Harro Höfliger Verpackungsmaschinen GmbH

Harro Höfliger Verpackungsmaschinen GmbH can look back on almost 25 years of using the CRM system SMARTCRM. At that time, they started with the sales information system ivs from which the actual CRM software emerged. Such a long period of time comes along with changes within the company, employees and processes. Therefore, for the last 2 years, Harro Höfliger has taken on the topic CRM once again intensively and has brought a wind of change into the use of the CRM solution with an upgrade of the SMARTCRM version as well as with additional modules and functions. The aim was to adjust it to current sales processes, thus integrating them better and ultimately facilitating sales work. This was achieved, among other things, with the help of an enhanced user interface and functionality aligned to current needs, as well as the standardization of terminology and its adaptation to the corporate language.


  • Partnering collaboration
  • Overview on forecast
  • Incoming order prognosis

Optimal project management and forecast analyses

Project management in SMARTCRM is key for the sales department at Harro Höfliger. So, all projects across all phases are mapped in the electronic project file. Project participants as well as the complete communication are also bundled in the file. For this purpose, e-mails are automatically imported from Microsoft Outlook to SMARTCRM via Microsoft Exchange and assigned to the respective project.

Project goals

  • Optimized project management with project hierarchy
  • Simplification of sales work through the CRM system
  • Improved field integration

Since projects relating to development and manufacturing of customer-specific machines can be complex, Harro Höfliger articulates them into main and following projects in the CRM system. If a packaging machine is to be manufactured for a customer, for example, a main project is created for this. If the same machine is to be modified or extended over time, following projects are created for the follow-up offers, which are linked to the main one. In an overview, SMARTCRM shows all related main projects and subprojects at a glance. Such a project hierarchy enables the overlook on current projects and makes always completed projects traceable in retrospect.

The forecast based on the corresponding quotation volumes can optimally be evaluated, which was an important criterion for the company.

Harro Höfliger manages likewise all machine information in the CRM system. When converting a quotation into a contract, the relevant machine file encompassing all corresponding technical data as well as the concerned activity history is created.

Incoming order forecast

Another major advantage offered by SMARTCRM to the sales staff is the overview of the incoming order forecast, which was created especially for Harro Höfliger. This tool is available directly on the start screen of the CRM solution, the so-called SMART Board. Whereas the data were previously maintained in Excel spreadsheets, the employees can now see in the CRM system at any time in which phase which projects are currently in, as well as the expected development of incoming orders, the optimal basis for targeted sales work and valuable information for the project-dependent resource planning of the departments involved in the project processing.

Always up-to-date even in the field

If sales employees are on the road out of the office, they do not have to work without SMARTCRM. Because then all important CRM information is available to them on their smartphones in the SMARTCRM.App. This allows them, for example, to record visit reports directly using the dictation function, call up customer information or send tasks to colleagues. New contacts are also recorded directly in the app. For example, business card information can be transferred directly to the CRM system by simply photographing it – a helpful function and a key component for optimum data quality.

Data quality and compliance

This also applies to the module SMARTCM.Compliance which automatically compares the complete Harro Höfliger‘s CRM database with all black lists required by laws and alerts the company to any potential hits.


Harro Höfliger already has concrete plans. So, for instance, the BI analyses are to be significantly expanded to simplify forecasting. SMARTCRM also offers a standard interface to proALPHA, the ERP system deployed at Harro Höfliger. This could be used to import the ERP figures into the CRM system and make them available centrally in a variety of BI analyses. The cooperation between Harro Höfliger and SMARTCRM has intensified in the past years and the employees actively work with our CRM solution. It is therefore not surprising that the company is very satisfied with the support and that the acceptance among employees is high.

Our wishes and requirements regarding new functionalities were quickly and competently implemented. We work well and intensively together, also because the SMARTCRM team knows and understands our company’s processes. We are partners at eye-level which makes the collaboration fun!

Christian Kollecker, Sales Director Aseptic Technologies at Harro Höfliger Verpackungsmaschinen GmbH

Implemented modules

  • SMARTCRM.ProjectsSMARTCRM.Projects


    • Creating quotations in a few clicks and keeping track of all of them for follow-ups?
    • How high are the chances of success?
    • What is the current project forecast?
    • Who plays which role in the project and which arguments could convince the decision-makers?

    With SMARTCRM.Projects, you know exactly in each phase of your sales project you need to start.

  • SMARTCRM.InxmailSMARTCRM.Inxmail


    • By using SMARTCRM and Inxmail professional you automate your mailing processes. Indeed, a central database, extensive selection options, a complete documentation and a professional e-mail marketing solution all meet here.
    • Define your target group at any time, minimize the waste coverage and easily send personalized mailings and newsletter.

