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Lincoln Electric Deploys 200 Motion Tablet PCs and mySAP CRM to Maximize Sales Force Efficiency

Posted on: Monday, 16 May 2005, 09:00 CDT

Lincoln Electric (Nasdaq:LECO), the worldwide leader in the design and manufacturing of welding products, recently deployed 200 Motion Computing(TM) tablet PCs as part of its enterprise-wide mySAP(TM) Customer Relationship Management (mySAP CRM) implementation to streamline sales processes across its entire U.S. sales force.

Previously, Lincoln's sales force relied on a variety of legacy systems that created inconsistencies and duplication of customer data. Combining the capabilities of SAP Mobile Sales, a CRM solution, with Motion's tablet PCs, Lincoln will create a consolidated view of customer accounts, improving the tracking of sales leads and delivering real-time reporting of customer activities and revenues.

By providing field sales representatives with activity management capabilities and giving them remote access to customer and account information, Lincoln Electric's sales force will have a more efficient process, allowing real-time customer account management capabilities.

Lincoln Electric standardized on Motion M1400 Tablet PCs for its sales force after an extensive evaluation of four different systems. Lincoln found cost savings in deploying the M1400 tablets in lieu of a laptop and PDA for each sales rep to support CRM applications.

"The decision to go with Motion's M1400 was actually an easy one," said John Goetz, CRM project manager, Lincoln Electric. "The large flat-screen display and secure fingerprint reader sold us almost immediately. The sign-on process is so simple and secure."

"I used to carry both a PDA and a laptop," said Shawn Vincel, district sales manager, Lincoln Electric. "The Motion tablet, combined with the mySAP CRM solution, has lightened my load considerably, delivering improved information and increasing my productivity when I'm on the road. For example, we're training our sales team to input client information into the mySAP CRM system in real time, which is an attainable proposition with the M1400's pen and voice features. This provides our sales force with up-to-the minute customer information, which enhances our ability to serve customers."

The initial tablet rollout began in spring 2004. The rollout is now complete and 200 tablets strong. All are running mySAP CRM, along with Motion Pak, which includes:

-- Microsoft's OneNote(TM) 2003 to capture typed text, hand-written notes, images, drawings and sound.

-- Microsoft(R) Streets & Trips for accessing directions to any city in the U.S. and Canada.

-- Alias(R) Sketchbook(TM) Pro enables the sales force to express visual ideas.

"We're getting a lot of positive feedback from customers who are implementing CRM initiatives for the distributed work force on Motion's tablets," said Ralph Spagnola, Motion's vice president of sales. "Customers like Lincoln Electric show us what a great productivity tool the tablet is for road warriors."

About Motion Computing

Motion Computing -- a mobile computing and wireless communications leader in vertical markets such as healthcare, field force automation, government and education -- combines world-class innovation and industry experience. Motion's tablet PCs and related ultramobile products enable people to use computers in new ways and places. Marketed through an experienced international reseller network and directly through its Web site, each Motion product is built to customer specifications. The company's new M1400 Tablet PCs and accessories are designed for users who need a combination of true mobility, power and versatility. For more information: www.motioncomputing.com

About Lincoln Electric

Lincoln Electric is the world leader in the design, development and manufacture of arc welding products, robotic arc-welding systems, plasma and oxyfuel cutting equipment. Headquartered in Cleveland, Ohio, Lincoln has operations, manufacturing alliances and joint ventures in 18 countries and a worldwide network of distributors and sales offices covering more than 160 countries. For more information about Lincoln Electric, its products and services, visit the Company's Web site at http://www.lincolnelectric.com.

Source: Business Wire

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