Work / Accu-Steel
- Dev
- Strategy
Situation
Articulating a Clear Vision
Accu-Steel manufactures steel buildings and was on the cusp of scaling up production and sales with the assistance of dealer networks. But there were a few obstacles preventing a smooth transition, like splintered marketing and sales resources, and engineers being overtasked with estimate corrections.
Through our Blueprint Workshop we helped them unify and digitize core sales processes so that their first steps at scale could be made with confidence.
Our Approach
Moving Online
To create a truly scalable solution, we needed a single source of truth. We eliminated the process of emailing updated materials and spreadsheets to everyone and replaced it with an online portal that would give any authorized dealer or salesperson access to only the most up-to-date tools.
Updated Resources
One of the most requested features was a marketing and sales resource library. This way salespeople or dealers could pull product information from the website and always know that it was right. Updating the library was a simple matter of logging in and replacing old files with the new ones.
Error Correction
Translating their spreadsheets to an online calculator forced everyone to re-evaluate hundreds of formulas, some which were out of date, mis-typed, or miscopied. We uncovered dozens of errors during our QA process and were able to work with the Accu-Steel team to get the formulas in working order. Depending on the complexity of the building being estimated, this could mean a huge change in the final estimate.
Profitability Through Accuracy
The new online platform produces more accurate estimates, increasing them by 14%, preventing selling buildings at prices that cut into profits. This is especially true of larger and more complex buildings that tend to cost more.
We anticipate the new more reliable tool will also reduce engineering requests, speed up estimate times, and ultimately reduce time to sale.
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