Make-to-order manufacturers require robust and efficient systems to manage their sales processes. Frontier’s Quotation Management solution enables you to deliver accurate and personalized quotes and effectively manage sales orders.
Configuration and ordering are at the core of the Frontier ERP system with built-in Configure, Price, Quote (CPQ) software. Information entered during the quotation process is linked to every other Frontier module for accurate quotation management. From quotation and ordering to manufacturing and financials, this integrated approach improves operational efficiency, enhances customer satisfaction, and drives business growth.
You can count on Frontier’s Quotation Management features for managing custom product orders from dealers, online, or from your sales reps.
Quotation Management Features
- Product availability, lead times, and delivery dates can be found instantly.
- Quotes, promotions, and volume pricing are included.
- Customer-specific defaults streamline the ordering process.
- Integrated credit management ensures that your customers get the terms they demand, without exceeding the limits you set.
- Industry-standard EDI links to suppliers and customers, speeding exchanges while reducing labor and data re-entry.
- Frontier eBusiness modules allow your customers to have direct access to the same information as your internal users, within pre-set limits.
- Frontier eQuote Dealer allows dealers to create exact quotes and submit orders more quickly, leading to quicker production and happier customers.
- A robust bidding system allows you or your dealers to quote and track large orders with specific delivery dates over a given period. This is especially useful for selling to larger builders developing multi-unit communities.
Powerful Configuration Tools
Product Customization: Frontier ERP’s CPQ allows for extensive product customization to meet specific customer requirements. Users can select from a variety of options and features to tailor products to exact customer specifications. This customization can include selecting materials, dimensions, colors, and additional features or accessories. By capturing all necessary specifications, the system ensures that the final product meets the customer’s expectations.
Parametric Product Configuration: To maintain accuracy and feasibility, the system employs a powerful parametric product configurator. The configurator ensures that all possible product designs are viable and comply with business policies and manufacturing capabilities. Algorithms can include compatibility checks, dependency constraints, and validation logic, preventing users from creating configurations that are not producible or would lead to errors.
3D Visualization: Frontier’s configurator works with popular CAD design tools to quickly create 3D product images, enhancing the customer experience. Real-time, visual product proofs reduce the risk of incorrect quotes that lead to production errors and unhappy customers.
Advanced Pricing Capabilities
Dynamic Pricing: Frontier ERP pricing is calculated dynamically based on the specific configuration of the product. The system takes into account the base price of the product and adds costs for any selected custom features or options. Additionally, it applies any relevant discounts, promotions, or surcharges to generate an accurate and competitive price for the customer.
Pricing Rules: The system enforces pricing rules to maintain consistency and accuracy. These rules can include pricing strategies like volume-based discounts, customer-specific pricing agreements, and predefined margin calculations. This structured approach ensures that pricing is transparent and fair for both the business and the customer.
Order and Quote Pricing Supports:
- Multi-tier, customer-specific, table-based pricing structure utilizing customer and product information to determine foundation price and associated promotions
- Effective-date-driven price structures and associated discounts or promotions
- Multiple foundation pricing structures, including:
- Standard list price
- Contract price
- Multi-variable table-based price (configured product attributes)
- Dimensional price
- Formula-based calculated price
- Cost-plus price
- User-defined pricing algorithm
- Any combination of the above pricing structures
- Multiple discounting structures, including:
- Dollar-based discounts
- 3-tier, percentage-based discounts
- Quantity-break discounts
- No-charge discounts
- Surcharges
- Any combination of the above discounting structures
- Multiple promotional structures, including:
- Line items, groups of lines, or total-order based
- Quantity-, price-, units- or weight-based
- “Buy X get Y free”-based
- Any combination of the above promotional structures
- Manual price overrides with associated security and audit trail
Automated Quotation Generation
Speedy Quote Creation: Once the product is configured and priced, the system can automatically generate a comprehensive quote. Quotes include detailed information about the product, such as item descriptions, quantities, unit prices, and the total cost. It also includes terms and conditions, delivery timelines, and other relevant information needed for sealing the deal.
Customization of Quotes: Sales representatives have the flexibility to customize the quotes further with Frontier Quotation Management. They can add personalized notes, modify terms or delivery conditions, and adjust prices within predefined limits to accommodate specific customer requests or negotiations. This ability to tailor quotes helps build stronger customer relationships and close more deals.
Improved Approval Workflow
Approval Processes: Frontier Quotation Management can also include approval routing workflows. This process ensures that all necessary approvals are obtained before sales quotes are sent to the customer. This helps in maintaining control over pricing and contractual terms, reducing the risk of errors or unauthorized agreements.
Notifications and Alerts: Throughout the approval process, the ERP system sends notifications and alerts. Event notifications can include reminders for pending approvals, quote status updates, and alerts for any required actions. This ensures a smooth and timely approval process, preventing delays and enhancing efficiency.
Enhanced Customer Interaction
Quote Delivery: Once finalized, quotes can be delivered to the customer through multiple channels, including email and customer portals. Quote generation is available in popular formats like PDF, to ensure they are easy to view, share, and print. This flexibility in delivery helps in providing a seamless customer experience.
Customer Feedback: Frontier ERP’s Quotation Management facilitates customer feedback by allowing quote reviews and adjustment requests. This process supports communication between the sales team and the customer, enabling revisions based on customer input. This collaborative approach also helps in addressing customer concerns and securing their approval.
Simple Conversion to Order
Order Conversion: Once the quote is accepted, it is seamlessly converted into a sales order. Automatic conversion eliminates the need for time-consuming manual data entry, reduces errors, and quickens the order fulfillment process. All the information included in the quote is transferred to the sales order, ensuring consistency and accuracy.
Order Tracking: Once the order is created, the ERP system tracks its status throughout the fulfillment process. Customers and sales representatives can monitor the progress of the order, from production to delivery. This visibility helps in managing customer expectations and ensures timely updates on the order status.
Robust Reporting and Analytics
Quote Analytics: Frontier ERP provides robust reporting and analytics capabilities to track and analyze quotation activities. Metrics like quote conversion rates, average time to quote, and win/loss analysis offer insights into the effectiveness of the sales process. These analytics help in identifying areas for improvement and making data-driven decisions to enhance sales performance.
Sales Performance: Sales managers can leverage these insights to evaluate the performance of dealers and sales teams. For example, they can assess the effectiveness of different pricing strategies and identify trends like which products or configurations are most popular. This information aids in refining sales tactics and improving overall sales effectiveness.
Integration
ERP Integration: The CPQ module is built into Frontier ERP, allowing access to the central database. This eliminates data silos and provides visibility into areas like inventory management, production planning, and financials. This integration ensures that all data is consistent and up-to-date across the entire system. It allows for real-time visibility into inventory levels, production schedules, and financial metrics, supporting informed decision-making and efficient operations.
CRM Integration: Frontier ERP also includes its own CRM. However, it can also integrate with external CRM systems, allowing for seamless data transfer. A unified view of customer interactions and sales activities enhances customer relationship management and provides a comprehensive understanding of customer needs and preferences.
Frontier ERP with built-in CPQ represents a significant advancement in the quoting process. Ultimately, this comprehensive solution empowers businesses to provide exceptional customer service, streamline their sales operations, and achieve better sales performance, driving overall business success.
Would you like to take your quotation management to the next level? Contact us today for a demo!
For more details on our CPQ software view our post ‘The Best Quoting Software for Manufacturing.’
