Author: Christina Kuzmic
Making the Most out of Product Configurations with Maroline Distributing Inc
Canidium recently completed work on a CallidusCloud Configure Price Quote (CPQ) project for Maroline Distributing Inc, a high-end kitchen appliance supplier. Maroline Distributing offers consumers the most complete line of premium kitchen appliances in the world, including Sub-Zero’s world-renowned refrigeration and wine storage units, Wolf’s famous cooking instruments, Asko dishwasher and laundry products, Best ventilation, Sirius hoods and coffee machines and Sylvan Source water purification systems.
The problem:
Maroline’s existing product quoting solution lacked key functionality and did not fit organizational needs. Their team of showroom salesmen struggled with manual product bundling when preparing quotations for prospects and were unable to easily and accurately present product configuration options.
Additionally, Maroline management was unhappy with the level of cross-selling or upselling and the inability to run promotions on their products with the existing quote creation process. Management also felt that average deal size was being held back due to functional limitations.
A revamped product configuration and quoting process was sorely needed to maximize the efficiency and potential of the Maroline sales force. The new process would need to be robust enough to allow over 400 users access to easily create proposals for over twenty thousand configurable products.
The solution:
Canidium implemented CallidusCloud Configure Price Quote (CPQ) for Maroline. Using the new tool, Maroline showroom salesmen enjoy a streamlined quoting process where they can interpret customer needs and confidently configure a solution meeting them. The system ensures that all necessary product options and customizations are addressed and appropriately suggests bundles or promotions that are in effect with accurate pricing. The process culminates with an instantly generated professional quote ready for delivery to the customer
Management concerns were also addressed. The new process promotes increased order sizes with intelligent presentation of upsell, cross-sell, and add-on product opportunities. Additionally, promotions and limited time pricing bundles are supported by the new CallidusCloud CPQ system; the ease of adding or adjusting these promotions allows for reduced time to market resulting in higher sales behavior conformity with corporate objectives.