Pam McClelland - Best Success Story

Project scope:

Develop typical books with pricing for preliminary customer presentations consisting of the following:

• 4 Workstation typical clusters using 8 systems products showing monolithic & segmented solutions (45 options)
• 2 Private Office layouts using 10 product lines in laminate, wood veneer and steel solutions. (20 options)
• 6 Seating types using 25 styles in similar fabric grades (25 options)
• 5 Storage types using 2 products in steel (10 options)
• 5 Table types using 19 products in laminate and wood options (19 options)
• 4 Ergonomic product types using 14 models consisting of keyboard trays, task lights & monitor arms (14 options)

Objective:

To develop a tool that would

• Put us a step ahead of the competition with a professional presentation at the first meeting.
• Better qualify the products that meet the customer’s budget and needs by providing apples to apples pricing.
• Reduce design time spent pricing multiple product options for each new sales opportunity brought in.
• Expedite the sales cycle.

Solution:

We initially started creating the tool with workstation clusters, only, using CANVAS. As we began developing the typicals we discovered several obstacles requiring re-evaluation of our goals. Was the objective to provide an idea starter with pricing or apples to apples product price comparison?

If we wanted an apples to apples comparison, we needed to develop typicals that were very generic based upon the product with the smallest breadth of line. We ultimately decided to move forward with this option as it met most of our objectives.

We drew each of the workstation typicals based upon the same approximate 16’-6” x 24’-6” cluster footprint. CANVAS was able to provide us with a two and three dimensional drawing/rendering, as well as, pricing for each cluster arrangement. We produced 4 cluster arrangements in 8 different product lines showing both monolithic and segmented solutions, for a total of 45 options.

Once complete we realized many of the cluster drawing arrangements looked identical. We decided to group the products by like and kind solutions to simplify the booklet of options and minimize confusion to the customers.  We ended up with six main solution categories with four clusters each or a total of 24 two dimensional drawings and three dimensional renderings. However, we were still able to provide customers with preliminary pricing on all 45 combinations.

The tool was so successful with salespeople, and well received by customers, we put together an additional typicals booklet for private offices, seating, storage, tables and ergonomic products. The salespeople now have a compact tool (8-1/2 x 11 booklets) they can carry with them on appointments that allow customers to immediately visualize office furniture solutions and get a feel for their price point.

It has helped customers focus in on desired product solutions earlier in the sales process, so that more time can be spent on finalizing their space plan and order ready specifications. The customers and salespeople both benefit from the faster turn around and completion time.

Timeline:

The project began in July of 2008 with workstation clusters only. Since this was an internal project, and not directly tied to a customer project, it had to be worked on when there were pockets of open time. The workstation typical book was completed in March of 2009. However, there was a price increase immediately following in April of 2009 and the typicals had to be updated with the new pricing. They were finished and distributed in May of 2009.

The private office, seating, storage, tables and ergonomic typical booklet was less complicated. We started it in June of 2009 and completed it in August of 2009.