Weitzer Parkett leads the market for parquet and wood flooring, employing more than 600 staff members in Austria, Germany and Hungary. When it comes to CRM, Weitzer deploys state-of-the-art cloud technologies from Microsoft. The ideal interplay of Microsoft Dynamics, Office 365 and SharePoint guarantees Weitzer a full overview of all client and project data at the touch of a button. This wasn’t always the case: before introducing Microsoft Dynamics, Weitzer Parkett operated a CRM system developed in-house. “We used to have eight or nine different tools, with information on certain customers also differing in some instances. As a result we were only attaining 5% of what a modern CRM system should achieve,“ says Roland Eisenschenk, the person responsible for sales management at Weitzer Parkett, describing the situation at the start of the project.
Increasing demands on CRM
In terms of the growth strategy of Weitzer Parkett, professional customer relationship management is becoming ever more important to the company. Weitzer Parkett also wanted to eliminate the risk of data being lost whenever an employee left the company. At the same time, back office staff and sales representatives were demanding technical simplifications, having found themselves overwhelmed with the existing system.
CRM software and implementation partner clear from the outset
To realise the project, Weitzer Parkett turned to its long-term software partner BE-terna.
From day one, we were sure about both the product and the partner we wanted. Our staff were already fully familiar with Microsoft thanks to Office products like Word, Outlook and Excel. We have enjoyed a highly satisfactory partnership with BE-terna for many years, so there was no need for the usual process of choosing software.
reveals Roland Eisenschenk.
Record-breaking project duration
BE-terna completed the CRM project in just four months. Today, Microsoft Dynamics has more than 100 users in sales and marketing. A follow-up project for the marketing area is already on the starting blocks:
Weitzer Parkett now intends to incorporate customer service into the CRM system. Roland Eisenschenk acknowledges that the success of a CRM system depends on employee acceptance: “We are always looking to push ahead with CRM internally – we want to expand and optimise CRM steadily while investing significantly in staff training.“
The CRM system: Source of customer and project data
Roland Eisenschenk believes the full overview of clients and projects is the greatest advantage of the system.
We have a central source for all client and project-relevant data, so we can call up modes of payment, conditions, sales figures and so on. We can also manage contacts, document deadlines and analyse sales figures and market prices
says an enthusiastic Roland Eisenschenk.
Numerous access options
In the course of implementing the CRM system, sales representatives were equipped with new tablets. Employees have many ways to access the system – via desktop, Internet browser, Outlook or Windows 10 app – while field staff are increasingly taking advantage of mobile access. In future, Roland Eisenschenk wants to derive meaningful KPIs from the CRM system in order to increase the active selling time of field staff while overseeing planning and growth more effectively. We must aim not just to read information from the CRM system, but to use this more to monitor sales and marketing,“ says Roland Eisenschenk, hinting at ways he hopes to utilise the CRM solution in future. By outsourcing to the cloud, Weitzer Parkett can make savings on infrastructure operation and concentrate on enhancing business processes and optimising the management of customer relationships.
- Microsoft package in the cloud
- Project term of just 4 months
- Complete overview of customers and projects
- Many ways to access CRM information
- More active selling time, thus creating additional chances to generate sales
- Improved monitoring of sales and marketing internally
- Savings on infrastructure operation
About Weitzer Parkett AG
Weitzer Parkett was founded in 1831. Today the company leads the Austrian market for parquet flooring and wooden stairs. The family-run business, now in its seventh generation, is one of Europe’s leading parquet manufacturers and is globally active. All products are manufactured in Austria, at the company’s Weiz headquarters in Styria and also at Güssing in the state of Burgenland. Weitzer Parkett almost exclusively sources wood from sustainably managed forests in Europe, and avoids tropical woods completely. All products of Weitzer Parkett bear the Blue Angel eco-label.
Weitzer Parkett is represented in more than 30 countries through exclusive distribution partners. Weitzer Parkett is synonymous with ‘Parquet Intelligence’. The continual development of innovative and intelligent solutions for parquet and stairs, environmental responsibility and contemporary design are core elements of the brand. In this way Weitzer Parkett offers a host of outstanding products, including sound-reduction, maintenance-free and health-promoting parquet flooring.
Sector: Production and distribution of parquet flooring
Subsidiaries: Austria, Germany, Hungary
CRM users: 100