Address: Nám. 14. října 1307/2 CZ-150 00 Prague Czech Republic

Phone: +420 606638183

About the company

About the company

About the company

The Saint-Gobain Group designs and manufactures high-performance building materials that offer comprehensive solutions for quality, economical and sustainable living. You will find them everywhere in your homes and in your daily lives: in buildings, transportation, infrastructure and in many industrial applications. The company also manufactures glass for the construction and automotive industries and water supply systems.

The Saint-Gobain Group has been operating in the Czech Republic since 1992. It currently includes 4 companies managing 14 production plants, 9 brands including Rigips, Isover and Weber, and more than 4 000 employees.

Challenge

For several years, the company used a system for sales representatives, which no longer met its requirements for further development, both in terms of its architecture and the speed of implementation of the required modifications. Therefore, at the end of 2018, it was decided to purchase the Salesforce solution, which has been already used by the Saint-Gobain Group in several other countries.

Solution

An implementation started with an analysis,  the application was deployed 5 month later for the Rigips division and for the Isover division a few weeks afterwards.               

The solution is used for business process management, i.e. in the Sales Cloud edition. In addition to using standard business tools, additional adjustments have been made using standard setup tools or a custom development in Salesforce.

Key benefits

In Salesforce, an adjustment was made for a complex price and discount structure in relation to customers and products. When creating a quote, the price is automatically calculated and the discount structure is broken down. The main advantage is that any updates in the calculation structure can be done by an authorized user without IT knowledge very quickly which enables the prices and the discount system to be up to date.

If the price or discount needs to be further adjusted by the user otherwise than calculated by the system, the user has to let the quote be approved by a responsible person. These processes define who has the right to approve in which use cases and to what extent, and the corresponding approval process starts automatically according to the set criteria. This feature enables the management to have a maximum overview of who and when sent and approved the quote. There is no way to send the quote to a customer without this prior approval.

Saint-Gobain also uses a custom project calculating application allowing customers or partners to define material items needed to implement the project. The implementation included an integration of this application to Salesforce. This feature enables an export of the created constructions per click to Salesforce, where prices, discounts and the quote are  generated to be sent directly to the customer from Salesforce.

As Saint-Gobain sales people spend most of their time in the field with their customers, they greatly appreciate that Salesforce includes it's own mobile application. The user can create a quote or ask for its approval directly in the field and it can be approved by his/her manager on his phone or tablet as well. Finally, when negotiating with a customer, the user has access to records of previous meetings and all the other important information.

Nikola Hoffmann

CEO of the Rigips Division and Member of the Board of Directors

"We are satisfied with the application as such. We appreciate the ability to adjust the functionalities to match our needs. Cooperation with a local partner takes place in a just-in-time mode essentially. We appreciate their experience, knowledge of the local environment and the ability to quickly understand our requirements and to apply them. This is something we are particularly happy with, because the previous system either did not allow this or the reaction time was disproportionately long.

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The implementation went as expected. We did not encounter any major complications. The transition of the sales team to Salesforce was relatively smooth, although, looking back, to focus more on preparation and important steps to support the adoption of the new system should have had a higher importance. ”

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