Companies with the best information win all the time


If a sales manager could click and see the opportunities, quoting and sales activities of their sales channels this week, and drill down to the sales rep offices that were not quoting, and know what large quotes they were working on, would that help the sales manager?

Most companies only see orders and their sales managers “sortof know” what their sales pipeline is, but its hard to get an accurate data of who is quoting and who is not – and what they are quoting – and when.

Why? Because the sales reps are using spreadsheets, Word documents, or other systems to do their quotes. The sales data is all over the place.

Creating a forecast based on this incomplete pipeline information becomes a guessing game.

sales dashboard and reporting

Companies that have real-time information can make decisions faster.

  • Seeing if new sales reps are on boarding quickly
  • Identifying sales reps that are not quoting and help them
  • Seeing sales activity data in visualizations and graphs
  • Production planning based on pipeline before orders come in

All this is possible if your company has the right software platform that makes it fast and easy for your sales channels to get pricing for your products and the company can have access to the real time sales activity…

You can….with eRep CPQ BINOC business intelligence reporting that lets you design, create, and modify your own reports and dashboards.

Inside sales, outside sales, OEM, whatever sales channels you have – you get full visibility of the leads, opportunities, quotes, and orders in process before they become orders.

No more aggravation preparing manual Excel reports that take hours to prepare…

No more wasted time begging sales reps to send in their forecasts and reports

Just select a report, and get the data you need when you need it. No other CPQ has such a powerful reporting and analytics tool.

Want to see how powerful it is? Or how easy it is to create reports and dashboards?


Why Distributors want eRep CPQ instead of a CRM

I just did a very interesting software demo for a manufacturer’s rep firm who sells boilers, pumps, valves, tanks, and other products.  They have 5 offices and represent 35 manufacturers.   They need software to manage their opportunities and do quoting.  I spent about 30 minutes showing them Dynamics365.  They stopped me in the middle of the demo and said “this is kinda what we already have.  My boss really liked your eRep program we saw at your booth the AHR Expo.  Can you show us that instead?”  

So I switched the demo to eRep CPQ.   The rep firm committee told me within 15 minutes “…we are totally blown away.  By far, this is the best solution we have seen anywhere… its exactly what we need….”

I told them that to enter configuration pricing rules for all 35 manufacturers products takes time – its not like just uploading a item price list.  Their reply: “the time savings is worth it!”

Wow!  Before today, we always told reps that, no, we only sell it to manufacturers.

So – as of today – we are going to start offering eRep CPQ to distributors and manufacturer’s rep firms and train them how to enter pricing from their manufacturers price lists and spreadsheets.

See the demo video

How a Manufacturer’s Parts Division Increased Parts Sales 60% in One Year

One of our clients was selling parts to their sales channels and customers in a traditional way.  The manufacturer’s parts department had 4 full-time employees taking calls and emails for people looking for replacement parts.  Most requests were from contractors that needed the parts right away because air conditioning equipment needed repair.  These 4 people looked up the parts in the ERP system using difficult search process.  They would either stay on the call, call back or email back the customer the quote.  Their customer would then need to generate a purchase order and send to the manufacturer.

After they asked their customers – would you place your orders online – the answer was a resounding yes!   But the manufacturer had no idea how big a yes that was going to be!

They implemented eRep Parts module and did 3 email promotions.  Within the first 4 months, their part sales increased 40%.  Within 6 months, 58% of their parts sales were online.  The amount of calls and emails decreased dramatically.  The time to process parts orders decreased dramatically because the orders were going directly into the ERP system for processing.

By the end of 12 months, their parts department went from 4 people to 1 person and their part sales were up 60% from the previous 12 months.

What the manufacturer found was that prior to eRep Parts,  their own sales people were searching online sites like Grainger, Amazon, and other sites so they could find and order the right parts quickly and know when they would receive the part.  They were sometimes ordering after hours, or did not have time to wait for a quote because their customer was demanding an answer right away.

Once the eRep Parts store opened, sales could search for parts on the manufacturer’s website and know they were getting the right part and the lead time to get the part shipped.  They could enter equipment serial numbers and see the BOM list to order parts accurately.

eRep Parts can operate stand-alone or completely integrated with any ERP system.

 

 

Why eCommerce is so important to your business plan

eCommerce sales is quickly augmenting, and in many cases, replacing traditional B2C and B2B sales channels as the preferred choice of customers.  Sites like Amazon, AirBnB, Walmart.com have conditioned people to first look, research and purchase online because it is faster, easier, and more convenient.    Today’s customers will forgo personalized service for the convenience of shopping online.  So if you sell products or services, you need to have a way for new and current customers to purchase online.

Look at what WalMart is doing right now.  They have billions invested their physical stores but their primary focus right now is to make it even more convenient for customers to shop online, even at the expense of the same shoppers not going to their local WalMart stores.  Target and other retail stores are doing the exact same thing.  This is because they are responding to what their customers want -convenience.  Most Millennial and X-Gens buy online and don’t even think about going physically shopping.

Think about your business products and services.  Could they be sold online also?   Many companies think “our products are too complicated” or “..we rely on our sales distributors to sell..”.     My questions back are  “How many sales are your missing because there are buyers out there who are only looking to purchase online?” and “Are your distributors selling online?”

The reality is that you can sell online any complicated product with the right software.  And you can protect your B2B sales channels with the right software.

Check out BCA Technologies eRep CPQ+ software for selling products that require options and choices for B2B sales.

Check out BCA Technologies SalesPop eCommerce software for simplier product and part sales (similar to a Amazon-like shopping experience).

B2C Customization Example:

Premiere Shows Group is a trade show company that had an outdated web platform.  They needed a modern solution to sell trade show passes and classes but only to licensed, verified professionals in their industry.

BCA Technologies customized the SalesPop eCommerce platform to handle 4 different customer types and perform automated professional license verification process and validation prior to purchasing.

Premiere Shows is now using SalesPop to sell over 100,000 tickets a year for 5 trade shows.

Customers can buy tickets on their phones, computers, from sales reps, or call in.    For their distributors who promote the trade shows, Excel uploads from SAP and SalesForce automate bulk sales.

Customers can also verify their professional licenses with state license boards using automatic uploads of data from external license databases.

By automating the process using eCommerce, Premiere Shows has increased its attendence, sales and added additional trade shows.

What is the Difference between eRep CPQ and SalesPop eCommerce?

We are often asked, what is the difference between eRep CPQ+ and SalesPop eCommerce?

eRep is designed for manufacturers and other companies that have products and services that require configuration rules-based pricing (the price of a product depends upon the application, options and accessories).   The product (or service) is typically a made-to-order, engineer-to-order, and made-for-stock.  Often, these products are sold B2B through a combination of internal sales offices, independent sales rep and distribution channels.  These channels log in, create quotes, submittals, and submit orders to the manufacturer.  Typically, there are product and customer-specific discount rules to get an accurate price.

SalesPop is best for companies that have a list and sale price for the products and services they sell.   This is more of a traditional eCommerce site like Amazon.  SalesPop provides your customers a modern eCommerce shopping experience to sell products, parts, services, even digital products and can be customized and integrated with your existing systems.

The best way to see which solution is best for your company is take a quick look at the demos, talk to us or one of our partners, and discuss your specific needs.