I represent the Acquire product, specifically in the HVAC/Building Services industry. In the HVAC/R industry, many products are either engineer-to-order (ETO), meaning products are highly customized, or configure-to-order (CTO), meaning the company has the information but just prices it together.
The more complex a product, the more complex it can be to sell.
The pains I hear most from HVAC/R manufacturers are:
- “Our product and pricing options are so complex, even our own employees don’t understand them.”
- “It takes too long to respond to our customers.”
- “It takes too long to get a quotation out.”
- “We are always chasing/relying on the expert (the person who has the knowledge).”
I recently spoke to a Vice President of Marketing at a complex HVAC/R manufacturer that’s facing these same issues. He spoke about his company’s desire to quote in real time to win more business and steal market share from his competitors.
This company oversees many different companies, and right now they have six of their independent companies here in the U.S. Yet, not one has have ever had a program in place for the sales reps to configure a product!
Instead they’ve tried a Band-Aid approach, deploying a home-grown application that just allows them to sketch what the unit is supposed to look like with one common rules price. So, when the rep draws that up, it won’t draw something they can’t build.
However the Band-Aid approach is no longer working. The independent sales reps who market the company’s products are complaining that quotes simply take “way too long.”
Does this situation sound familiar to you?
How Acquire Can Help
If it does, then take the opportunity to explore this website to learn more about Cincom Acquire®. Acquire is a knowledge engine that allows companies that sell complex products and services to capture the most critical knowledge of their business from the heads of its most experienced team members. Once that “knowledge” is captured, it can be formatted in an infinite number of ways and shared with whomever they choose in REAL TIME.
Faster quoting. Better customer service. No more Band-Aids.
To learn more about how CPQ can increase your advantage in industry, get a personalized demo.