Impact Handling, an Aprolis Company, Transforms Quoting Process and Reduces Admin Time by 75%
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Discover how Impact Handling partnered with Pragmatiq to overhaul their quoting process, centralise customer data, and unlock powerful insights with Dynamics 365 — resulting in significant time savings, better sales pipeline visibility, and improved operational agility.
Background & Challenges
Background:
Impact Handling, part of the Aprolis Group, is a leading specialist in materials handling equipment, offering forklifts, warehouse machinery, and tailored solutions to meet complex customer needs. To maintain their competitive edge and scale effectively, they needed a system that could keep pace with their unique sales and service operations.
Challenges:
- Inadequate lead tracking system: The previous system for tracking leads was impractical and no longer fit-for-purpose. Sales engagements suffered as a result and users reverted to error-prone spreadsheets, limiting pipeline transparency.
- Scattered data: Customer, sales, and pipeline information was scattered across multiple platforms, creating time-consuming manual tracking and frequent data inconsistencies.
- Reporting difficulties: Dispersed data silos made it difficult for leadership to gain clear oversight of sales performance and forecast accuracy.
- Inefficient quoting process: The manual generation of quotes and order-related documents (proposals, order acknowledgements, rental agreements) was time-consuming and prone to errors.
The Solution & Implementation
The Solution:
- Bespoke quoting solution: Developed upon Dynamics 365 Sales, this tool replaces the manual quoting process by enabling sales consultants to quickly generate accurate and professional sales quotes through an intuitive interface.
- Product configuration functionality: Built flexible configuration functionality to allow sales teams to select forklift models and franchises, apply optional features, and incorporate complex finance calculations directly into the quote.
- Automated document generation tool: Implemented a document automation tool that pulls data from Dynamics 365 to auto-populate key sales documents including proposals and order acknowledgements, ensuring consistency and saving time.
- Power BI dashboard: Created interactive dashboards in Power BI consolidating quotes, sales orders, forecasts, and lost order data to provide real-time visibility and reporting for sales management.
The Outcomes
- 75% reduction in admin time: Sales consultants cut quoting time from 8 to 2 hours per month, freeing them to focus more on selling and customer engagement — directly boosting revenue potential.
- Centralised customer data: Improved collaboration and automation by housing all client information in one accessible, secure platform.
- Enhanced management visibility: Leadership gains instant access to actionable sales metrics, enabling proactive strategy adjustments and better forecasting.
- Connected departments: Streamlined workflows and aligned processes across departments improved internal communication and responsiveness.
- Accurate pricing: Transitioning from manual pricelists to an integrated system ensures all sales consultants present consistent, current pricing, ultimately reducing errors and building customer trust.
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