As a company supplying products such as windows, doors, interior or similar to larger building projects the journey to a closed deal is long and complex. But it usually follows the same pattern.
Therefore we have mapped it out here to be used as a template for mapping up your own process when you are trying to decide on how your digital sales tools should help the process.
RFQ = Request for Quote Quotation = Formal document with pricing and suggested solution. Architectural firm – Firm responsible for the design towards the client Building Contractor – Responsible for the entire project towards architect or the client Specialized Contractor – Responsible for sub areas of the project. Like ventilation, kitchen, structure, gates, etc. Supplier – Product owning company, usually with their own manufacturing.
Typical sales process for quoting and creating a new building
An architectural firm is contracted by a client to design a new building
The architect creates a solution and collects technical information from suppliers of products needed.
The architect (or the client) sends out a specification and a RFQ to different building contractors for best price and solution for the entire project.
Building contractor suggests a solution and sends out several RFQ to specialized contractor for each area involved.
Specialized contractor suggests a solution and sends out several RFQ to suppliers of the products involved
Supplier sales analyses the specification and building drawings and suggests a solution.
Supplier sales engineer creates 2D-drawings and 3D-files for the proposed solution.
Supplier sales calculates prices and creates a Quote
Supplier returns Quotation to the specialized contractor
Specialized contractor returns a Quotation to the building contractor
Building contractor returns a Quotation to the Architect (or the client)
One building contractor gets the job
Building Contractor sends out a change request to all specialized contractors with an updated specification
Specialized contractor sends out a change request to all suppliers of products
Supplier sales analyses the updated specification and building drawings and updates the Quotation
Supplier sends confirms changes with the specialized contractor
Supplier creates detailed drawings and manufacturing information
Supplier confirms delivery dates with specialized contractor
Supplier adds the work to the internal manufacturing planning
The product is manufactured, assembled and shipped to specialized contractor (or building contractor)
Process impacts of a digital sales tool
A digital sales tool can enable the Architect (Step 2) to collect technical information by themselves from suppliers at an early stage of the process and reduce the need for change requests.
A digital sales tool with CAD exports can make drawings and quotations generation for the quotation fully automatic (Step 7 removed)
A digital sales tool can enable the specialized contractor to do some of the quotations themselves (Step 7, 8 and 9 removed)
A wide range of digital sales tool can make the need for specialized contractors redundant (Step 5 removed and better profit on Quotation)
Come and have some breakfast at our new office together with the Visual Sweden crew on the 24th of october, 2019. Have some coffee, small talk and a few different stations to inspire you to start your digitization journey with the help of online CAD and 3D tools.
More information and registration in the link below
CEO Kristofer Skyttner is this year one of the speakers at the Automation Summit conference in Västerås. The theme is how we can make customized products the new normal in Swedish industry. The fair is hosted yearly by Automation Region and a short summary from last years event can be seen below. See you there!
Are you at the Euromat 2019 in Stockholm? Then you have to come by our collaboration exhibit together with IMA – Innovative Materials Arena. We showcase some examples how you with accessible configurators and customization tools can enable guided design, standardize internal material testing and auto generate everything from material specifications to test files.
When implementing Mass Customization in your organisation one key is automation all the way to the manufacturing machines. Therefore we have worked with Salvagnini to create a direct connection towards their Salvagnini OPS planning software from our cloud service DynaMaker. Below you can see an example of customized cover plates being handled from the cloud directly to one of their fiber lasers through the OPS.
Do you own a Salvagnini laser or press break and are interested in this? Please contact us and we will help you on the road to Mass Customization!
After another year at Linköping University, where I just finished my fourth out of five years in my MSc in Mechanical Engineering education, I return to SkyMaker for my second summer internship.
Even though I enjoyed working almost purely with software, this year I wanted to be closer to a real machine. And fortunately, SkyMaker invested in a laser cutter/engraver earlier this year that I have got the opportunity to play around with. During my first week back at SkyMaker I have experimented to find cutting and engraving settings for different materials for the laser cutter. Enabling the possibilities of just making a sketch, selecting material and let the software and laser cutter deal with the rest.
Now I’m off to enjoy a holiday I longed for but I’ll be back in mid July to keep working on the laser machine and to develop more applications. Hopefully you have by then, if you haven’t already, realized the opportunities with DynaMaker, registered and developed your own first application. Trevlig sommar, happy summer!
This year SkyMaker will participate in the Swedish Pavilion at the Hannover Messe, and you are very welcome by to talk with the team and check out our demos and customer cases!
The fair starts from 1/4 to 5/4 and SkyMaker will be at hall 27 in demo #7, Smart Control & Quality, together with the companies Mevisio and Nyli Metrology. Together we will showcase a glimpse of the future where the whole flow of custom orders is automated throughout the factory. And how all parts down to quality assurance is important for a fully automated factory of the future.
This year its time for Sweden to be the partner country with the Hannover Messe so it will be lots of interesting companies at the fair showcasing the latest technology that Swedish industry can provide..
Yesterday the team at SkyMaker participated on a full day workshop at Siemens Industrial Machinery (SIT) at their Popup Expo. The expo was arranged by Science park Mjärdevi and 6 other companies where selected for the event. Together with the R & D department at SIT we explored exiting challenges at the forefront of technology for a full day and lay the foundation for a pilot project together this spring.
Siemens Industrial Turbomachinery (SIT) develops gas turbines and are at the forefront of using additive manufacturing of metals in their production. Having spent the last decade building up a facility for additive manufacturing they now produce various metal parts in full production for their turbines with the technique.
We are very much looking forward to working with Siemens in Finspång.