Case studies

Groupe Alainé

+ 350 employees/users

Industries

Services

JOB NEED

Founded in 1945, the Alainé Group has developed recognized expertise in the main transport and logistics sectors. The company has 1,200 employees and generated €273 million in revenue in 2020. It has experienced 85% growth over the last ten years, both organically and through targeted acquisitions.

To continue its strong growth, the Alainé Group has set ambitious sales targets, aiming to acquire new customers and strengthen cross-selling. Company management has decided to equip its sales force with Salesforce to support their prospecting efforts, improve synergy between divisions (by facilitating data sharing), and measure sales effectiveness.

“ We have chosen a scalable, open and powerful tool, capable, in the long term, of incorporating the functionalities necessary for our customer service, and of connecting with our business tools. Our goal is to continuously strengthen our customer knowledge and to bring more synergy and collaboration between the group’s business lines ”
— General Management, Alainé Group.

PROJECT OBJECTIVE

Until 2021, the group’s sales force had no tools to monitor their actions, collaborate between divisions, or manage sales.

After implementing an internal trial to validate the need for a CRM tool, the Alainé Group decided to deploy the Salesforce tool, with the following objectives:

Supporting the sales team’s intensive prospecting efforts
Improve collaboration and synergy between the five divisions in order to develop cross-selling
Manage and centralize data efficiently
Having indicators to manage commercial activity

MISSIONS COMPLETED

The teams from Alainé and Hardis Group collaborated for a month and a half to design and configure the Salesforce solution.

Following a phase of design workshops facilitated by Hardis Group:

Implementation and configuration of the CRM platform, in line with the needs raised and the group’s processes: visit reports, campaigns, sales points, prospect management, etc.
Implementation of indicators and dashboards enabling management to monitor commercial activity

DEPLOYED SOLUTIONS

The tool was deployed and tested in real-world conditions at a trade show, then made available to sales representatives and managers after training sessions. Today, around forty sales representatives use the solution daily.

REVIEW & RESULTS

360° knowledge of customers and prospects
A tool to facilitate information sharing and collaboration between the five divisions.
Ability to closely monitor and manage commercial activity
An open tool that will eventually be extended to customer service and connected to business applications.