Kinshofer GmbH

Since 2008, SMARTCRM has been supporting the Kinshofer Group in the areas of sales, field service, purchasing and management. A major advantage for Kinshofer is SMARTCRM’s multi-client capability, as the group now includes almost 30 companies. Currently, six locations – Germany, France, Italy, Great Britain, USA and Canada – are mapped as separate clients in the CRM system. The clients and the extensive rights system ensure that employees have access to exactly the CRM information they need for their work processes. And management has an overview of all clients at all times.


  • Multi-client capability
  • Connection of various ERP systems such as Infor LN and Baan to the CRM solution
  • Extensive BI reporting with multi-currency capability
  • SRM functionality for purchasingSRM functionality for purchasing

Another advantage is our extensive interface expertise, as some of the subsidiaries or locations use independent and differently configured ERP systems that can all be easily connected to SMARTCRM. The German headquarters, Kinshofer GmbH, also started their SMARTCRM implementation in 2008 with an interface to Baan, but then switched to Infor LN. Thanks to our decades of ERP experience, we were able to make the switch easily and transfer all data without any problems.

Project goals

  • CRM support for field sales, inside sales, and purchasing
  • Consolidation of multiple international subsidiaries/locations with different ERP systems, languages and currencies into a central CRM solution
  • Streamline sales force connectivity with offline access to the CRM system

SMARTCRM imports customers, products (product groups), quotations, special prices, as well as the figures from the ERP systems: sales, order backlog, contribution margin items, and open items. Since the CRM solution has a wide range of BI functionalities, the ERP figures can be evaluated by drill-down at various levels – from the overall company view to the customer level and down to the individual item – taking into account different currencies, and can be made available up-to-date at the push of a button. Plan/actual and year-over-year comparisons round out the comprehensive view. In this way, business and sales management are informed at all times, for example, about customer spending patterns, the best-selling items per sales region, and trends. A major advantage is that sales and order backlog items are posted to bills of materials. This means that sales for all individual attachments per crane or excavator can be displayed in the CRM system. Information on the expected contribution margin and manufacturing costs, which are important to the company, can also be viewed at any time. The use of our CRM solution has greatly simplified Kinshofer’s evaluation options and ensures optimal, targeted sales work.

This important information is supplemented by the target agreements. These are also maintained by Kinshofer in SMARTCRM on a quarterly or annual basis. In this way, the CRM solution shows the sales staff both the target figures and the current status of their target achievement. This overview, as well as lists of current customers with pluses and minuses, enables the company to efficiently plan and control the next sales steps and, if necessary, initiate measures at an early stage.

Project management is also handled in SMARTCRM. Each sales project, broken down into its various activities, including all participants and the complete activity history, is documented in the electronic project file. Quotations are transferred from the ERP system as PDF files, including line items, and are automatically archived in the project file. As a result, all projects are always traceable, and overdue quotes can be seamlessly tracked with overviews and reminders.

Field service processes are also supported by SMARTCRM. For visit planning, the team uses SMARTCRM.Organizer, which provides them with convenient and clear scheduling with daily and weekly plans, due dates and reminders. At a glance, sales management can see who is visiting which customers in the coming days and what will be discussed. Internal meetings and resources can also be planned quickly and easily with the Organizer.

In the near future, the purchasing department will also work with SMARTCRM to provide Kinshofer with a cross-client view of all purchases, enabling the development of more targeted purchasing strategies. The interface will also transfer suppliers, purchase orders, order backlog and (outstanding) invoices from Infor LN to the CRM system. There, the purchasing team can classify all suppliers in detail and view the complete activity history of inquiries or orders at any time. SMARTCRM evaluates the figures from the ERP system, taking into account different currencies, and makes them available in a variety of SRM analyses at the touch of a button. For example, you can see who discussed what with which supplier, what the current order backlog is, and what invoices are due.

Kinshofer is not only very satisfied with the CRM system, but also with the support provided by SMARTCRM GmbH. For example, the SMARTCRM project managers quickly implement new requirements in SMARTCRM, and the hotline team provides fast and competent assistance with support requests.

The ERP integration works great. Regardless of the ERP system, all clients and their data can be integrated into SMARTCRM.

Martin Wieland, CRM project manager and IT employee at Kinshofer 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.


Connection to the ERP system

Kinshofer relies on the interface between SMARTCRM and Infor LN: