Customer Stories

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Horizon Heating

Horizon Heating

Company

Horizon Heating Ltd. has been providing quality and affordable heating, air conditioning and indoor air quality solutions to Albertans since 1988. Products include; Carrier, Honeywell, ventilation and metal products. Services include residential new construction, furnace replacements, renovations, air conditioning, indoor air quality solutions, controls and automation, parts and service.


Challenge

  • Managed new furnace orders from Home Builders using a spread sheet and the spreadsheet would often become corrupted.
  • They did not have a digital system to manage new furnace leads from consumers generated from the website and call-ins.
  • hey did not have a system to manage lead generation and sales process for new furnace warranties, service packages and cleanings.

Solution

Purchased SalesForce.com Enterprise and POIM CRM QuickStart.


SalesCloud

  • Used Account Records to manage relationships with home builders who require furnace installation in a new home.
  • Used Opportunities to manage new home installs that were posted by the Home Builder on the Home Builder portal sites.
  • Used Account Hierarchies to associate homes that had a new furnace installed by Horizon with the originating home builder.
  • Used web to lead to capture new consumer leads from generated from the internet.
  • Used Person Accounts to manage account information associated with customs not associated with a home builder customer.
  • Used products to build customer quotes.
  • Used Assets to track products sold to builders and individual customers.

Custom Cloud & App Exchange Partners

  • Built an Apex Trigger to convert an Opportunity to an Account and convert Products within the Opportunity to Assets within the new Account.
  • Integrated Conga Composer mail merge application to create quotes and work orders associated with Opportunities and Accounts.

Results

  • Replaced a spread sheet with a CRM that allows Horizon to manage the customer workflow from lead – prospect – customer.
  • Reduced the time required to manage customer data by replacing the spread sheet with a CRM that does not crash.
  • Provide a system that allows them to manage assets that they have sold, contacts who own the assets and the relationship they have with the home builder.
  • Provided a CRM that will allow Horizon to easily market cleaning and repair services to existing customers.
  • Provided a CRM that will allow Horizon to easily market service contacts to existing customers.

Mobile access to the CRM system

Collaboration on Accounts, Contacts and Opportunities between Inside Sales, Out Side Sales and Operations.