Hilde Heylen Sales Manager +32 496 23 53 02

IVC Group

Improved operating efficiency
with S@FE CRM

 

True to its ’never rest on your laurels’ guiding motto, floorcoverings specialist IVC Group is always on the lookout for new ways to support its central European salesforce.
To implement SAP CRM, the company turned to Ordina, who introduced the group to S@FE CRM, a SAP-certified Rapid Deployment Solution.
In the space of six short weeks the project was completed. Inspired by this success, IVC Group is now considering its next steps, starting with the implementation of SAP Fiori.

IVC Group Contact Contact Hilde Heylen

customer

Incorporated in 1997, IVC Group is an independent global player on the floorcoverings market, with products for both residential and contract use. The group has over 1.200 employees, spread over several business units, including IVC International and IVC US. Top brands among the IVC Group portfolio include the LEOLINE and ITEC vinyl floor rolls, marketed to contractors, wholesale and retail partners in 120 countries worldwide. The group’s motto, ‘never rest on your laurels’, translates into a continuous drive for improvement, both in its product line and in its operating efficiency.

challenge

IVC Group relies on a network of motivated sales representatives to market its ITEC and MODULEO vinyl flooring brands to contract businesses in Belgium, the Netherlands, Germany, France and the UK. To streamline the operations of this international salesforce, IVC Group decided to implement the SAP CRM Opportunities application.
The aim was to reduce sales efforts and optimize operational processes, improve transparency and facilitate a more efficient follow-up on new or outstanding sales opportunities across different sales rep accounts. Additionally, the creation of a common CRM platform for all business units served to standardize account and contact management and maximize transparency across the enterprise.

solution

With S@FE CRM, Ordina’s SAP-certified Rapid Deployment Solution, IVC Group found a fitting answer to its needs. The application is based on SAP CRM 7.0 and is seamlessly integrated with SAP ERP. Based upon best practice business scenarios, the solution introduces an optimized and preconfigured business platform, tailored to the reality of wholesale and production businesses.
S@FE CRM offers all vital functionalities for sales, services and marketing departments to optimize their internal business processes. The solution provides a 360° view of customer information and interactions. Customer-facing operations profit from lower costs, higher productivity and greater efficiency.

approach

From the project kick-off meeting, right until post-go-live support, Ordina stuck to its proven implementation methodology. As with all Rapid Deployment Solutions, the Ordina consultants only implemented those features actually needed by its client. This approach resulted in a clean project execution, at a fixed price and up and running inside six weeks.
Special attention was given to data quality and the alignment of work processes across the five countries in the project scope. By making optimal use of standard SAP modules and processes, IVC Group can rely on a future-proof and fully supported solution. Limiting user-specific, non-standard functionalities also safeguarded the platform’s future compatibility with mobile apps. Both IVC Group’s executive sponsorship and its approach to change management enabled a quick adaption of the solution throughout the company.

result

IVC Group brought together all customer-related data into one, centrally managed system. This allows the group’s sales reps to follow up customer and sales processes in a simple and fast environment. The software helps managers smartly assign the right representatives to the right opportunities. Streamlined sales processes across country boundaries enable a quick response to customer needs and a more rapid deal closing.
In order to further simplify the system’s user experience, IVC Group—with the support of Ordina—is currently considering the implementation of SAP Fiori, an application that fosters the seamless operation of SAP functionalities on mobile devices.