Case: bcm transtech

The sales time was reduced from 2 months to 2 hours

After bcm transtech has digitalized their sales process, they can sell advanced solutions worth millions in a very short time – worldwide.

With a customized solution, bcm transtech has optimized the customer journey and internal sales processes

bcm Transtech specializes in creating intelligent storage systems for the storage of die-cutting tools at corrugated cardboard factories. It is highly specialized work that requires great precision because the tools are fragile and require careful transport and storage. The storage systems must be customized for each factory and designed to fit optimally. Therefore, BCM has designed each solution before being able to make an offer and send it to the customers. The sales process could easily take two months because they have global customers, where communication between the headquarters in Denmark and the local agent is often delayed due to the time difference – and then the schedule quickly slips.

The digital process eliminates the waiting time

The major time thief was the waiting time. There were constant bottlenecks and delays across time zones. At the same time, the drawing tasks were concentrated among a few key employees at BCM Transtech, making the process of drafting a proposal vulnerable. bcm saw the opportunity to change their sales process to ensure faster and simpler sales. Therefore, they partnered with Hesehus to digitalize the sales process. The plan quickly became to create a series of products that functioned as templates. These could be easily configured for each individual company, allowing the salespeople to develop a suitable solution for the customer almost immediately. The solution was named bcmart (pronounced 'be smart').

From drawing to action in no time

The new templates made it possible to create a solution where a series of information and specifications about the customers' needs are entered. Based on this information, the seller and the customer can generate a complete 3D drawing of the solution. The drawing can subsequently be easily modified so that the customer gets the perfect solution. Once the drawing is approved by the customer, an algorithm calculates the exact price and provides a quote. This has reduced the sales process, which previously could take months, to under two hours.

Digitalization is a global solution

It not only takes significantly less time to complete a sale, but it can also be done without being physically present with the customer. bcm has always previously used sales agents in overseas markets. There always had to be a person sent out to the customer. But that is no longer necessarily the case. bcm now completes orders worth millions without ever having a representative from bcm visit the customer. Thus, it has succeeded in automating the sales process and made it easier to be a global company.

Integrations have enabled the development

It has been crucial for bcm to obtain an online solution that is easy to integrate with other systems. The system must be able to integrate with CAD tools that can generate drawings, with the CRM system, and with internal business logic when calculating prices for a customer. Therefore, bcm's solution is built on an open system architecture that is simple to expand and integrate with new solutions.The solution is built in Bizzkit, which ensures easy data exchange between all systems and has enabled the new short sales process for bcm.