13. August 2019

Digital sales processes for transportation companies

Transport companies can tap into new market potential –
through digital sales processes.

Under the leadership of Federal Finance Minister Olaf Scholz, a draft law was introduced in July 2019 that provides tax benefits for job tickets. This should give employees an incentive to make greater use of public transportation. A tax-free job ticket and the introduction of flat-rate taxation are planned. This is also worthwhile for employers. This is because if an employer pays for a job ticket for its employees or provides subsidies for it, this should remain tax-free.

New market potential for transportation companies

This creates market potential for transportation companies that can be optimally exploited through digital sales processes. In order to attract new corporate customers for job tickets, the entire process must be mapped digitally. PTA GmbH provides support for smooth digital implementation, which enables the systematic design of customer relationship processes. To do this, it is necessary to establish a CRM system that generates the data basis for building and maintaining long-term customer relationships. This gives transportation companies a 360° view of their customers and potential customers. CRM systems are particularly powerful here: they are used to plan, control, document and analyze all measures and activities in the areas of marketing, sales and customer service.

PTA supports transportation companies with state-of-the-art CRM system

PTA GmbH supports its customers in the introduction of such systems, carries out adaptations to the standard software, implements new features and develops interfaces between the CRM system and the customer’s existing systems. Transport companies benefit from three decisive advantages:

  • Better marketing
    The CRM system accelerates and improves marketing planning, target group selection, campaign management, response recording and success monitoring. It enables a 360° view of both B2C and B2B customers. Points programs and coupon promotions can also be taken into account. Such systems also have the advantage that they often offer standard options for future challenges such as churn prevention and prediction, making long-term customer loyalty tangible. Alternative cross-selling and upselling potentials are also taken into account.
  • Efficient sales
    The sales department uses the CRM system to prepare quotations, generate leads and schedule appointments and tasks for local public transport. The entire customer processes, in particular the sale of job tickets and combined tickets, are mapped with a 360° view of B2B customers.
  • Optimized customer service
    Individual processes are standardized and accelerated, all customer communication is documented transparently in one place and can be accessed at any time. Customer relationships can be better maintained and preserved. By responding quickly to customer needs, service improves – customer satisfaction and sales increase.

Seamless recording of the sales process

PTA GmbH ensures the individual technical realization and smooth implementation of the CRM system. Transport companies benefit from this directly and also in the long term: new requirements and specifications can be taken into account at any time and new services can be integrated without any problems.

Technical services of PTA GmbH

The PTA supports the recording of target processes and documents them in BPMN diagrams. On this basis, the technical requirements are defined by means of user story descriptions and coordinated with the customer. In addition to customizations in the CRM system, features that cannot be mapped by means of adaptations are also implemented programmatically. In addition, various interfaces (customer portals, points programs, sort key systems) are provided or consumed using RESTful services.

Expertise of PTA GmbH

PTA GmbH has 50 years of experience in the development of customer-oriented IT solutions – with over 3500 completed projects. PTA GmbH also has specific project experience in the digitalization of sales processes at transport companies. A reference project shows how PTA GmbH supported a transport company in using a CRM system to map the process from the corporate customer lead through to order article numbers: Introduction of a CRM system for a transport association

Robert Fischer

Marketing Manager

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