Brückner Maschinenbau: CRM and CPQ for more efficiency and transparency

Time saving

The creation of standard quotes has been reduced by an average of 45 minutes per quotation. When creating complex quotation calculations, the time saved is several hours.

Efficiency

The digitization of the quotation process enabled a significant reduction in the number of tools used

Brückner Maschinenbau GmbH & Co. KG is a leading company in plant and mechanical engineering, which offers its customers not only innovative film stretching systems but also a long-term all-round service.

In the past, Brückner Maschinenbau was confronted with a challenging quotation process , which was often characterized by inefficient processes and long processing times. The company had a heterogeneous system landscape with a variety of tools, including manual Excel spreadsheets and various non-integrated applications. Sales reps had to use up to 16 different tools to create quotes, a time-consuming and error-prone process. In addition, the The quotation process sometimes had up to 85 documents that were manually managed and stored on different drives, which led to a significant delay in the sales process.

CRM and CPQ: integrated solutions for an optimized quotation process

Brückner not only aimed to modernize the quotation process , but also wanted to significantly increase efficiency and transparency throughout sales. The goal was to find an integrated solution that would enable faster quotation creation, improve cross-departmental collaboration and minimise the risk of errors. In addition, the extensive product knowledge of the experienced employees was to be transferred into a system in order to secure the expertise in the long term and to be able to train new employees more quickly . The upstream introduction of itmX crm has already enabled Brückner to manage its sales activities worldwide and identify market potential. If you want to learn more about it, then we recommend this reference story. After the introduction of the powerful CRM system with a direct SAP connection, the next big challenge was to optimize the complex quotation process. And this is exactly where the CPQ system (Configure, Price, Quote) from itmX partner camos came into play. Thanks to the interaction of CRM and CPQ systems, Brückner now works with a highly simplified and automated quotation process and can now handle even complex machine configurations efficiently. The process of costing quotes, which used to be done manually and via Excel spreadsheets, has been completely moved to the CPQ system.

The CPQ system not only digitized the quotation process, but also added key features, such as real-time price updates based on current raw material and production costs. The solution was seamlessly integrated into the existing SAP system, significantly reducing the number of interfaces required and manual effort .

“A particular added value of the CPQ system is the ability to update prices in real time. This is particularly advantageous in dynamic markets where commodity prices fluctuate. By integrating with SAP, up-to-date pricing data can flow directly into the system, so customers always receive competitive offers.”

Markus Wendlinger, Process Expert at Brückner Maschinenbau GmbH

More efficiency and transparency: The advantages of CRM and CPQ integration at Brückner Maschinenbau

Significant time savings:
The creation of standard quotes has been reduced by an average of 45 minutes per quotation. For complex quotes with custom designs and specific requirements, the sales team now saves several hours because many steps, such as manually merging quote content, have been automated through the CPQ system
Efficiency:
The digitization of the quotation process enabled a significant reduction in the number of tools used. Prior to the transition, the team used up to 16 different programs to create a single quote. With the help of the introduction of camos, this number has been drastically reduced.
Improved quotation accuracy:
The CPQ system offers full integration of product features, pricing, and technical specifications. Salespeople can now create quotes directly from the system without having to resort to manual input. This greatly reduced the susceptibility to errors and significantly improved the quality of the offers. However, manual intervention is still possible, but this is optimally reduced and is always checked again by the respective specialist manager.
Knowledge transfer and future-proofing:
Another significant advantage of the new solution was the ability to transfer the accumulated knowledge of the long-standing employees to the system. This not only made it possible to train new employees more quickly, but also to ensure that the technical and product-related knowledge of machines and systems is retained in the company in the long term. The seamless integration of knowledge and processes creates a sustainable foundation for future growth.
Seamless SAP integration and real-time data:
The system allows Brückner to integrate current price developments and material costs into the quotation process in real time. This is especially beneficial in volatile markets, as the company can offer competitive and accurate prices at all times without having to make time-consuming manual updates.

“The creation of standard quotations was reduced by an average of 45 minutes per quotation. With complex quotation calculations, we even save several hours of time today.”

Markus Wendlinger, Process Expert at Brückner Maschinenbau GmbH

Digitization and automation as a success factor at Brückner

The successful implementation of the CRM and CPQ systems at Brückner Maschinenbau has not only significantly increased efficiency and accuracy in the quotation process , but has also improved cross-departmental collaboration and knowledge transfer. Through digitization and automation, the company has been able to strengthen its competitiveness on a global level and is now well equipped to meet future challenges. The seamless integration into the existing SAP system and the real-time price update offer additional advantages that give Brückner Maschinenbau a decisive advantage in a volatile market environment. Overall, this project shows how well thought-out technological solutions can make a significant contribution to the company’s success .

You can also watch the reference report as a video here.

To the video

Brückner Maschinenbau is a leading global company in mechanical and plant engineering, specializing in the development and manufacture of film stretching systems. Founded in 1960 and headquartered in Siegsdorf am Chiemsee, the family-owned company is known for its innovative technologies used in the production of plastic films for packaging, technical applications and the pharmaceutical industry.