Situation:
A finishes supplier needed to be able to pump out 10-20 quotes a day. To do so, they needed access to labor rates, material prices, and standard equipment charges. The competition was creating their quotes 3x faster, and they looked great. They were determined to increase quote efficiency dramatically. In addition, their quotes needed to look more polished to compete more effectively against other finishes suppliers.
Complication:
The Client did not have standard templates or processes for creating their quotes. Instead, each salesperson had their own approach to creating a quote, and they used the last one they completed as their starting point. A salesperson was doing good in getting four estimates completed in a day. They were taking a long time to put together and were riddled with errors because they manually entered their data in Excel. In addition, if their last quote had outdated support documentation, like terms and conditions, so did the next one. If they were moving too fast, the quote might not even include any Terms & Conditions. They needed well defined and repeatable processes, with the software to support them.
Resolution:
By leveraging our estimating and proposal features, the client could repeatedly ensure quick and accurate estimates were being produced, including correct terms and conditions. Due to the efficiencies gained from leveraging our system, they were able to increase the number of bids sent out, which increased the number of jobs won. The accuracy also improved margins and customer confidence, and the quotes looked more professional.
Impact:
- 18% increase in jobs won within the first six months of implementation
- Average bids per sales rep increase from 4 to 10 bids per day
- Error-free bids improved from 1 in 3 to over 90%
- Company risk was reduced with the consistent delivery of current, standardized Terms & Conditions