, sell everything for a bowling center representatives aerosol runs. You need to put your customers? Owners and managers of bowling centers in the U.S. 6000? And tools they already have. Knowing that the old customers return the ball or have not updated machines, automatic scoring helps them better focus on sales targets. AFS important first attempt of the company? Lotus Notes database, a number of domestic customer information? Quickly gained the wrath of sales representatives. "Sales staff are recorded in bowling with my laptop, and no apparent Spy Alley owners with which they tried to build trust with customers can provide this space., Notes on paper. But the 4-6 Bowling Center , after schlepping through representatives last, when they I my computer in my hotel at night, portable, and to turn it on for an hour to reach their sales register and a database was the type of equipment in each center Data entry was on a call., said Chris Keller, because it usually lasted 30-45 minutes, and sometimes respond to your notes from another two hours. the majority of representatives of frustration "at the end of two days we look for hours talking, "Long Island, New York-based AMF Northeast district manager and a veteran of 10 years for sales. Request was too heavy. We are sellers. We use your time is required to make money. "He does about three months left field grading system only half of the basement religious updated notes, and wear down over time., J. Buhl, Vice President of North American Sales said. In 1997, representatives of its often based Account? back to paper? systems for tracking customer data. As a result, "I do not know to get in touch with customers and know what the team was not out there," Buhl. said: "When a district sales manager The company left, we had no idea what is happening in this geography. "

Although the lack of a central database client was bearable, while the AMF growing global trade boom abruptly ended when the Asian markets fell in 1998. New equipment in Asia is now believed to AMF Bowling Center sudden development. The possession of an aggressive expansion campaign in two years, 125-415 AMF Bowling Centre's number in the United States, the largest owner and operator of bowling is exacerbated by the build. AMF company's cost centers sold their own devices because of the potential for profitable sales to effectively reduce their universe. AMF Bowling products between 1997 and 1998, worldwide sales fell from $ 300,000,000 to $ 150 million