The continuing rise in demand for customised solutions is THE top trend in German mechanical engineering. Studies (VDMA/McKinsey study) show that intelligent modular strategies and the use of product configurators in sales present an ideal opportunity to utilise this trend. The focus here is on the desire on the part of companies to offer customers and the market a wide product portfolio (maximisation of revenue) with minimum internal variance on the production side (minimising of costs). However, for many medium-sized machinery manufacturers, the implementation of a solution is a challenge involving many unresolved issues.
We at encoway believe that a well thought out and gradual approach will ensure success. Especially for medium-sized machinery manufacturers, we have developed a low-threshold introduction:
- The Readiness Check,
- The potential analysis,
- and – quite simply – trying it out!
More success in sales - the starting point
Implementation projects are often initiated by the sales department. For example, salespeople should be able to create customised, error-free quotations quicker and at a suitable price. Internal sales should be relieved from having to deal with recurring, complex technical enquiries. If necessary, even customers should be able to find, configure and order the product variants themselves in the extensive catalogue. And in general, the communication of products, solutions and services to the market should be made more attractive.
It is, however, often not sufficiently clear where the company currently stands as regards its starting position and ability to realise projects of this kind. If its experience with “configuration projects” is limited, a lot of questions remain open: Is this actually possible in our company? What kind of success can we achieve? How can we create quick wins? Where do we start? What conditions do we need to create? And will it actually be worth it?
Over the past 15 years, encoway has realised a variety of successful CPQ (Configure - Price - Quote) projects. Based on our many years of experience with the preparation, implementation and follow-up of projects, we have developed “best practices” for a step-by-step introduction.