CUSTOMER SUCCESS STORY:
Universal Power Transformer Pvt Ltd
Goals:
Universal Power Transformer (UPT)
wanted to be able to make easier,
faster and more accurate quotations.
Challenges:
• The previous system was 100
percent manual and Excel®-based.
• Incomplete, inaccurate information
was being sent to Engineering
for pricing.
• Quotes were inaccurate over 90
percent of the time.
• Order errors resulted in wrong
products being built.
Universal Power Transformer
Eliminates Quotation Errors
Cincom CPQ™ makes sales quotes easier, faster and
more accurate
Solution:
Cincom CPQ, a multi-channel
configure-price-quote platform
Key Results:
• Fast, complete, accurate quotes
• Accurate drawings for customers
• Less post-manufacturing rework
• Ability to generate high-quality
quotes with novice salespeople
• Faster response to changes in
raw-materials prices
• Reduction in
Engineering bottlenecks
“Cincom has helped us
deliver customer delight by
ensuring 100 percent
accuracy in capturing
customer requirements,
offering more alternatives
to the customer and faster
turnaround of quotations.”
- Venkat Yechuri,
Executive Director, UPT
For over 35 years, Universal Power Transformer Pvt Ltd has been
supplying transformers for use in electricity transmission to a wide
variety of customers. Established in Bangalore, India in 1978, UPT has
gained a reputation as a high-quality, cost-conscious manufacturer that
treats its customers with respect and integrity. One of UPT’s guiding
principles is to delight customers with its products and services by
using only the best technology, processes and continuous innovation.
Homegrown System Proved Too Error-Prone
The Benefits of Cincom CPQ
UPT’s rapid growth made dependence upon their
homegrown sales and product configuration system
increasingly difficult. Before, UPT relied upon a manual
system of entering customer specifications into Excel. This
proved to be an increasingly time-consuming, error-prone
process, resulting in the following problems:
Cincom’s implementation experts completed the installation
quickly, and soon UPT was seeing complete, accurate
quotes being generated faster than ever before. Likewise,
drawings sent to customers were accurate and there were
fewer errors, stoppages and post-manufacturing rework.
• Information sent to Engineering for product pricing was
often incomplete or inaccurate.
• Over 90 percent of quotes were technically and
commercially inaccurate.
• Specifications sent to Engineering for developing
drawings for customer approval were often incomplete
or inaccurate.
• Order errors often resulted in the wrong product being built.
UPT’s Executive Director, Venkat Yechuri, recognised that a
new system was needed.
The Nature of the Product and the Market
Yechuri needed a solution that could handle the complexities
of UPT’s product line as well as the complicated nature of
the transformer market. The transformer product line
encompassed many different sizes, handling capabilities,
fittings, accessories and customisations to fit the customer’s
needs. There is no standardisation, and several similar
products are offered at multiple price points.
Likewise, UPT embraces a variety of payment terms,
warranties, taxes and duties, and statutory documentation
requirements for the many nations in which its customers
are located.
In addition, UPT needs to account for personnel availability
as well as the nature of commodity price fluctuation and the
potential for re-design requests based on pricing. The
pricing and configuration solution that UPT chose would
have to be able to easily manage all of these variables.
Oracle® Failure Leads to Cincom Success
UPT’s novice salespeople were able to generate high-quality
quotes with Cincom CPQ. Sales engineers no longer
needed to be trained on complex, ever-changing tax laws,
which helped to relieve the engineering bottleneck and
allowed UPT’s engineers to focus on the work at hand.
Cincom CPQ also allows UPT to respond faster to changes in
raw-materials prices through updates from Purchasing.
UPT expects to see quotation costs reduced by up to 70
percent, since it now takes less than an hour for the
company to generate and print accurate quotations.
Next Steps
UPT plans to expand its usage of Cincom CPQ in the
near future, integrating it tightly with the ERP and
design-automation software to further reduce the
possibility of errors and increase speed and productivity.
They are also preparing to implement Cincom CPQ at
their Canadian subsidiary, Moloney Electric, Inc. Version
2.0 of their implementation plan calls for major overhauls
on the Engineering and Purchasing sides for improved
raw-material computation. In Version 3.0, Yechuri envisions
building a smarter system using heuristics for computing
the costs of variants of the various designs without
needing Engineering’s intervention in each case.
About Cincom
Since 1968, Cincom has empowered partners and
thousands of clients worldwide to outperform their
competition by providing ways to increase their revenue,
control cost, minimise risk and achieve rapid ROI.
For more information, please visit: www.cincom.com.
UPT attempted to implement Oracle’s applications
product. When the implementation ended in complete
failure, Yechuri was forced to take a step back and look at
other options. After researching the market and
comparing several sales and product configurators, UPT
chose Cincom’s Sales and Product Configurator.
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