Color measurement supplier paints online-sales projections sky blue using product configuration software
By Jim Fulcher, contributing editor -- Manufacturing Business Technology, 9/1/2005 12:00:00 AM
"Our products are technical, and involve numerous options, so we wanted to make it easy for customers to configure products and place orders online," says Murphy Keeley, director of global sales operations at X-Rite, a color measurement solutions supplier with U.S. headquarters in Grandville, Mich.
"Our initial online-sales effort was based on a frustrating ordering process," Keeley says. "What's more, the order-fulfillment process also involved numerous manual steps, which increased the possibility of errors, and, subsequently, our costs."
X-Rite decided to simplify and enhance the online customer experience, offer customers more options, and reduce order-processing costs. It also sought to build and enhance customer relationships with companies not reached by distributors. A solution for online product configuration, accurate pricing, expanded option availability, and start-to-finish ordering and fulfillment was needed, says Keeley.
X-Rite chose Access Commerce's Cameleon solution, which integrates with X-Rite's MAPICS XA enterprise solution. Today, most orders are received and shipped in 24 hours, Keeley says.
"Cameleon creates an online self-service portal that enables our customers to select, configure, and order products without waiting to talk to a customer service rep," Keeley adds. While individual companies do place orders via the Web site, the majority of X-Rite's sales is accomplished through distributors. Using a secure login, distributors access the information they need, whether it's located in the sales portal or the enterprise system. The view is personalized to present products and pricing specific to each distributor.
Featured Company
Most Recent Resources
- FICO™ Xpress Optimization Suite Schedules Big Profits For Clients
- Strategic Pricing: Three Steps to Higher Profit Margins
- Driving Innovation Through Lean Product Development Practices
- Demand Planning Maturity Model Strategies for Demand-Driven...
- Simulation-Driven Product Development:Will Form Finally Follow...
