Customer case
Giacomini keeps an overview with project module
In the B2B sector, sales processes can take years. There are also often many parties involved. In the case of floor heating specialist Giacomini, in addition to the client, these include the architect, the general contractor, other subcontractors and the wholesaler. Through the project module in Archie, Giacomini can link all those companies and people to a quote.
The benefits of working with Archie
Understanding project pipeline
Link all parties to quotation
Quickly implement change requests
About Giacomini
Giacomini is a specialist in radiant heat. The Italian multinational supplies heat pumps, ceiling panels, collectors, radiator valves, ball valves and is developing a new NOx-free hydrogen boiler, among other things. But the company is best known for underfloor heating. The company carries out projects all over the world. The Benelux office and distribution center is located in Belgium.
Heating products
Industry
24 FTE
Company size
Belgium
Location
Pipeline management, quote management
Use cases
Archie CRM
Product
Re-implementation to optimize functionality
Archie was already in use when Nyst joined Giacomini as general manager for Benelux 11 years ago. "At that time, the system was used as a glorified card box. We were far from pulling out everything that was in it," he recalls. Together with the Belgian Archie partner A-Switch Giacomini did a re-implementation at the time. This involved taking a close look at the functionality available in Archie and how it could best fit the processes.
Giacomini works with SAP ERP, which is linked to it. Nyst thought for about a second: we could also work with SAP CRM. But that thought immediately went overboard again. "Our Italian headquarters runs SAP. Just try adjusting anything in that system. Moreover, the functionality in SAP does not match our activities nearly as well. Not to mention the price."
Project module links all stakeholders to a project
The main distinguishing functionality in Archie CRM is the project module. Essential for Giacomini, says Nyst. "We make a huge number of quotations; sometimes directly, sometimes through wholesalers. In many cases we have to request additional information from the customer in order to make a good quotation. The process from initial request to actual sale can take up to three years. In that period, prices change and sometimes the quotation structure changes because the architect sometimes makes changes in the meantime. By using the project module, we keep the overview. We link all contacts to a project and can recall exactly what was discussed with whom and when."
"Our market is enormously diverse and sales processes run differently with each request for proposal. Sometimes we speak directly to the client, with other customers we speak to the installer or architect. And actually the delivery of the products almost always goes through the wholesaler. To manage all this well, we use Archie CRM."
Julien Nyst, general manager at Giacomini Benelux
Solution-oriented and top support
The configuration Giacomini works with now is essentially the same as how it was set up 11 years ago. "Only it has continued to improve," Nyst says. "We are constantly examining whether we can set up our work even more efficiently. Now, for example, I have asked A-Switch to automatically adjust the prices in quotations if our price lists change. Quotations are enormously complex calculations that consist of an awful lot of order lines.With current inflation, prices change so often. It just saves us an enormous amount of time if we can update prices automatically instead of manually."
Good support
It is at times like this that he notices how great an advantage it is to work with the Archie company. "They are just very approachable. The support is top notch. You never have to wait long for a response and they are very solution-oriented." That attitude only provokes even more customization requests, Nyst observes. "Because I know Archie is quick to respond and also likes the fact that customers offer them inspiration for improvements, the threshold for making new requests is low. I have now also asked if we can put the bill of materials, which we now create in Excel, into Archie. Because if I can see which materials we will use for which projects, I can make better forecasts and thus order the right materials in time. Especially with the current delivery times, this is crucial."
In short, without Archie, Giacomini's 24 employees could not do their jobs. "No, for the vast majority of us, Archie is our daily cockpit. The software is essential to our success."
Also read these blogs
Request a 1:1 demo now!
Discover for yourself why leading companies trust Archie as their CRM solution. Request a personal demo now and experience the power of the most valued CRM software in the Netherlands. Start improving your relationship management today!
