Fami Storage Solutions are a leading global producer of high-quality industrial and workshop furniture, with a rich Italian history that goes back 90 years. The company engaged 3CAD to facilitate sales ordinary activities and give more time to focus on what they are best on: selling.
Fami is a leading global producer of high-quality industrial and workshop furniture, with a rich Italian history that goes back 90 years. From their original workshop based under their home, they have now grown into an international supplier with four European branches and a network of international partners, all served from their 140,000 m2 headquarters in Rosà (Vicenza).
Since 2003, they have also entered the commercial vehicle outfitting sector, with the birth of the Store Van brand that serves the small craftsman, as well as the large commercial fleets.
To keep up with the needs of the market and tailor a personalized customer service, Luca Milani CEO of Fami reveals the secret of his success: the digitalization of their business. From marketing to production and from sales to order, the family-run business has seen its fantastic evolution thanks to cutting-edge software, including the adoption of the 3CAD product configurator.
Why change was needed
Starting with the Store Van brand in 2010, FAMI wanted to find a solution to improve their sales process, so that they were ahead of the rest of the market.
At this point, the sales rep used their technical knowledge to create bespoke plans for each customer, based on the customer’s specific needs. This created a number of challenges:
- The sales team needed a lot of technical knowledge to create plans, which made recruitment harder
- The sales team was crucial to the fulfillment of each offer, which slowed down production
- Details were often lost between sales and production, causing errors
- Customization was bespoke, making mass production harder to achieve
All of these combined to create a blocker in expanding their sales and production of custom storage for vans.
How change happened
To tackle these challenges, FAMI engaged with 3CAD to leverage their product configuration software. The first step involved our consultants gaining a deep understanding of FAMI's business processes from sales to production.
We then converted their product range into a flexible database, powered by intelligent parametric rules. These rules ensure sales teams can only create solutions that are feasible to produce.
The result was a unique product configurator for the Store Van brand. This tool allows sales teams to create custom storage solutions much faster, focusing on closing deals rather than processing orders and creating plans.
Production errors and reliance on sales knowledge were also eliminated. Designs created in 3CAD are directly sent to production, connecting seamlessly with ERP systems to ensure no data is lost.
This success led FAMI to adopt 3CAD across their entire business. New product launches are evaluated for configurability and use in 3CAD.
Professional wardrobes now use 3CAD, with cloud management and e-commerce integration, fostering direct customer relationships.
A key success factor was training FAMI staff to implement 3CAD for new products with minimal assistance, significantly shortening production times with accurate bills of materials.
The final project phase will see FAMI's configuration platform online, enabling real-time customer interactions, sales support, and evaluation of configuration options, stocks, and order times. Traditional communication methods are enhanced with synchronized contact points (QR codes, interactive PDFs) to boost service levels.