Haymarket invests in sales technology
campaignlive.co.uk, Monday, 17 April 2000 12:00AM
Haymarket Publishing is to introduce a pounds 2 million computerised advertising booking and production system, finally giving 400 sales staff their own desktop PCs.
Haymarket Publishing is to introduce a pounds 2 million
computerised advertising booking and production system, finally giving
400 sales staff their own desktop PCs.
The company has signed a deal with business systems specialist Miles 33
for the installation of the system, called FutureProof.
Haymarket said the project represented the company’s largest single
investment in IT. Ad sales teams as well as production and finance
departments will all benefit from the deal.
A number of titles at the company’s Teddington office will be hooked up
to the system as early as October, with a second batch coming on-stream
in Hammersmith in December. The system will be rolled out to all ad
sales teams in 2001. Haymarket said staff would receive full coaching
from two trainers on the project team, which is led by IT project
manager Ian Newland.
Outsiders have often criticised Haymarket for its slow take-up of online
booking technology, saying it may have led some talented sales staff to
seek jobs elsewhere.
In addition to bringing PCs and office automation to all areas of
Haymarket, FutureProof provides ad sales teams with powerful client
contact management and order processing tools. Contact lists and booking
histories are stored in a database.
Reporting and monitoring performance will also benefit from automation,
with sales being updated against targets in real time.
Founded in 1973, Miles 33 has supplied similar systems to publishers
such as Trinity Mirror, Associated Newspapers, Newsquest and Johnston
Press. Director of sales and marketing Frank Knight said: ’The system
puts the entire process at the sales person’s fingertips, from booking
and scheduling to sending and receiving copy and monitoring progress at
the production centre.’
Haymarket said its sales process would benefit from ’a step change in
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