Schenck Process provides solutions to processes manufacturers worldwide across a wide range of industries including food, plastics, pet food, chemicals, pharmaceuticals, cement, aggregate, gypsum, steel and transport automation. Schenck’s solutions include state of the art bulk solids metering equipment, outstanding applications experience, and unmatched customer support.
Schenck Process had been building sales quotes using a manual system based on Excel spreadsheets. The system was not keeping pace with business growth, and quotes were often inaccurate and inconsistent. To solve these problems, Schenck sought a solution that would deliver the following benefits:
Schenck began their search for a new quoting and configuration solution to streamline their sales operations.The company evaluated multiple vendors. As part of their learning process, the Schenck team decided to participate in a BigMachines Breakthrough Opportunity Analysis (BOA)?. The BOA is an onsite workshop conducted by BigMachines experts that helps a company evaluate the need for business changes and identify opportunities to improve and streamline its sales processes. Schenck selected a cross-functional team, from management to engineers, to attend the BOA and provide valuable feedback on their existing processes. The BigMachines team, in return, provided suggestions for improvement and outlined how the BigMachines Product could improve Schenck’s existing sales process.
Schenck also sent employees to attend BigIdeas, BigMachines’ annual customer and cloud conference held in Chicago. At BigIdeas, the team from Schenck interviewed close to a dozen companies, from other prospective customers to long term BigMachines users. They returned from the conference with positive feedback on BigMachines and learned about the product roadmap and long term company vision.
After this thorough evaluation, Schenck determined BigMachines was the solution that could best meet their quote and configuration needs, based on several different factors. First, the BigMachines team exuded a distinct sense of professionalism and knowledge, especially when it came to preparing for working with Schenck, thoroughly answering quotes, addressing Schenck’s concerns and understanding Schenck’s business.
BigMachines also had experience working with similar capital equipment manufacturing companies, which helped give a realistic project price and expected ROI.The BigMachines Product offered a plethora of benefits in and of itself, including the ability to generate quotes with automatic attachments, the potential for growth and expansion based on future business needs, and the tried and true BigMachines support staff. All of these factors gave Schenck the confidence and materials necessary to become self-sufficient and administer their own quoting solution.
Schenck’s implementation consisted of an initial “build phase” to add their primary product line to the BigMachines product, followed by a second phase to add the remaining Schenck products into BigMachines. Additional system integrations and implementations are planned for the future.
The implementation utilized the BigMachines QuickStart Methodology. QuickStart Methodology is based on hundreds of successful BigMachines customer implementations and consists of a preconfigured, best practice BigMachines quoting template, a defined project scope and delivery plan, initial set-up support and training.
Guided by the BigMachines Professional Services team, Schenck committed a large internal team to the project including a project leader, light industry application engineer, heavy industry application engineer, sales engineer, development engineer, BigMachines administrator, administrative assistant, cost accountant and IT manager. After rollout of the initial build phase, Schenck’s BigMachines administrator and light industry applications engineer continued to provide ongoing support to the sales team and address any updates required to the system. Resources from other departments are pulled in as required when adding new products into the system.
One key to the success of the project was that Schenck organized the line-up and participation of key decision makers and influencers within the organization. From the executive team down, Schenck provided input from all stakeholders, starting with the BOA and continuing through implementation and support for the project.
Schenck rolled out BigMachines to their sales teams in 2011. The adoption phase took approximately six months and focused on bringing the sales reps up to speed with training to ensure regular use of the new quoting system.
Today, Schenck is using the BigMachines Sales Engine and Document Engine modules. Emphasis was placed on product configuration and pricing during implementation, ensuring that the sales representatives are configuring accurate products and selecting correct pricing. Relevant datasheets are also automatically selected to include within a proposal based on the product configuration.
“The immediate benefit our sales team has experienced is reduced time to prepare complete, technically accurate quotes that include optional spare parts, field service estimates and product brochures with equipment drawings,” said Tom Symoniak, Senior Applications Engineer at Schenck Process. “The result has been a much more consistent and professional quote to our customers.”
The company has experienced a number of additional benefits as their quotes turn into orders including reduced time required for order entry and reduced time during the
order review process.
“BigMachines is a good web based, costing and quote configuration tool,” explained Symoniak. “The system allows our sales representatives to spend less time trying to configure products correctly and submit quotes properly and more time meeting with the customers and closing orders.”
Schenck is in the process of implementing a new ERP system from SAP. Once rolled out, they plan to integrate this system to BigMachines and also explore integrating their CAD system, SolidWorks 3D, to their BigMachines Product. The success of the initial BigMachines implementation will determine successive rollouts to other Schenck divisions down the road.
When asked about the relationship between the two companies, Symoniak replied, “There is a good relationship. BigMachines has been very proactive in providing news about the product such as information on upcoming versions and the features therein. BigMachines Support is also top notch, providing timely, friendly answers that are easy to understand.”