"We save time and avoid costly mistakes"
There are endless ways to configure Montana modules. Whatever the room, the customer is able to find the perfect solution and thus fulfil the company’s slogan of ‘creating space for individuality’. The sheer number of available options used to be a challenge for Montana, because in practice the salespeople had to provide considerable guidance. The time from initial interest to final sale was long and involved extensive use of physical catalogs.
But according to Jan Axelsen, store manager of Montana Store in Copenhagen, the biggest challenge was that the customer could only imagine what the assembled solution might look like in their own home. Would the color be right? And how would the modular configuration actually work in practice? There are without doubt some customers who were a little surprised when they opened their boxes.
VividWorks works
The VividWorks Visual CPQ solution turns the customer into a bit of a designer. Via an intuitive program on Montana Furniture’s website, the customer can build their own shelving unit as a 3D visualization, adding colors and combinations as they require. They can even rotate their design to view it from any angle.
Allowing the customer to explore the Montana universe – and see their personal solution in practice – makes a big difference according to Jan Axelsen. It means the customer is really well-prepared when they turn up at the store in Bredgade to finalize details. The customer’s solution is often ready to order – sometimes all the salesperson and customer need to do is make a few final adjustments together. Even though the program displays the final shelving solution, it’s always nice for the customer to see the colors and sizes in real life.
The Visual CPQ solution from VividWorks has really improved our sales processes. The way we spend our time is much more focussed, allowing us to sell even more. It shows that the better the tool you give the consumer, the greater the likelihood of them visiting the store. – Jan Axelsen, Store Manager at Montana
Solutions map
The Visual CPQ solution allows the customer to configure products online using our unique catalog functionality. The customer can sit at their leisure and visualize Montana products in their own home – always with the latest updated materials and prices at their fingertips. There's no chance of them designing a product that isn't manufacturable as the program doesn't allow it. In store, the salesperson and customer can continue working with the customer’s ideas and complete the final order.
