News: 2011-08-15 to overview

SAP CRM with Pfaff Industrial: Sales with a new pattern

With approximately 260 employees, Pfaff Industry Systems and Machines develop and produce sewing and welding machines for the clothing, leather/ footwear, upholstery, automotive, filter technology etc. industries. Sales of their machines were previously handled by a world wide dealer for a long time. The direct sales however were not a priority. The previously used aids were relatively simple: To manage customer contact the sales agents used Excel lists, offers/ quotations were created individually by each employee. If an order was then placed it was entered manually into the ERP system.

The company then decided to follow a new path: their own sales activities should be intensified, the direct customer contact strengthened and all corresponding procedures should be controlled and analyzed in-house.

New sales structures were required for this which increased transparency, allowed continuity and therefore created the requirements for targeted customer acquisition and support.

Pfaff decided on the implementation of SAP CRM with the help of the implementation package CRM Quick&Easy (pre-development of  Sybit CRM Professional) as SAP ERP was already implemented in the company. This made realizing the project quickly possible and at a fixed price.

With a now more centralized attitude to maintenance of master data, a central management, documentation and control of sales possibilities as well as the seamless integration of SAP CRM in the ERP system, Pfaff has the required tools to be independent from its dealers. Furthermore, the sales activities are thereby optimally tailored for interesting customers.