Customer Case
Herber Engineering.
Herber Engineering develops advanced tube bending machines for industrial production and supplies machines to customers all over the world. The machines are used in areas such as the automotive industry, furniture manufacturing, heating systems and other types of metalworking where tubes need to be shaped with high precision.
Background.
Since each machine is often customized to the customer's needs, the sales process becomes technically complex. A quote must not only include the right price, but also ensure that the machine is correctly configured based on capacity, tools and possible options.
To streamline work and create better support for both the sales organization and dealers, Herber has chosen to digitize its configuration and quotation process together with Wexer. The solution is based on the Wengine CPQ platform, a system where machines can be configured digitally and quotation documents are automatically generated.
Background.
Since each machine is often customized to the customer's needs, the sales process becomes technically complex. A quote must not only include the right price, but also ensure that the machine is correctly configured based on capacity, tools and possible options.
To streamline work and create better support for both the sales organization and dealers, Herber has chosen to digitize its configuration and quotation process together with Wexer. The solution is based on the Wengine CPQ platform, a system where machines can be configured digitally and quotation documents are automatically generated.
From manual quotation process to digital configuration.
Previously, each quote required a relatively extensive review of the machine’s design. Salespeople needed to ensure that the correct machine model was selected, that all choices were compatible, and that technical parameters were correct. In many cases, technical specialists also had to be involved to check the configuration before a quote could be sent to the customer.
When sales are also made globally via resellers, it becomes extra important that everyone works with correct product information and the same structures. By implementing a CPQ system, Herber has been able to gather its product logic into a digital tool where the configuration of machines takes place in a structured way.
"Previously, we often needed to go back and forth between sales and engineering to ensure that everything in a quote was correct. Now much of that work can be done directly in the system." Björn Karlsson, CEO of Herber Engineering.
Björn Karlsson, CEO of Herber Engineering.
A digital sales support for machine configuration.
The system allows the user to configure a tube bending machine step by step. The user selects the machine model and then defines relevant parameters such as capacity, tools, automation level and various options.
Product rules in the system ensure that only technically possible combinations can be selected. This way, the machine is built correctly while guiding the user through the configuration.
When the machine is configured, prices are automatically calculated based on the components and options included. When the configuration is complete, Wengine generates a complete quotation document with machine specification, a list of options and technical specifications, making the quotation process incredibly fast and always consistent and correct.
"Our machines can be configured in many different ways depending on the customer's needs. With Wengine we can ensure that the configuration is correct while at the same time making the quotation process significantly faster," continues Björn Karlsson.
A digital sales support for machine configuration.
The system allows the user to configure a tube bending machine step by step. The user selects the machine model and then defines relevant parameters such as capacity, tools, automation level and various options.
Product rules in the system ensure that only technically possible combinations can be selected. This way, the machine is built correctly while guiding the user through the configuration.
When the machine is configured, prices are automatically calculated based on the components and options included. When the configuration is complete, Wengine generates a complete quotation document with machine specification, a list of options and technical specifications, making the quotation process incredibly fast and always consistent and correct.
"Our machines can be configured in many different ways depending on the customer's needs. With Wengine we can ensure that the configuration is correct while at the same time making the quotation process significantly faster," continues Björn Karlsson.
Björn Karlsson, CEO of Herber Engineering.
Support for resellers.
Herber works globally through a network of dealers. An important part of the solution is therefore that external partners can also use the system. The dealers can then log in and configure machines themselves and produce quotation documents in the same way as Herber's own salespeople.
Because product rules and configuration logic are built into the system, it is very difficult to make mistakes, ensuring that machines are always configured correctly. This allows retailers to work more independently while Herber retains control over how their products are configured and presented.
"This makes it much easier for our dealers. They can configure machines themselves and produce an accurate quotation without having to go through us at every step."
A platform for continued digitalization.
By digitizing the configuration and quotation process, Herber has gained a more structured way of working in its machine sales. The system contributes to faster quotation work, fewer errors in configurations and better support for dealers.
Since the solution is based on Wengine, there is also the opportunity to develop the system further as the business grows. This could include, for example, additional automated documentation or tools for customers and retailers.
"For us, this is not just a quotation tool. It is a way to gather our product knowledge in one system and make it available to both salespeople and retailers," concludes Björn Karlsson.
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