‘Virginia Air Improves Product Configuration with Infor CPQ’

United States – August 18, 2014, 16:00 PM

Heating and air conditioning systems are complex and highly configurable by nature, with thousands of different possible results when combining components. This made training employees on how to design a system very challenging and time consuming. Decision-makers at Virginia Air Distributors recognized that a well-designed configuration application could reduce the amount of time it took to help an inside sales user become efficient in creating a heating and air system for a customer. By simplifying the process using technology, the company could speed operations and deliver better, faster service to clients.

Therefore managers began to seek out a configurator solution to accompany the existing ERP system.

An article in the July issue of The Wholesaler details how: 'Virginia Air Improves Product Configuration with Infor CPQ.' Here are excerpts:

'Virginia Air elected to implement Infor Configure Price Quote (CPQ) not only because it would easily integrate with the existing solution, but because management believed that Infor CPQ was the best application available in terms of functionality.'

'"Our primary goal for the project was to empower new inside sales representatives to configure a complete HVAC system within days of starting their position with us," said Tom Craig, executive vice president of operations, Virginia Air. "We felt that this would significantly reduce the risk of selling an improperly matched system to a customer and help to increase sales of accessories such as thermostats and indoor air quality products because the users are presented with a complete, accurate list of accessories, specific to the system."'

'In the future, Virginia Air plans to develop a customer-facing application that will allow clients to configure their own HVAC systems and accessories online. Using the same rules set available to inside sales users, CPQ will be utilized to present available components and prices based on local availability and the type of system directly to consumers.'

Read the complete article on page 44 of The Wholesaler.

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