Customer story:

Fabtek Reduces Accurate Quote Time by 50%

Fabtek, a leading American manufacturer of stainless steel boiler systems, sells their in-house crafted products through a network of distributors in the United States and Canada. They have automated their production of quotations for speed and accuracy.

Today, they deliver detailed, accurate quotes in record time to scale their operation and increase sales.

Business outcomes:

  • Fast, accurate quotes
  • Reduced key personnel dependency
  • Freed up technical experts
  • More people can create accurate quotes
Fabtek logo

Region
United States

Company size
15+

Industry
Manufacturing

Solution
XaitCPQ

Complex Products and Customer Delays

Fabtek, known for its highly skilled, in-house craftsman, faced many challenges that echo throughout the manufacturing industry. They wanted to automate and speed up the production of quotations - each of which are unique, containing many permutations, options and calculations. Quote production depended on a few key people and was taking too long to get to potential customers.

  • Reduce the time to prepare quotations. Reliance on a few key people and was taking too long to get to potential customers.
  • Enable more people to create quotations.
  • Automate the creation of professional and accurate quotations.
  • Same service quality no matter how busy Fabtek gets.
  • Improve the customer experience and their propensity to buy.
  • 100% accuracy no matter how complex the product specification.

About Fabtek

Fabtek is a leading American manufacturer of stainless steel boiler systems. Highly skilled, in-house craftsmen produce our tanks, pumps, and accessories. Our team is home to exceptional fabricators, machinists, welders, pipefitters, and electricians.

“Previously, representatives had to contact the company to quote almost every job.”

– Mike Chesnutt, President, Fabtek

Detailed and Accurate Quotes in Record Time

The owner of Fabtek believes that one important key to success is to be easy to buy from. Management had identified that even with the use of complex spreadsheets the chance for technical and commercial error was still a possibility, especially as the company has continued to grow.

  • Greater Efficiency: Replaced complex spreadsheets and technical reviews with built-in expertise and automated quote generation.
  • Greater Productivity: Reduced dependency on key technical personnel; more people can create accurate quotes faster.
  • Greater Customer Experience: Customers and prospects receive detailed and accurate quotes in record time - no matter how busy Fabtek gets.
CPQ_Mockup-03

“Using XaitCPQ has significantly eased the workload within Fabtek and improved speed of delivery of compelling quotes to buyers - which should result in increased sales.”

– Mike Chesnutt, President, Fabtek

“XaitCPQ Has Significantly Eased the Workload”

A typical condensate unit has between eight and fifteen different options that are interdependent. Consequently, all quotes were being produced by one or two key individuals. A more robust, modern system was required that could form the platform to reduce dependency upon key personnel and scale its operation.

  • Highly Configurable Rules Engine: Quickly capture the many rules, calculations, and expertise into a single system.
  • Automated Quote Generation: A series of drop-down lists guides quoting and required information for proper system selection, ensuring incompatible options can’t be chosen.
  • Product Numbers: The use of the drop down lists result in a product model number and pricing specific to the customer site requirements.
  • Channel Partners: Fabtek will pass these benefits on to their channel partners to prepare and price their own work.
  • Visibility: The system calculates and stores agreed prices and discounts for each partner.

“XaitCPQ has reduced our time to quote by up to 50%, this significant improvement has enabled us to spend more time improving the customer experience and increasing customer satisfaction”

– Mike Chesnutt, President, Fabtek

Scaled for Growth

Today, Fabtek is adding more product ranges to the XaitCPQ system so that all of their products can be quoted through the system. Once complete, the organization will then make the system benefits available online for its channel partners to prepare and price their own work.

  • Faster Quotes: Reduced the time to produce professional quotes by up to 50%.
  • Error-free Quotes: Eliminated errors and incompatible options that impact projects and margins.
  • Quote Volume: More people can now prepare fast, accurate quotes thanks to built-in expertise and automated quoting.
  • Consistent Customer Experience: Customers receive the same service fast, quality no matter how busy Fabtek gets, improving the propensity to buy.
  • Reduced Dependencies: The more robust, modern system reduced dependency upon key personnel.
  • Positioned for Growth: By reducing the chance for technical and commercial error, Fabtek has scaled its operation for growth.

With the implementation of XaitCPQ, Fabtek has realized many business benefits, including its goal to become easier to buy from and secure more orders.

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