Floor Italia ceramiche by World of Italy S.r.l. is the Italian company founded in 2004 that quickly became a leader in the global distribution of ceramic floor and wall tiles, porcelain tiles, mosaics and decors. Floor Italia ceramiche products, prized for quality, innovation and Italian design, are naturally intended for both commercial and residential use.
The head office in Italy is supported by operating offices in production and logistics in Miami, Spain, Turkey, China, India and Southeast Asia, with the aim of always offering the best services to customers located in five continents.
Management fails to monitor the performance of its sales network distributed among countries.
TeamSystem Enterprise does not allow a clear picture of customer negotiations managed by the company.
The tools available to the company do not provide a 360° view of its internal processes.
Monitor the progress of negotiations in order to analyze the performance of individual sales.
Redesign and optimize some of the key internal procedures managed with TeamSystem Enterprise (for example: creation and management of quotes).
Inform salespeople and customers about new products, ensuring constant alignment on company news.
We created a shared opportunity pipeline with the sales team in which to report the status of negotiations and any sales notes.
We built, following the standard TeamSystem ERP, a customized Products object tailored to the client.
We designed 5 different quote templates based on the parameters set by the company (3 in Italian and two in English).
We implemented a flow with Marketing Cloud Account Engagement to manage communication with:
End customers.
Sales Agents.
Based on the project's goals and the company’s characteristics, the project team identified the best implementation solutions to fully leverage Salesforce’s capabilities.
We developed the project through weekly SALs (Status Update Meetings), maintaining constant alignment with the client for quick and direct feedback throughout the project’s evolution.
After implementation, we created comprehensive project documentation to ensure that all users could easily understand and follow the implementation logic.
Upon project completion, we conducted an extensive training session on using Salesforce tools customized to the company’s needs.
Sales Cloud
Sales Cloud offers all the necessary tools to manage the business. It enables lead generation, managing ongoing sales opportunities, nurturing relationships with existing accounts, forecasting revenue, setting sales territories, and organizing sales teams.
Account Engagement
Account Engagement allows you to optimize sales and marketing activities in a single platform. By linking AE and Salesforce, data, activities, and actions can be brought together with tools such as Engagement History, emails, and sales alerts (Salesforce Engage).
Track Negotiations
Centralize negotiations handled by architects in Veneto and Campania so that insights and patterns of success can be gained.
Customize Product Object
Customize product object display following the standard set on their TeamSystem ERP.
Customize the final quotes for the customer
Reproduce, following the TeamSystem quote management standard, 5 layouts of quotes divided by region of origin.
Monitor the status of quotes
Monitor the progress of submitted quotes through an associated pipeline.
Training
Provide vertical training to the company so as to optimize the management of negotiations and some internal procedures.
Account Engagement Activation
Activate Customer Account Engagement and connect it to CRM so that it can receive correct information about the customer-agent segment.
Mail template creation
Replicate the same Mailchimp mail template inside Account Engagement.
Training
Provide vertical training to the company on the use of Account Engagement.
We created a highly customized Products object tailored to the client:
Custom fields useful for quote generation:
such as Product category, brand name, series name, color name, size in cm, size in inch, finish, thickness, edge processing, material, price code, number of boxes, number of pallets etc.
5 quote templates:
following the TeamSystem standard, we created a unique quote template which was then replicated in the 5 versions needed by the client to differentiate the zones of origin of the associated deal.
We replicated the Mailchimp email template within Account Engagement: :
Email subject.
Custom body with product photo.
Call to action to allow the customer to order products.
ROMI's Tech team helped Floor Italia in centralizing the negotiations of its business by allowing sales to be able to independently manage the relationship with the customer.
Additionally, the team redesigned and optimized several internal management procedures such as: product categorization, quote creation and management, and sales negotiation visualization.
Finally, with Account Engagement, we reproduced an email template so that the company could develop commercial communications with its customers in the future while keeping its brand identity intact.
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