Using the Internet to optimize operation between manufacturer and dealer

Manufacturers with a dealer network know all too well how time-consuming and cumbersome it can be to inform the trade and process their orders. The software specialists at 3E Datentechnik GmbH offer a solution that unburdens both manufacturers and dealers: WebSALES. This browser application allows the dealer to order from the manufacturer in a simple way with real-time data. No software needs to be installed and thus every dealer gets easy access. An Internet connection and access data is all he needs. Profile spoke with Moritz Ebert, managing director 3E, and Heiko Steffens, sales manager 3E about this convenient solution.

What differentiates WebSALES from other solutions?

Moritz Ebert: "There are a few features that allow our solution to make the difference. One is the complete connection to the ERP system. For manufacturers who use our ERP, this brings enormous advantages, for example for data maintenance. The databases used in 3E-LOOK can be activated for dealers at the touch of a button. There are window manufacturers who spend considerable sums just for checking and updating the data. So our solution saves them time and money and avoids stress. Another advantage is the intuitive way the windows can be compiled. Operators need very little prior knowledge. Intensive training is unnecessary; a short presentation is sufficient. Yet in this way technically advanced windows including all accessories are assembled and ordered."

What are the benefits to the manufacturer?

Heiko Steffens: "It is in the manufacturer's interest to keep the ordering process as simple as possible for the dealer. With our software, this succeeds, because in most cases the dealer no longer needs to contact the manufacturer. He can calculate the windows himself and can even add his own accessories and services. So he can provide his customer with a complete and professionally prepared quotation with all the different positions and in his own layout. When the end customer then orders, the dealer can use the browser to send the order directly to the manufacturer. No further steps are required, which means no time is lost before the windows can be put into production."

And for the dealers?

Heiko Steffens: "A dealer can react much faster. He has all possible information on his tablet and can therefore show this directly to the customer, calculate prices and possibly offer alternatives. In this way, a dealer makes the difference compared to his competitors. He also does not need a server or SQL database, because everything happens online. Moreover, he can add his own accessories, blinds and shutters. That increases flexibility when working out quotes and orders. Another advantage is the structured way of working, because all requests and orders can be managed via WebSALES, completely paperless."

So wasn't it easier to make the existing ERP solution suitable for online use?

Moritz Ebert: "Technically, that was an option. However, we are dealing with different target groups here. The window manufacturer is looking for a solution for the complete digitization of the entire business process. Even if we were to greatly reduce the number of functions for the dealers, the operation could not be as simple and intuitive as it is today with WebSALES. That is why we worked out a new, user-friendly solution here, focusing on the processes between manufacturer and dealer. Thus was born this tool for dealers, which uses data from the manufacturer's system."

Outside of an Internet connection and an ERP system, what else does a manufacturer need?

Heiko Steffens: "The manufacturer must have an online server for the data, possibly a cloud-based solution. 3E-LOOK specifies which window systems are available to the dealer. The limitations in the ERP ensure that only technically feasible window systems are worked out. Of course, the manufacturer is also responsible for managing access and user rights." 

One last question: has this solution already been tested in practice?

Moritz Ebert: "WebSALES is already being used by some larger customers and further projects are in the pipeline. The reactions from the market are positive. It is an attractive solution for the dealer. In terms of pricing, it is often difficult for window manufacturers to compete with firms in countries with different working conditions. With such a solution, which makes life considerably easier for the dealer, you can certainly score as a manufacturer."