Resco Case Studies Leading manufacturer of roofing solutions undergoes digital transformation implementing Mobile CRM

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	Leading manufacturer of roofing solutions undergoes digital transformation implementing Mobile CRM Resco

Leading manufacturer of roofing solutions undergoes digital transformation implementing Mobile CRM

Resco

Technology Category	Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Industries	Construction & Infrastructure
Applicable Functions	Sales & Marketing
Services	System Integration
Challenge	Over the last few years, Derbigum realized that investment in digital tools enables them to utilize more information sources and data about customers. Preferences and behavior can be understood better, which in turn enables the company to foresee and adapt the product and service offering to customers’ needs. The administrative part of the sales reps’ work needed to be done in the company’s Dynamics CRM. That didn’t enable them to efficiently add and access information on the go. Nor was it convenient to walk around with a laptop during a customer visit. Looking up a record or updating data required to start up the computer, connect to the guest Wi-Fi, and launch the CRM system. It wasn’t a process contributing positively to the customers’ experience and perception of Derbigum. Therefore, sales reps typically postponed administrative tasks to the end of the day, or even later. Derbigum required a mobile solution that would help organize and streamline the work process for their sales personnel. The application needed to provide an efficient, user-friendly environment and facilitate easy access to business data and relevant CRM functionality – at all times, wherever salesmen happened to be. Read More
About Customer	Derbigum was founded in 1932 and is still a family-owned company with its headquarters located in Lot near Brussels. The company has evolved from a traditional manufacturer of waterproof roofing solutions to a global player in ecological, sustainable, and energy saving products & services offering customers peace of mind. Its production sites are located in Belgium (Lot & Perwez) and in the United States (Kansas City), with regional offices also in the Netherlands, Germany, France, Italy, Norway, Sweden, Switzerland, South-Africa and the United States. Derbigum employs 430 people worldwide – 200 of them in Belgium – and reached a consolidated net turnover of €111,500,000 in 2017. It produces about 11.4 million m² of roofing membranes per year and its liquid products account for approximately 3.6 million kg per year. Read More
Solution	Since the company was already using Microsoft Dynamics CRM, Admiral Dynamics – Derbigum’s implementation partner – suggested Resco Mobile CRM as the most suitable mobile solution. The Resco app integrates directly with Microsoft Dynamics CRM and gives access to all data relevant for Derbigum’s salesmen. It also works in an offline mode in case internet isn’t available. Once connection has been reestablished, all data collected while offline are automatically synchronized with the CRM. Derbigum’s sales representatives now utilize Resco Mobile CRM on their iPads every day – planning sales visits, following up on opportunities, and most importantly providing professional customer service with all required information easily accessible throughout their visits. Read More Log in to view content
Contents

Technology Category

Functional Applications - Enterprise Resource Planning Systems (ERP)

Applicable Industries

Construction & Infrastructure

Applicable Functions

Sales & Marketing

Services

System Integration

Challenge

Over the last few years, Derbigum realized that investment in digital tools enables them to utilize more information sources and data about customers. Preferences and behavior can be understood better, which in turn enables the company to foresee and adapt the product and service offering to customers’ needs. The administrative part of the sales reps’ work needed to be done in the company’s Dynamics CRM. That didn’t enable them to efficiently add and access information on the go. Nor was it convenient to walk around with a laptop during a customer visit. Looking up a record or updating data required to start up the computer, connect to the guest Wi-Fi, and launch the CRM system. It wasn’t a process contributing positively to the customers’ experience and perception of Derbigum. Therefore, sales reps typically postponed administrative tasks to the end of the day, or even later. Derbigum required a mobile solution that would help organize and streamline the work process for their sales personnel. The application needed to provide an efficient, user-friendly environment and facilitate easy access to business data and relevant CRM functionality – at all times, wherever salesmen happened to be.

About Customer

Derbigum was founded in 1932 and is still a family-owned company with its headquarters located in Lot near Brussels. The company has evolved from a traditional manufacturer of waterproof roofing solutions to a global player in ecological, sustainable, and energy saving products & services offering customers peace of mind. Its production sites are located in Belgium (Lot & Perwez) and in the United States (Kansas City), with regional offices also in the Netherlands, Germany, France, Italy, Norway, Sweden, Switzerland, South-Africa and the United States. Derbigum employs 430 people worldwide – 200 of them in Belgium – and reached a consolidated net turnover of €111,500,000 in 2017. It produces about 11.4 million m² of roofing membranes per year and its liquid products account for approximately 3.6 million kg per year.

Solution

Since the company was already using Microsoft Dynamics CRM, Admiral Dynamics – Derbigum’s implementation partner – suggested Resco Mobile CRM as the most suitable mobile solution. The Resco app integrates directly with Microsoft Dynamics CRM and gives access to all data relevant for Derbigum’s salesmen. It also works in an offline mode in case internet isn’t available. Once connection has been reestablished, all data collected while offline are automatically synchronized with the CRM. Derbigum’s sales representatives now utilize Resco Mobile CRM on their iPads every day – planning sales visits, following up on opportunities, and most importantly providing professional customer service with all required information easily accessible throughout their visits.

Impact #1	Boost for sales productivity: Providing a tool which empowers people to perform their tasks and facilitates their operational capabilities, delivered higher efficiency and increased the sales process productivity.
Impact #2	Simplifying sales reps’ lives: Sales personnel now have constant access to all CRM data; can easily prepare for each customer visit, including planning their daily route; effortlessly complete necessary administrative tasks; and they are able to more promptly follow up opportunities with real-time information.
Impact #3	Unifying the sales process across Europe: Derbigum decided to deploy Resco Mobile CRM in all its European branches. For this kind of project, a phased and well-structured approach was required to ensure a successful outcome. Based on a number of exchanges with their sales department and using Resco’s Woodford configuration tool, Admiral Dynamics was able to implement Resco Mobile CRM across Derbigum’s European offices in October 2017 – unifying the company’s sales process across the entire continent.

Impact #1

Boost for sales productivity: Providing a tool which empowers people to perform their tasks and facilitates their operational capabilities, delivered higher efficiency and increased the sales process productivity.

Impact #2

Simplifying sales reps’ lives: Sales personnel now have constant access to all CRM data; can easily prepare for each customer visit, including planning their daily route; effortlessly complete necessary administrative tasks; and they are able to more promptly follow up opportunities with real-time information.

Impact #3

Unifying the sales process across Europe: Derbigum decided to deploy Resco Mobile CRM in all its European branches. For this kind of project, a phased and well-structured approach was required to ensure a successful outcome. Based on a number of exchanges with their sales department and using Resco’s Woodford configuration tool, Admiral Dynamics was able to implement Resco Mobile CRM across Derbigum’s European offices in October 2017 – unifying the company’s sales process across the entire continent.

Benefit #1	After introducing Resco Mobile CRM, the number of newly recorded accounts grew by 15%.
Benefit #2	Sales reps are now capable to complete 20% more customer visits than before.

Benefit #1

After introducing Resco Mobile CRM, the number of newly recorded accounts grew by 15%.

Benefit #2

Sales reps are now capable to complete 20% more customer visits than before.

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Overview

Leading manufacturer of roofing solutions undergoes digital transformation implementing Mobile CRM

Operational Impact

Quantitative Benefit