When other people are selling your products for you, how do you help them sell smarter? How do you help them prefer to sell your products over others?
For fire truck manufacturer, E-ONE, based in Ocala, Florida, the challenge was further complicated by the fact that their fire trucks are custom-made. A fire truck in New York City fighting fires in skyscrapers is significantly different from a fire truck used in rural Montana.
E-ONE started selling smarter by helping their dealers respond to customer requests faster. In the video below, E-ONE employees talk about how they used Cincom technology to create faster proposals, quotes and designs. In what still takes many of their competitors’ weeks to accomplish, E-ONE dealers can provide customers information within 15 to 20 minutes.
The affect on E-ONE’s dealer relations is summed up nicely by Larry Shenavar:
“We recently recruited a new dealer from a competitor and on his visit to E-ONE we gave him a pretty detailed demo of our quote-to-order application based on the Cincom technology and he was blown away. The amount of information that they could get, the amount of configurations that they could design and develop very quickly and the amount of illustrations and drawings that they could provide to the customer in a very short amount of time really blew him away and he saw it as a competitive advantage in his market.”