Revolutionising sales efficiency: Garage Living's CRM and CPQ transformation

Introduction to Garage Living

Garage Living, a leading provider of garage renovations in North America, has been transforming thousands of garages since 2005. Their team of trained designers, installers, and service personnel ensures efficient and high-quality renovations to satisfy their discerning clientele.

Garage Living takes pride in using top-notch products, including polyaspartic floor coatings and heavy gauge steel cabinetry, all made in North America. With a commitment to competitive pricing, exceptional customer service, and a focus on local communities, Garage Living aims to improve the quality and lifestyle of homes through durable garage solutions.

Tailoring CRM and CPQ Needs

Garage Living approached Huble with several key objectives and requirements for their CRM transformation project. Their main goals were to streamline their sales processes, improve efficiency, and overcome the pain points they experienced in their existing CRM setup.

Their decision to move from their old setup to the new one was driven by various factors, including the need to migrate their website structure, gain better visibility into lead attribution and advertising ROI, and transform their entire organisation. Garage Living recognized the opportunity to improve their quoting platform and address the pain points experienced by their network. Ultimately, Garage Living's decision led them to partner with Huble and adopt DealHub and SkuVault as part of their CRM transformation.

One of the primary requirements for Garage Living was the need for a comprehensive CRM solution that could handle their complex pricing models. They required a system that could accommodate franchise-specific pricing, differences in pricing based on shipping locations, and dynamic inventory selection. Garage Living also wanted to migrate from their previous CRM system, Method CRM, to HubSpot, as it offered more advanced features and integration capabilities.

Another crucial requirement for Garage Living was the integration of their CRM with other systems, specifically their inventory management system (SkuVault) and accounting system (QuickBooks Online). They needed automation and seamless data flow between these systems to eliminate manual tasks and improve accuracy.

Furthermore, Garage Living aimed to improve their reporting capabilities by having visibility into active customer data and closed customer data across systems. This would enable them to track and analyse sales performance, customer behaviour, and other key metrics more effectively.

In pursuit of a robust solution, Garage Living found that HubSpot's CPQ and quoting tools fell short of their requirements. They specifically sought parent-child code product bundling and the ability to set custom pricing at the franchise level. The goal was to simplify the quoting process, empowering sales representatives to effortlessly generate quotes for customers without requiring extensive technical product knowledge.

Lastly, data migration from their previous systems to the new CRM was a critical requirement for Garage Living. They needed a smooth transition of their existing data, ensuring data integrity and consistency.

Overall, Garage Living's objectives and requirements centred around streamlining their sales processes, improving automation, enabling customization, and enhancing reporting capabilities. Huble worked closely with Garage Living to understand these requirements and develop tailored solutions using HubSpot and DealHub to address their pain points and achieve their goals.

Solutions for Garage Living's CRM Transformation

Let’s delve deeper into the solutions that our team implemented, to address the challenges faced by Garage Living:

• Automation between CRM and accounting systems: Huble created automatic deposit transactions within HubSpot and integrated them with QuickBooks Online. This enabled the automation of deposit transactions, purchase orders, and final invoices, eliminating the need for manual entries and reducing errors.
  
  
• Middleware solution for inventory management: Huble developed a middleware solution that read webhooks from QuickBooks Online, updating the deal status when inventory was received and ready for installation. This bridged the gap between inventory management and CRM, ensuring smooth coordination.
  
  
• Franchise-Specific pricing and product selection: DealHub, integrated with HubSpot, allowed for the creation of specific rulesets to manage franchise-specific pricing and parent-child product selection. Franchise information was automatically set in HubSpot during the marketing phase, enabling DealHub to generate accurate pricing based on predefined rules.
  
  
• Custom API for tax calculation: Huble built a custom API to retrieve sales and use tax information from a third-party app within HubSpot. The custom API applied tax amounts to pricing for sales and cost of goods sold (COGS) based on specific rulesets at the product and address levels simultaneously.
  
  
• Dynamic terms and conditions and appended documents: DealHub's playbook functionality facilitated the selection of appended documents based on the product selection. Sales users were guided to select the necessary documents, such as floor colour or cabinet style, which were then included in the generated quotes.

By implementing these solutions, Garage Living overcame their CRM challenges, achieving automation, accurate pricing, streamlined inventory management, dynamic tax calculations, and customised document generation. These solutions improved efficiency, reduced manual efforts, and enhanced the overall sales process for Garage Living.