{"id":8072,"date":"2020-11-24T08:28:46","date_gmt":"2020-11-24T07:28:46","guid":{"rendered":"https:\/\/e.keyrank.de\/selling-machinery-with-a-modular-system\/"},"modified":"2024-11-28T13:43:56","modified_gmt":"2024-11-28T12:43:56","slug":"selling-machinery-with-a-modular-system","status":"publish","type":"post","link":"https:\/\/www.encoway.de\/en\/blog\/selling-machinery-with-a-modular-system\/","title":{"rendered":"Successfully marketing modular products"},"content":{"rendered":"\t\t
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How to get started<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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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<\/a> 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.<\/p>\n

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:<\/p>\n

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  1. The Readiness Check, <\/strong><\/li>\n
  2. The potential analysis, <\/strong><\/li>\n
  3. and \u2013 quite simply \u2013 trying it out!<\/strong><\/li>\n<\/ol>\n

    More success in sales –<\/strong> the starting point<\/h2>\n

    For example, salespeople should be able to create customised, error-free quotations quicker and at a suitable price. 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.<\/p>\n

    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 \u201cconfiguration projects\u201d 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?<\/p>\n

    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 \u201cbest practices\u201d for a step-by-step introduction.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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    If you want to know how machinery manufacturers can always benefit from CPQ solutions, then you will find the right magazine article here: Do you, as a machinery manufacturer, need a CPQ solution?<\/a><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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    1. The Readiness Check: Six criteria for assessing the \u201clevel of maturity\u201d for successful CPQ projects<\/h2>\n

    \u201cWe’re not ready to start a project\u201d. This is the type of self-assessment you will often hear from medium-sized machinery manufacturers. But exactly how ready are you really? What preparation or modification steps still have to be taken?<\/p>\n

    As an initial project preparation stage, it is advisable to assess the initial situation and the success criteria for a successful CPQ project in a structured way. We call this the \u201cReadiness Check\u201d.<\/p>\n

    The Readiness Check examines the ability of a company to implement specific, sales-oriented projects in the context of a modular or variant management strategy<\/a>, from defining objectives to selecting the right data structure.<\/p>\n

    The following six dimensions form an individual situational analysis for your company:<\/h3>\n
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    1. Strategy, goals and organization <\/strong>
      Defining goals and context within the company<\/li>\n
    2. Understanding customer expectations and competition <\/strong>
      Context outside the company<\/li>\n
    3. Analyze product portfolio and degree of modularization<\/strong>
      Structure of the products offered on the market<\/li>\n
    4. Processes and data situation <\/strong>
      Understanding the status of established processes and data<\/li>\n
    5. IT infrastructure and system environment <\/strong>
      Outline existing system landscape<\/li>\n
    6. Employees and know-how <\/strong>
      Assessing employees’ skills<\/li>\n<\/ol>\n

      Our offer: Two experts from encoway to perform the readiness check together with a selected group of your employees at your location. <\/p>\n

      As a result, you will find out the maturity level of your company across the above dimensions. You will receive the written results of the analysis and a recommendation regarding the next steps on the path to a successful CPQ project.<\/p>\n

      As a preparation for a corresponding workshop and as a guideline for your work, you will find a list of detailed questions for the situational analysis here: <\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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      Find out more about a situational analysis of your company with a focus on your sales process in the magazine article “Is your sales process up to date? Discover the potential!”<\/a><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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      2. Potential analysis: Determining added value<\/h2>\n

      \u201cIs a CPQ project really worth it?\u201d A suitable ROI analysis is THE key aspect of any project preparation. In our opinion, only if you can give a firm, well-founded positive answer to this question, should you decide on a CPQ project.<\/p>\n

      But how should you approach this issue? In our experience, there are two approaches that provide the necessary reliability for a project decision: potential analysis and benchmarking.<\/p>\n

      On the one hand, every company should assess the opportunities and risks of a CPQ project themselves. To help do this, encoway provides an effective potential analysis. <\/p>\n

      Our offer: Experienced experts from encoway to analyse with you the potential value contribution of the targeted project in the context of five questions:<\/h3>\n