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It’s not an exaggeration to say the world is built by material handling equipment manufacturers. But despite how necessary heavy industrial machinery is, manufacturers face a number of challenges that make it hard to maintain profitability. The highly competitive market requires in-depth product differentiation to stand out, but customization requests from customers can complicate the manufacturing process and increase lead times, which in turn lengthens sales cycles. What’s more, the complexity of the equipment and the technical knowledge required for effective selling often demand skilled sales personnel.
As a result, material handling equipment manufacturers can’t just rely on the quality of their products to generate sales. Today’s customers expect digital, streamlined experiences even in the B2B market, and manufacturers must adopt the latest technology to meet those expectations. That’s where CPQ comes in.
Configure, Price, Quote (or CPQ) solutions are a type of sales automation software that dramatically streamlines processes for any manufacturer making customizable or configurable products. CPQ allows sales teams to create digital product catalogs with rules-based configuration engines that customers can use to customize their orders at their own convenience — similar to shopping online. The software can automatically calculate pricing based on selected features, quantities, discounts, and other variables, and generate professional quotes in a fraction of the time it would take sales manually.
On the product development side, manufacturers can also use CPQ to quickly create configurable and variable designs without drafting each product iteration from scratch. In general, companies that use CPQ software enjoy faster processes, fewer errors, improved sales efficiency, and ultra-fast, accurate, and competitive quotes.
Configure One Cloud from Revalize revolutionized the quoting process over two decades ago, and remains one of the most innovative and reliable CPQ software on the market. The new, cloud-based update to the platform is purpose-built to meet the most complex needs of material handling equipment manufacturers, and is a perfect solution for any company looking to improve efficiency and their profit margins. The platform allows users to access the dashboard anywhere they have internet access, calculate prices in any currency, integrate seamlessly with almost every enterprise software, and create industry-leading interactive product visualizations.
CPQ for material handling equipment manufacturers is a key ingredient for digital transformation, but not all solutions are created equal.
