Oracle Customer Success — Williams Comfort Products

Williams Comfort Products

Williams Comfort Products Transforms Configure, Price, and Quote Process

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With Oracle Configure, Price, Quote Cloud, we increased productivity, profitability, and repeatability throughout our sales process. The solution empowers us to create quotes more quickly—improving customer service—and offers a comprehensive view of proposals to enable thorough forecasting.

— Jerry Miller, Vice President, Williams Comfort Products

Williams Comfort Products Doubles Quote Volume and Increases Forecasting Abilities with Oracle’s Configure, Price, and Quote, Cloud Tool

Williams Comfort Products is a nationwide leader in quality heating, ventilation, and air conditioning (HVAC) products. The company is committed to offering high-quality, safety-tested HVAC products designed and built in the United States. Williams also developed a world class engineering center that aggressively develops new products with the most advanced technology available. These efforts enable Williams to provide efficient and high-quality products.

Williams knew it needed to update its manual configure, price, and quote process—which was time consuming and offered limited visibility into the scope of open projects. Williams sought a solution that would boost productivity, profitability, and provide its sellers an improved, easy-to-use tool.

 
Challenges
  • Automate manual quote creation with a user-friendly system, enabling sales representatives to rapidly generate accurate quotes for the company’s HVAC products to increase sales activity,  boost revenue, and improve customer service
  • Gain visibility into new and existing quotes and use CPQ data to develop more precise forecasts, evaluate how many quotes have converted to orders, and provide sales goals to contracted sales representatives
Results
  • Doubled quote volume—from $40 to $50 million, to $90 to $100 million annually—and increased sales from $5 to $6 million to $12 to $15 million annually—by automating manual processes and eliminating time-intensive paper-based processes and orders created in Excel with Oracle Configure, Price, and Quote Cloud (Oracle CPQ Cloud)
  • Reduced time required to produce 100-page proposals for HVAC systems from days to seconds with an improved entry and order review process, driving enhanced customer service
  • Automated and transformed Williams’ entire CPQ process by rolling out Oracle CPQ Cloud in just four short months
  • Empowered Williams’ managers to develop more precise forecasts and establish more accurate sales goals for its six sales representatives with greater insight into distributor quotes and profitability of specific projects
  • Enabled improved sales force management with powerful reporting tools to analyze market trends and better understand why projects are lost or won
  • Established a flexible CPQ system that will easily scale to meet demand, including potential global expansion

 

We are an innovative company dedicated to providing efficient, high-quality HVAC products. We selected Oracle Configure, Price, and Quote Cloud because we recognized the solution would enable our sellers to respond to quotes more quickly and easily, ensuring we continue to exceed customers’ expectations.

— Jerry Miller, Vice President, Williams Comfort Products

Execution

“We completed the startup-to-rollout process of Oracle CPQ Cloud in only four months,” Miller said.


About Williams Comfort Products

Headquarters

 
Colton, CA, United States

Employees

 
180
Published:  Mar 31, 2017