KLEEN PURGATIS goes for clean customer data with Salesforce

Jena/Hiddenhausen – As part of its strategic realignment, KLEEN PURGATIS decided to leverage customer data more effectively, thereby optimising its sales processes. Together with the digital agency dotSource, the manufacturer of professional cleaning products implemented a customer relationship management (CRM) solution from Salesforce with a wide range of features, reducing the workload of sales staff in the long term and enabling data-driven forecasting.

Progress is a top priority at KLEEN PURGATIS. As a leading manufacturer, the long-established company from North Rhine-Westphalia offers innovative cleaning and hygiene products for customers operating in the healthcare, hotel, catering and facility management industries. To appeal to its B2B target audience even more successfully, the company reorganised its strategy.

A multi-level sales model with intermediary partners, previously managed mainly in analogue form, made it difficult to handle customer data effectively. For this reason, KLEEN PURGATIS decided to thoroughly optimise its sales and service processes – with support from the digitalisation experts at dotSource.

The goal was to ensure full customer data transparency internally, which would make it possible to provide business customers with the right products and solutions. Moreover, valid data would improve forecasts for production planning.

More Transparency in Handling Customer Data

After an extensive requirements elicitation, KLEEN PURGATIS opted for Salesforce Sales Cloud. The CRM tool enables the establishment of a single source of truth for customer data and the accurate mapping of the complex sales structure, resulting in the efficient and convenient management of customer information. Through effective performance measurement regarding sales processes, the CRM solution also helps shape KLEEN PURGATIS' business strategy.

Data Integration for Efficient Lead Qualification

As a first step, the dotSource CRM team processed and consolidated existing customer data, making it possible to break down data silos and segment target audiences. Leads were then structured and organised according to their relevance.

Prior to lead qualification, however, customer data had to be migrated from the previously used SQL database to the new Salesforce solution. Despite the complex sales structure, dotSource succeeded in transferring over 9,000 of KLEEN PURGATIS' leads to Salesforce Sales Cloud.

»Right from the start, the digital agency worked closely with us to gain an understanding of our sales processes. This made it possible to successfully transfer our business model to the CRM solution from Salesforce,« Markus Bolze, Head of Sales Operations at KLEEN PURGATIS, says, summarising the benefits of the project.

Clean Data for Customer-Oriented Sales Processes

At KLEEN PURGATIS, the customisability and outstanding usability of the Salesforce solution led to a high level of acceptance, with employees making efficient use of the new system. Lead structuring and reminders are just some of the ways in which Salesforce Sales Cloud helps serve customers in line with their needs and at the right time. Not only does this optimise internal workflows, but it also has a positive impact on customer satisfaction.

Furthermore, the Salesforce solution allows the long-established company to make accurate production forecasts based on valid data by predicting customer requirements more precisely.

About KLEEN PURGATIS

KLEEN PURGATIS, a member of the BUDICH GROUP, offers professional solutions for cleaning, care, hygiene and disinfection. With headquarters in Hiddenhausen and over 140 years of experience, the continuously growing company stands for effective, safe and sustainable cleaning processes – in line with its philosophy of »simply conscious cleaning«. Customers operating in the healthcare, hotel, catering and facility management industries benefit from high-quality products and all-round service.