Press release: Langguth simplifies its international sales using quotation software
14.02.12
Langguth safeguards company knowledge and secures its future.
For many companies, making a quotation demands a great deal of knowledge from a sales rep. At Langguth – a German manufacturer of labelling solutions – the situation was no different. For the sales staff, offering customer-specific products was an enormous challenge. It was practically impossible to possess product knowledge on the company's entire range. Employees at Langguth who did possess this knowledge became the go-to people to see if you had a question. Reason enough for Langguth not to simply hand over the accumulated knowledge and experience of employees, but rather to record this knowledge.
As experienced employees leave the organization, a great deal of know-how is lost. “We wanted to prevent that”, says Klaus Pekruhl, Managing Director of Langguth. “For that reason, we have stored all of our company knowledge in the Sofon sales support software. When configuring a product, the sales rep sees a Q&A interaction. Only possible answers are linked to these questions. Once all of the questions are answered, the results are converted into a professional and error-free quotation.”
Sales reps within Langguth are now no longer required to have complete product knowledge in order to make an error-free quotation. “This offers us advantages not only in our own country, but also in our foreign sales”, Pekruhl says. “In other countries, we must utilize sales reps that must have access to our know-how, because they do not possess the technical insight. Thanks to the quotation software from Sofon, they have access to all product knowledge. Moreover, the sales reps can work with the right documents and quotations at any given moment. For example, we have been able to lighten the workload for the sales personnel and we offer them support in advising customers about our products.”
Langguth is now eager to take on the challenge of expanding its foreign sales. “We already manufacture more than 50% of our products for export”, Pekruhl explains. “But we expect to see even more growth in our export sales. Now that our business knowledge has been stored and is available to our employees, this no longer impedes our progress. And we continue to safeguard our experience and know-how sustainably, because we have seen the positive consequences this offers us.”