Focus abas France – by SRE

By Sébastien Reymann – Sales Director

ACTEGA RHENACOAT, a subsidiary of the international ALTANA group, is specialized in the manufacture of paint for metal and plastic packaging. Located in the Ardennes, this company has 60 employees and a turnover of 22M€.


On my phonecall in November 2016, the IT manager confirmed an ERP project. Specifications are available, the expected response is expected by the end of December 2016 and a final choice is expected around April 2017.

Well, I’m on time.

However, he doesn’t want to send me the technical specifications because in October he did a tour of the actors at the ERP show in Paris, where we didn’t attend. While I understand that there are many competitors on the project, I insist and argue. He’s finally okay for an appointment.
They are equipped with a specific aging software as well as excel and access files, 25 workstations.
The appointment goes well: good contact, is sensitive to the messages conveyed: facility of updates, industrial expertise, methodologies, functional coverage…
I have a point of vigilance: we have no references in the process industry in France. I remain evasive and speak rather of local references. Fortunately, he is not looking deeply at this aspect.

Okay, he’ll send us the technical specifications. In order to make a good answer and to prove our expertise, we make in September a 1st data capture with Ludovic and then answer them.

We are short-listed! They don’t want to give us the name of our competitor, afterwards, we will learn that it is Navision.

In February 2017, we proceed to a 2nd data capture with Ludovic by meeting all the participants in the future demo and a complementary data capture with Didier.
In addition to Ludovic and Didier, Fabrice takes part in the demonstration and makes interventions on specific subjects.

It feels good: the contact is good and the demonstration goes very well.
I hear that they met with our customer and their neighbour Arden Equipment on their own initiative. I would have liked to be present but not always easy to control everything. Fortunately, Arden is satisfied and speaks well of us.

In April, I go to Actega to present and explain the new offer. After a small negotiation and a small financial effort (in exchange for a report), I get an oral agreement. It is now a matter of presenting the dossier to the Altana group.

Two weeks later: cold shower. Altana wants Actega to consult SAP because this is the trend of the group. The IT manager is sorry for this inconvenience, is aware that SAP is oversized for their structure!

In June, we invite our two main interlocutors to Strasbourg customer day. Excellent to stay in touch, follow the news and meet all the team. During this day, they tell us that they will be visiting the Artistica subsidiary in Vigo in July and ask us if it is possible to make an intervention. The idea is to have more weight in the group. I contact Alberto, ok great he talks about ABAS and reassures them.

Then the months pass without us being able to do much and one day in December Actega calls me to tell me that Altana is OK!

Finally SAP will never be consulted, let’s hope that we are the gateway to the group. The kick-off will take place on March 5th, time for our experts to play now.

Patience, coordination, good teamwork, great company and first French reference in this sector of activity !


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