Improving quote performance
A fire and security business was seeing too many customer quotes being declined, but didn't have enough information to understand why.
A decline-reason process was introduced so the sales team captured why unsuccessful quotes were rejected. The resulting information highlighted pricing as a recurring issue.
Further investigation identified problems with how catalogue mark-ups were being maintained, resulting in automatically generated pricing being too high. The catalogue process was corrected and the purchasing team trained on maintaining the data properly.
More accurate pricing and a noticeable increase in accepted quotes.