CRM data power for profile professionals

GARGIULO GmbH:

• Production of plastic profiles

SMARTCRM at GARGIULO:

• Initial CRM implementation
• Connection to the ERP system Microsoft Dynamics 365 Business Central
• Deployment in field sales, internal sales and management

Requirements and project goals:

• Transparent internal and external communication
• 360-degree view of customers
• Interface to Microsoft Dynamics 365 Business Central
• Easy interface adaptation when migrating the ERP system to the cloud
• Wide range of BI evaluations
• Digital trade fair lead capture via mobile CRM app
• Comprehensive project management

We are very pleased to welcome GARGIULO GmbH as a new customer at SMARTCRM.

As one of the leading profile manufacturers, the company has over 170 employees and 60 production lines in five plants.

The possible introduction of a CRM solution was already a topic of discussion in the company when chance struck: At a trade fair, they met DEFLEX®-Dichtsysteme GmbH, a supplier of GARGIULO – and were impressed by their knowledge of current orders and orders from GARGIULO. The DEFLEX team was able to view this data directly in the SMARTCRM.App at the trade fair stand. Water on the mills of GARGIULO. In the further CRM selection process, the decision was made in favor of SMARTCRM, as no other solution could fully convince the company and cover all requirements. The fact that, in addition to DEFLEX, other suppliers and customers of the profile manufacturer successfully rely on our CRM solution was also a big plus.

Until now, the sales processes at GARGIULO were hampered by the time-consuming procurement of information and the associated lack of transparency. Due to local data storage of Microsoft Excel files as well as e-mails or document storage in paper form, information had to be requested from the team in a time-consuming process and, in the worst case, was even lost. This will change fundamentally with SMARTCRM, as the software solution enables central storage of all customer-related information, a virtually paperless office and the automation of numerous work steps – and ultimately digitized, transparent and structured processes.

The company is already using Microsoft Dynamics 365 Business Central. We connect the ERP system to SMARTCRM via an interface, which is used to automatically transfer customer-related information to the CRM solution. This includes, for example, customer, supplier and contact person data, product/article groups and articles as well as the figures – sales, order backlog items and open items. In a second step, the interface is to be set up bidirectionally and information from SMARTCRM is to be transferred to the ERP solution.

With the evaluation of the transferred ERP figures, SMARTCRM ensures an important requirement: the provision of detailed sales analyses in the CRM system. In this way, the sales team always has an up-to-date overview of who has ordered and paid for which products and when, can derive trend developments and potentials and plan sales steps at an early stage – the optimal basis for well-founded sales management. SMARTCRM also offers the option of displaying diagrams and overviews – for example of the open items and turnover that are important for GARGIULO – directly on the start screen.

One of the most important goals of the CRM application is the digital capture of leads at trade fairs and the provision of important CRM information on smartphones. This is implemented using the SMARTCRM.App, which is used to photograph business cards. The app automatically enters the contact details on the card into the corresponding fields in the CRM file. At the same time, further information about the trade fair meeting can be documented and tasks can be sent. This saves the sales team the tedious task of processing stacks of business cards and lead sheets in paper form after the trade fair. Instead, time and effort are minimized and the information is also available to the back office for further processing in a timely manner.

Of course, the SMARTCRM. App not only provides support at trade fairs, but is also the practical “CRM in your pocket” for management and the sales team. If information is needed quickly, e.g. about agreements or sales, a glance at the app is now all it takes.

The company will also benefit from the CRM functions when managing its projects. Each project is created in a separate file and documented in every phase from the inquiry to completion. In Step 2, the quotations from the ERP system will be imported into the project file or the quotation creation will be used directly in SMARTCRM. All participants and activities are already bundled in the file. For a complete history, emails from Microsoft Outlook are imported into the corresponding customer or project file via Microsoft Exchange. Appointments and contact persons can also be synchronized between Microsoft Outlook and SMARTCRM. And the CRM system displays the most important information about the contact person directly in Outlook.

In future, our CRM solution will also support the purchasing department. To this end, suppliers are imported from Microsoft Dynamics 365 Business Central and all information is stored in a supplier file. Extensive classifications and the complete communication history round off the 360-degree view for purchasing.