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Work / Case Knauf Finland

Superior pricing and quotation tool

Knauf aims to provide the best customer experience in the construction and design industry. The company is one of the world's leading manufacturers of building materials, developing, producing, and marketing a wide range of solutions. The company’s solutions are reliable, tested, certified, safe, and environmentally friendly.

From Excel Files to Modern Sales Tools

As the world’s largest gypsum board manufacturer, Knauf deals with numerous customers and products, requiring customer-specific pricing. Previously, contract prices were managed through Excel files, which sales reps manually updated and emailed to customers. This process was time-consuming, prone to errors, and impacted profit margins.

To modernize, Knauf centralized product information into a single system using the e21 Business platform, moving all product management and catalogs online, eliminating the need for Excel files. This streamlined pricing and improved efficiency.

The Pricing Tool Ensures Profitable Sales

The next step in digitalizing sales was the implementation of a contract pricing tool based on sales needs. This web-based tool pulls product data directly from the e21 Business platform and customer information from the ERP system. With this data, it is easy and quick for sales representatives to create customer-specific pricing directly in the tool. The representative can manage prices for different product categories or even individual products using the tool:

  • Define prices for product groups and items,
  • Select special prices for individual products,
  • Set discount percentages or fixed monetary discounts,
  • Input prices per unit or per square meter,
  • Enter freight costs, etc.

From Pricing Tool to Quotation Management

After the pricing tool improved sales processes, Knauf developed a web-based quotation tool as part of its sales platform. With a user-friendly interface, sales reps can easily manage pricing and quotations.

The tool allows reps to set contract durations, customer-specific prices, freight costs, and more. One key feature is the ability to set future price changes and send price lists in advance, helping customers plan for upcoming adjustments.

“Works incredibly well! It's a pure pleasure to use. I was at it last night until half past eleven, and the work continues here in the office. You shouldn't develop such addictive tools!”

— Heikki Ilo, Knauf Finland, Sales Manager

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