Data Integrity at Instrument Manufacturer

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Abstract

A medium size instrument manufacturer found many errors and missing information within their customer database. These gaps in information caused the sales force to disregard the data when making decisions on sales strategy. The gaps also caused delays in processing orders through-out the organization, from Sales through Shipping and Logistics. The problem had occurred for many years and was thought to be too overwhelming to correct, so it continued to get bigger. Prior to beginning this project, the entry personnel were encouraged to do "whatever was needed" to process the order as quickly as possible. What we've found since implementing the project, this lack of standardization has had the opposite effect - the orders take longer to process.

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