Challenge:

Hyster-Yale needed to replace their legacy quoting tool that was plagued with performance and maintenance issues. They needed to be able to support their complex truck configuration and dealer add-ons, a quoting tool that would integrate with Salesforce and improve forecasting and pipeline management.

Solution:

PW created a solution to support complex truck configuration and dealer add-ons. One of the key solutions was to provide a quoting tool that was integrate to Salesforce. They selected CPQ to provide a global quoting tool for Dealers to generate proposals, request special pricing (SPRs), and submit and track orders. By integrating the quoting tool with Salesforce increased customer satisfaction by providing sales reps with a more efficient and accurate way to to quote and manage customer requests.

Results:

  • Implemented CPQ in US to replace legacy tool
  • Implemented CPQ in EMEA to replace manual quotes
  • Rolled out to 1000 internal sales reps and 2500 dealers globally
  • Dealers now able to configure, price, and quote without intervention from HYG
  • CPQ integration to Salesforce and ERP allows for forecasting and complete quote-to-order conversion

Integrations

"Overall, the integration of the quoting tool has been a valuable asset to our organization, and we continue to see the benefits it brings to our business operations.”
Hyster Yale
Director

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