    SMARTCRM and Inxmail support you with a wide range of data protection, tracking and double opt-in features for GDPR compliant e-mail marketing.



    SMARTCRM already has an integrated document management system offering you numerous possibilities.

    This allows you to trigger different processes to edit, produce or manage documents directly from the CRM workflow.

    In addition, SMARTCRM can also be connected to third party document management systems.



    • All important data in one system?
    • A centralized access for all colleagues?
    • Connecting ERP and CRM hassle-free?
    • Best with a ready-to-use interface, which can be quickly and easily set up as a standard solution?

    With SMARTCRM.ERP, all customer-related ERP information can be found directly in SMARTCRM. 

  • SMARTCRM.Exchange.SyncSMARTCRM.Exchange.Sync


    • Keeping track – not only of your own e-mails, activities and appointments but also of those of your team colleagues?
    • Gathering all information centrally in the CRM
    • And this, without having to worry about how the data end up there?

    Central instead of local: so easily SMARTCRM cares for the synchronization of your communication and contact data between the CRM solution and Outlook through Exchange Sync.



    • Accessing customer information over the browser?
    • Calling online the current statistics figures?
    • Creating appointments and tasks over the Web and sending them directly to the colleagues?

    SMARTCRM.Web is your practical CRM on the go.



      • Checking the current sales development before the annual evaluation meeting?
      • And comparing the sales trend of the top customers in your territory?
      • Which products they have not been using can you offer them?
      • Where can you see potential which are not yet used?

      SMARTCRM.Sales shows you the answers since this is the CRM with your figures.

    • SMARTCRM.PlanningSMARTCRM.Planning


      • Annual planning based on territories? Key accounts? Or individual customers?
      • And even considering the seasonal curves?
      • Should there be plan deviations, how quickly can you react and adjust the projected figures?

      SMARTCRM.Planning offers you the long-term vision without losing sight of the latest developments.



    • A colleague is sick? What has been discussed with the customer?
    • Has the quotation already been sent? Should you do a follow up?
    • When is the next agreed visit?

    SMARTCRM.Basis can tell you: what, when, with whom and with what result – centrally available in the CRM system for all employees and traceable even years after.



      • On your way back from a customer? The most important agreements immediately into the CRM?
      • And at the same time send a task to a colleague because of the offer?
      • Does he have time to clarify the details tomorrow?
      • And the whole thing using any mobile device, whether Android or iOS?

      SMARTCRM.App is your practical CRM on the go. Access important CRM data online at any time.

    • SMARTCRM.OfflineSMARTCRM.Offline


      • On the go and all CRM data accessible ?
      • Discussing the open quotations while at a customer site?
      • Writing a service report right after a maintenance appointment?
      • And all this without internet connection?

      With SMARTCRM.Offline, you always have your CRM with you – wherever you are.

  • SMARTCRM.TargetsSMARTCRM.Targets


    • Targets defined – and now?
    • How close are you to your target agreements?
    • How close is your team? And the whole company?
    • Are there any indications that you cannot achieve your goals? How can you react?

    With SMARTCRM.Targets, you keep the target in mind.



    • On the road and time for a spontaneous visit? A prospective customer with an open quotation perhaps? Who is currently nearby?
    • Back to the customers with declining purchasing volumes after three months? How do you get there? Look at the trip on a map?
    • And how do you integrate new customers into existing sales tours?

    SMARTCRM shows you the direct path to customers.

  • SMARTCRM.TourPlanningSMARTCRM.TourPlanning


    • Is the next weekly planning for the sales or service staff pending?
    • Which customers should be visited on the tour?
    • Which appointments have been already made?
    • To which tour can you combine them with?

    Schedule your tours with SMARTCRM at the blink of an eye: save time with visit suggestions, calendar entries and predefined visit reports.



    • Finding real solutions quickly when a customer calls?
    • Creating service cases and directly informing the relevant colleagues?
    • Coordinating and monitoring service appointments?
    • Early detection that several customers have already reported the same error?

    With SMARTCRM.Ticket, complaints become an opportunity to whip up enthusiasm in your customers.

  • SMARTCRM.MachinesSMARTCRM.Machines


    • Which machines has the customer in use?
    • When does the warranty expire and how long is the service contract?
    • When is the next maintenance work?
    • And at the customers’ premises? All urgently needed device information at hand?
    • Directly organizing a spare part delivery?
    • Creating the maintenance report immediately after the repair?

    SMARTCRM.Machines is our support for your service department.

  • SMARTCRM.CompetitionSMARTCRM.Competition


    • How is your market situation? Who are your direct competitors?
    • Which customers work with the competitor?
    • Which competitive products are in use?
    • What are the strengths of your products compared to the competition?

    With SMARTCRM.Competition, you keep an eye on your competitors and always find the right arguments for successful sales work.