Heavy equipment sales is some of the most complex product selling there is. Big ticket items, tons of options and dependencies, and complicated engineering rules.
Buyer expectations have changed. Why are you forcing your customers to ‘picture’ their multi-thousand dollar equipment purchase? If your own sales reps don’t know what a feature is from a line of text in a spreadsheet or price list, how will your customer? If they cannot quickly and clearly understand the product they are getting, the options and pricing, and to preview it, how likely are they to finalize the sale?
It’s proven that a visual buying experience can boost conversion rates as much as 40%.
Your sales reps are struggling to master your numerous options and product rules, and want a way to quickly and easily narrow down options for the customer. It seems impossible to automate your entire end-to-end process surrounding heavy equipment configuration, design, engineering, and production. But the custom and engineering-heavy nature of your process is putting increasing strain on your engineering team, and forcing sales and customers to wait. You need a more efficient way to provide mass customization at scale.
Run your equipment manufacturing business more efficiently, removing bottlenecks and breaking down silos between customers, sales, engineering, and production.
The economy is changing and you need to open up buying to everyone, even if configuring and quoting heavy equipment is complex business. KBMax provides a centralized and straightforward product configurator that allows you manage multiple audiences, simultaneously. Provide your reps, dealers, and end customers a centralized platform to serve as the control center for a seamless buying experience wherever people are shopping for your equipment.
With KBMax, your heavy equipment configuration, pricing, manufacturing, and assembly rules can live in one place and control the entire sales to manufacturing process. Your sales reps, website users, and distributors all benefit from a highly visual experience, reflecting the machine’s exact build as it is configured. Human error is eliminated, the sales process is shortened, and order values increase.
What’s the secret? It’s all the work of advanced CPQ product rules – the little bits of logic that govern how your products are configured and manufactured, ensuring every product is optimized from a technical and profitability standpoint.
Dealers and distributors for heavy equipment manufacturers, like Caterpillar, realized a 75% improvement in familiarity with product options and features.
Allow sales reps to quickly generate quote drawings for buyer review, without the help of the engineering team. Sales can do this with confidence because KBMax virtualizes the rules that govern the production your complex machinery, to ensure only valid equipment configurations make their way through sales and engineering to the production team. Caterpillar benefits from a 58% improvement in their sales cycle time after introducing KBMax.
Once orders are finalized, KBMax provides actual CAD file outputs that your engineering team can run with to validate, or further customize the configuration for the customer. You can also automatically generate all the documents required to initiate manufacturing: technical drawings, CAD files, CNC cut sheets, bill of materials, and product renderings are all created without any input from engineering.
Your entire sales, engineering, and quoting process can happen in a matter of minutes instead of multiple days or weeks.
Immerse customers in 2D/3D visual configuration of their machinery
Leverage business logic and dynamic pricing for fast and accurate equipment quotes
Automate your manual, monotonous, time-sapping sales and engineering tasks
Reduce your customer quote wait to minutes, instead of multiple days or weeks
Generate CAD outputs for pre-sales and engineering, reducing load for both teams
Auto-generate CAD files, CNC cut sheets, BOMs, and product renderings for production
Sellers are turning around quotes 58% faster with a 62% increase in quote and order accuracy, and an 85% improvement over their existing tools.
Product variation compounded by the complexity of multiple pricing models can create confusion and inefficiency among your organization’s engineering, manufacturing, and sales teams. In this four-part guide, we’ll uncover how to address challenges like these in your sales to manufacturing processes by using CPQ software.Get the eBook