Customer story:

Hepworth Group Cuts Complex Quoting Time to Twenty Minutes

Using XaitCPQ's Configure, Price, Quote Software

How XaitCPQ Streamlined Hepworth Group's Quoting Process

Hepworth Group, the world-renowned British designer and manufacturer of windscreen wiping systems, is the global partner to the world's rail and marine industries. Using XaitCPQ's configure, price, quote software, they streamlined their quoting process to eliminate manual calculation and automate the creation of professional CAD plans. Today, they produce fast, accurate quotes, and have passed this capability on to their worldwide network of over 20 agents exporting to over 50 countries.

Business Outcomes:

  • Fast, accurate quotes: Complex quotations that once took half a day now take twenty minutes, with amendments completed in a couple of minutes instead of two hours.
  • Reduced expert reliance: Sales staff configure, price, and quote accurately without needing sign-off from design engineers or draftsmen.
  • Ease of administration: Product configurations and pricing rules can be updated fast and easily as products evolve.
  • Single platform for business: Seamless integration with SAP Business One gives Hepworth one platform for its core business processes.
Hepworth Group logo

Region
United Kingdom

Company size
50+

Industry
Industrial Engineering

Solution
XaitCPQ

Manual Calculation and CAD Drawings Were Slowing Them Down

Hepworth Group, known for its exemplary customer service, faced several challenges that echo throughout the manufacturing industry.

Key challenges included:

  • Manual calculations and errors: Pricing and configuration work was done by hand, opening the door to costly mistakes.
  • Reliance on senior expertise: Quotes depended on design engineers, draftsmen, or more experienced team members to get right.
  • A large number of product permutations: Configuring accurate quotes across so many product variations was complex and slow.
  • Manual CAD document creation: CAD plans had to be built from scratch for each quote.
  • A large distributor network creating manual quotes: Over 20 agents across 50+ countries were all quoting manually.
  • Regular changes to product configurations and options: Keeping rules current across a growing product line was a constant burden.
  • Bottlenecks restricting sales: All of the above combined to slow down the sales pipeline.

About Hepworth Group

With over 70 years' experience in the marine wipers market and over 30 years' experience in rail wipers, Hepworth Group creates bespoke performance wiper solutions to suit every requirement.

Visit Hepworth Group website

“The average time for completing quotations has reduced from half a day to twenty minutes, and quotation amendments from two hours to just a couple of minutes”

– Bert Thijssen, Sales & Marketing Director at Hepworth Group

A Trusted Partner for Growth

"Capacity to grow sales has increased by a factor of twelve."

Hepworth needed to produce a high volume of quotations quickly to move into new sectors within the marine and rail industries. Xait experts guided their team through the construction of a bulletproof rules engine to support their growth goals.

  • Greater efficiency: Eliminating manual configuration and price calculation, combined with an intuitive interface and intelligent defaults, quickly improved efficiency.
  • Greater productivity: Faster quoting and amendments, automated creation of professional CAD plans, and easier rules administration.
  • Greater growth: Capacity to grow sales increased by a factor of twelve without adding to overheads.
CPQ_Mockup-03

“XaitCPQ comprehensively met all of our business requirements. What impressed us most was where XaitCPQ complimented the functionality of SAP Business One to provide a single platform for our core business processes.”

– Bert Thijssen, Sales & Marketing Director at Hepworth Group

Which XaitCPQ Features Helped Hepworth Group Quote Faster

For Hepworth, the choice of XaitCPQ was based on more than a functional requirement — their situation demanded CPQ professionals who understood their industry and business rules. Together, Xait and Hepworth constructed a bulletproof rules engine that supports Hepworth's growth goals into new sectors within the marine and rail industries.

  • Highly configurable rules engine: Captures all product options and pricing rules within a powerful calculation engine.
  • Expertise on-board: Empowers sales to accurately configure, price, and quote without expert feedback.
  • Self-guided accuracy: Guides sales through error-free product configuration and price calculation based on rules, reducing bottlenecks.
  • Professional documentation: Automates the creation of professional CAD plans based on precise product configurations.
  • Intuitive interface: Intelligent defaults were instantly adopted by users of the system, quickly improving efficiency.
  • Integration: Seamless integration with the SAP ERP system establishes a single platform for core business processes.
  • Distributor capability: Gives distributors the ability to produce quick, accurate quotes with professional documentation and CAD plans.
  • Ease of administration: Fast and easy changes to product configurations and options.

“The company’s capacity to grow sales has increased by a factor of twelve without adding to overheads.”

– Bert Thijssen, Sales & Marketing Director at Hepworth Group

Accelerate and Sustain Growth

Hepworth needed to produce a higher volume of quotations quickly to move into new sectors within the marine and rail industries. This included eliminating configuration and pricing errors, and producing accurate CAD plans and amendments as designs progressed from prototype to final construction schematics. Today, they have achieved their goals, and then some.

  • Fast quotation process: Reduced the average time for producing accurate quotations from half a day to twenty minutes.
  • Platform for growth: Quotes are now completed quickly and accurately by internal staff, removing the bottlenecks that were restricting sales.
  • Empowered distributors: Upgraded distributor capability so partners can produce quick, accurate quotes with professional documentation and CAD plans.
  • Ease of administration: Keeps pace with continual improvements in performance and engineering through regular changes to product configurations and options.
  • Single platform: One platform for core business processes, with seamless SAP ERP system integration.

Other Customer Stories