Volume 8, Issue 11 - December 2007
Remote Quoting and Order Entry Creates Win,
Patience is a virtue. Making people wait a week, a day or even an hour for price quotes is not. Customers and prospects expect answers now, and the people in your sales channel want to provide those answers without delay. The problem? You still want to maintain control and ensure quality.
Today, you can give them exactly the capabilities they desire. In the process, your company can acquire new business while becoming more responsive and efficient. This can be accomplished without giving up the control needed to prevent costly errors in estimation, scheduling and production.
Providing Instant Information
What should you look for? Certainly, think of the capabilities your business needs. The chosen tools should allow quotes preparation in all the sales situations in your channel. Quote preparation should also be available when disconnected from the Internet. It is important that these tools are relatively easy to learn, use and maintain.
For these reasons, we recommend our customers choose tools that integrate tightly with their manufacturing packages. This provides numerous advantages, including the following.
Another consideration to keep in mind is that the further you push quotation out into the sales channel, the less the person preparing an estimate is likely to know about what wins orders for your products and company. Look for applications that enhance and promote, not limit or hide, your competitive advantages. If you win on features and options, be sure the application offers these so they cannot be missed. If you win on specials, make sure the application can quote and display even the most complex mulled shapes you fabricate. In addition, be certain the application allows modification of the display screens to include your company logo and colors.
As long as your online quoting and sales tools enforce accuracy, speed and convenience they can be valuable attributes in the sales process. Your entire sales channel can be equipped to respond rapidly to opportunities rather than keep prospects or customers waiting. Meanwhile, efficiency is enhanced for everyone. These needs are best meet through a system that integrates closely with your current solution.
Ron Crowl is president of FeneTech. He may be reached at firstname.lastname@example.org. Mr. Crowl’s opinions are solely his own and do not necessarily reflect those of this magazine.