Navigating challenges with employee growth and tailored technology

Eurotainer's Success Story

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In 2020 when the pandemic hit, Eurotainer, a global equipment leasing  company, came out on top by prioritizing employee development over panic. Rather than succumbing to uncertainty, their Managing Director  upheld the company’s value of employee retention, investing downtime in training initiatives.

Eurotainer’s Global Marketing Director, Chris Daly shared “We decided an assessment to determine the strengths, weaknesses and areas for improvement in our sales team was the place to start and settled on the renowned sales skills evaluation by Objective Management Group.”

When the assessment revealed that sales process and pipeline management were their 2 areas of weakness, they knew the only way to improve was to initiate training and find the right sales software to support these two elements

 

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We believe that turnover is a killer, and our low turnover rate reflects our commitment to keeping our employees happy. Many of our team members have been with us for over a decade, some for 30 years, showcasing the strength of our company culture and the value we place on our people.
Chris Daly, Eurotainer
The Hunt



The Hunt

While Chris admits that leasing containers doesn’t qualify them as a complex B2B operation, they do excel at engineering solutions for complex projects. "If you have a challenging project," he explains, "let's say a type of wine that requires refrigeration and has to be shipped around the world in bulk quantities, we will engineer a system on our containers to ensure its safe delivery. That’s our strength right there."

This commitment to providing exceptional customer service and value to its clients has been a cornerstone of Eurotainer's success.

Which is why a red flag went up when the OMG assessment revealed his sales team wasn’t good at qualifying. He knows how important stakeholder interaction is and felt the sales team wasn’t asking the right questions. Since Eurotainer is expanding into Russia, parts of South America and the Middle East , it was crucial to slow the  team down to eliminate deals that are risky.

Not another CRM 


Chris was adamant when he expressed that “The one thing we knew we didn't need was a CRM”. Not wanting to burden his small sales team with a cumbersome CRM that would steal time away from selling, he prioritized looking for a pipeline management tool instead. 

Rather than jump blindly into a software solution, they decided to hire one of OMG’s approved consultants, The Peterson company, in the Netherlands, to help turn the assessment results into an actionable plan. Their guidance led to an introduction with George, Membrain’s CEO. And as Chris says, the rest is history.

The Solution



The Solution

The Solution

During their trial of Membrain, they were pleasantly surprised by its adaptability to the international nature of their business. Managing multiple currencies and generating reports in euros and dollars had been a significant roadblock with other solutions they tested.

They also discovered 3 more factors that convinced them Membrain was the right tool: 

  1. Simplicity of use and setup: “Unbelievably user-friendly!” according to Chris.
  2. Visual Pipeline display: With a team spread throughout US, Europe, Asia and South America, it was difficult to get them to stop using post-its, notebooks and spreadsheets to manage their pipeline. Now when they log onto Membrain every day, they get a fantastic visual display of their pipeline. 
  3. Global pipeline view: Membrain gave their management team a comprehensive view of the pipeline, regardless of geographic location.
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When people ask me what I do, it takes me a while to explain, so finding a software solution able to adapt to our unique business really sealed the deal for us.
Chris Daly, Global Marketing Director, Eurotainer
Life with Membrain



Life with Membrain

They knew they had an issue that needed to be solved, and wanted to solve it quickly, but were still blown away at being able to use Membrain the very next day. Having all of their data so quickly usable is where Chris believes the power of Membrain resides. 

After years in the software industry post-grad school, Chris had endured many difficult implementations. It was a wonderful surprise to finally experience not only a smooth one, but one that was so fast and easy it was practically a non-issue. 

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It's the easiest implementation I've ever experienced. 
Chris Daly, Global Marketing Director, Eurotainer
The Outcome

In order to support the company’s expansion into other countries, Chris needed the team to ask very specific questions to ensure the client could not only pay for the asset but also return it to them.  "The best deals sometimes are the ones you don't do," he reflects. 

His team needed to slow down their process in order to qualify better and OMG convinced Eurotainer that adding more steps into their sales process was the way to do it. They were thrilled to discover Membrain was able to take this one step further with a smart tech solution. 

Eurotainer’s new training was now popping up when triggered, directly inside a salesperson’s process, thereby forcing their reps to slow down and ask questions such as:

  • When do they need the asset? 
  • How many assets do they need? 
  • Why do they need the asset?
  • What needs to be in that asset?
  • Where in the world do you need it?

Bi-weekly meetings with their manager no longer stress out the sales people because they can now easily answer questions like, "Where are you on this deal?".

And just like that, Eurotainer had managed to not only survive, but thrive, during an incredibly difficult time in the world.

The Future

Eurotainer’s  sister company is now  using Membrain to manage their new business pipeline and also their renewal business pipeline. It allows the sister company to continue to be the leader in their industry. 

It was a wonderful surprise to finally experience not only a smooth implementation, but one that was so fast and easy it was practically a non-issue. 
Chris Daly
What's Next
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The alerting functions are fantastic—like someone tapping you on your shoulder. With weekly and daily updates, vibrant colors, and instant notifications for red-flagged deals or stagnant projects, Membrain keeps us on track without the need for constant check-ins or self-motivation.
Chris Daly, Eurotainer

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