Greenheck fan simplifying complex selling for increased market share and a more efficient sales...

Profile in Success: Greenheck Fan

Simplifying complex sellingfor increased marketshare and a more efficientsales force!

SituationFrom its beginnings in 1947 as a tiny sheet-metal shop in Schofield,Wisconsin, Greenheck has grown into a leading manufacturer of air-movement and control equipment, such as fans and ventilators,dampers, louvers, energy recovery ventilators and kitchen ventilationsystems. To maintain 60-plus years of industry leadership, Greenheckneeded to improve operational efficiency and simplify a complexselling environment by automating the product ordering process fromfield-to-factory.

Goal:• Increase profitability andturnaround time

• Create superior products andcontinually improve throughinnovation

• Make Greenheck Fan “easier todo business with”

• Eliminate the need for ITinvolvement in direct order entry

Challenge:• Removing manual, time-consuming processes

• Decreasing configuration errors inincoming orders

• Integrating with current SAP®

systems, cost-effectively• Creating effective interactionbetween products in the system

Solution:Cincom Acquire®• Guided Selling and ProductConfigurator

Key Results:• Reduced order entry process fromtwo days to two minutes

• Decreased order-entry staffworkload by 50%

• Streamlined order-delivery processthrough the instantaneous transferof system information to shopfloor

• Reduced rework

Greenheck Initiates a “Field-to-FactorySystem” to Automate Complex SellingProcesses

“Prior to using Cincom’s product, ourprocess was totally manual and paper-driven. We received our orders via fax, viamail…it took days before we could enterthe order into the system.”– Thad Brockman, Manager of System Analysis andBusiness Intelligence, Greenheck Fan

Matching customer needs with product offerings is achallenge for many complex manufacturers, andGreenheck is no exception. A “field-to-factory system”was developed to eliminate the manual processes thatwere creating roadblocks to customer satisfaction. Thisinitiative included “Direct Order Entry” (DOE) through asales configurator called CAPS (Computer AidedProduct Selection).

However, this process involved manually communicatingcomplex information to their fulfillment system, andincoming orders were still not configured properly. Thereneeded to be a bridge that connected IT to the businessso that manual processes could be automated.

Greenheck turned to Cincom for a tool that could builda “field-to-factory bridge”, for faster and more accurateresponses to customer demand. Cincom responded withthe Cincom Acquire Guided Selling and ProductConfigurator that fulfilled these initiatives and madeGreenheck easier to do business with.

Greenheck’s Vision Is Realised – Now It’sthe Easiest Ventilation Manufacturer toDo Business with

“Cincom was the perfect solution.“– Dave Loomans, SAP Product Manager, Greenheck Fan

Together, Cincom and Greenheck Fan have streamlinedthe field-to-factory system so they no longer rely onmanual processes to verify they have the right products.The system delivers the information to the shop floor inminutes with quick-build initiatives fully supported. Thenew field-to-factory system ensures less rework andmore satisfied customers. Now, Greenheck builds designrequests into the standard offerings.

“We have significantly reduced the numberof people that actually process orders. Fiveyears ago we had 20 people enteringorders and today we have fewer than 10people entering three times that ordervolume.”– Diane Resch, Business Analyst Team Lead,Greenheck Fan

Cincom Helps Deliver a CompetitiveAdvantage to Greenheck

“It is a powerful tool, a powerful force interms of how we go to market.”– Dave Loomans, SAP Product Manager, Greenheck Fan

Greenheck realised bottom-line cost savings andincreased revenue through:

• Increased market share: New growth in fan and vent aswell as damper/louver market segments

• Reduced order entry time from two days to justtwo minutes

• Accelerated product development

• A more efficient sales force

• Increased flexibility

“Getting It Right the First Time” EqualsCustomer Satisfaction and Cost Savings

“I believe that we are more efficient indelivering than our competitors.”– Don Brekke, VP of IT, Greenheck Fan

By eliminating rework, Greenheck is also benefiting frommuch greater customer satisfaction. A customer selectsthe product based on performance needs, andmanufacturing requirements for the manufacturing floorare instantly created. This eliminates the in-betweenwork that had to happen in the past. The CincomAcquire Guided Selling and Product Configurator cantake customer performance needs and turn them intomanufacturing requirements. These automatedprocesses come with a true payoff. Since working withCincom, Greenheck’s orders have increased three times.

Cincom and SAP Integrate Intelligently

“We have integrated SAP with Cincom andwith our new business intelligence,providing more information to makedecisions – it suddenly makes us symbioticwith our customers.”– Thad Brockman, Manager of System Analysis andBusiness Intelligence, Greenheck Fan

Greenheck has also experienced the benefits of asmooth integration between Cincom and SAP. Workingwith Cincom has helped Greenheck develop a servicearchitecture that takes output from Cincom’s product, inXML format to XI to SAP. As a result, IT can process1,000 orders a day with this seamless and scalableintegration. Greenheck’s Sales Configuration System(CAPS) and Cincom have combined forces with SAP tobring the factory floor closer to the customer than everbefore.

About CincomFor nearly 40 years, Cincom's software and services havehelped thousands of clients worldwide simplify themanagement of complex business processes. Cincomspecialises in the areas of business where simplificationbrings the greatest value to managers who want to growrevenue, control costs, minimise risk and achieve rapidROI better than their competitors. Cincom servesthousands of clients worldwide including BMW, Citibank,Boeing, Northwestern Mutual, Ericsson, Penn StateUniversity, Milacron, Siemens, Rockwell Automation andTrane.

For more information and additional resources, contactCincom by phone or e-mail at one of the regional officesquoted on the last page of this document. You can alsovisit the company's website at http://acquire.cincom.com.

Cincom, the Quadrant Logo and Cincom Acquire are registered trademarks ofCincom Systems, Inc. SAP is a registered trademark of SAP AG. All othertrademarks belong to their respective companies.

© 2011 Cincom Systems, Inc.FORM AQ080308-1-A4 1/11Printed in U.S.A.All Rights Reserved

World Headquarters • Cincinnati, OH USA • US 1-800-2CINCOMFax 1-513-612-2000 • International 1-513-612-2769E-mail [email protected] • http://www.cincom.com

Contact our European offices:

Brussels, Belgium+32-(0)2-679 68 [email protected]

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Madrid, Spain+34 91 524 [email protected]

Geneva, Switzerland+41 22 747 75 [email protected]

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Greenheck fan simplifying complex selling for increased market share and a more efficient sales...

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