CAREL INDUSTRIES’ S.p.A. success story
An efficient coordination of the sales force
Coordinating and managing the salesfoce globally taking in consideration all the particurar fetaure of each country, like for instance currency, language and maturity level of the market is not an easy task. Thanks to vtenext’s reliability and flexibility CAREL INDUSTRIES S.p.A. manage to reach this goal.
BUSINESS
CAREL is a world leader in control solutions for air-conditioning, refrigeration and heating, and systems for humidification and evaporative cooling with its 20 branches and 9 production plants.
INITIAL NEEDS
The markets in which CAREL works are various and with different development levels: from the mature Italian market where the company has an historical presence, to international ones where the company is growing and attempting to conquer new market shares.
ABOUT vtenext
“Thanks to vtenext we managed to successfully introduce the CRM approach in the company with the aim to coordinate in a more effective and efficient way all the branches.“
Thanks to vtenext and its Business Process Management and Notation engine (BPMN) CAREL managed to improve the company sales processes by efficiently coordinating the sales force spread all over the world in the 20 branches and 9 production plants.
CAREL successfully managed this transaction phase with training sessions though which all the professional involved understood the added value coming from the adoption of a CRM solution and approach.
Implementation of a Cloud solution to boost the access and share of data with the sales force spread all over the world and at the same time to grant high usability standard, like for instance the speed and stability of the platform itself.
Creation of a customized lead management process with the aim to speed up the contact and qualification steps and at the same time allow the sales manger the possibility to monitor the took in charge.
Introduction of the “multi-organization” feature to create a direct line between the headquarter and the various branches in order to encourage the communication and internal procedures taking in consideration the specific needs of each company.
Gradual implementation, started from standard modules integrated, step by step, with specific processes to help the sales team focusing on more important tasks, prioritizing them.
Benefits
- Designed and implemented customized processes to manage at best the sales strategies
- Creation of customized modules that helped spread the CRM approach in the Group
- Bridged the gap and improved the communication between the headquarter and the branches
- Implemented sales processes to reduce the took in charge of each lead
- Allowed the possibility to correclty segment the final customers
- Migrated all the customer’s data in one safe platform