Image via Daimler Trucks North America
Daimler Trucks North America (DTNA) is an automotive industry manufacturer of commercial vehicles headquartered in Portland, Oregon.
Started in the late 1930’s, founder Leland James began innovating early, using aluminum to build truck components instead of steel and hiring engineers to build them in-house. The company, then known as the Freightliner Corporation, would eventually become the leading heavy-duty vehicle manufacturer in North America. In 1981, Daimler-Benz AG acquired the company, and sales doubled over the next ten years.
Their mission is “to make a consistent, significant, positive impact on global trucking by maintaining its commitment to industry-wide leadership through quality and innovation.”
One of the ways in which DTNA has been able to continue working towards that goal is through their innovative implementation of a CPQ solution early on. In fact, DTNA has been using the FPX CPQ solution since 1986.
Why the Need for CPQ?
DTNA sells around 160,000 vehicles each year, and every truck is different. Their trucks are unique in that they are custom-built. After all, it was due to their ability to make trucks to customers’ specifications that the company became so well known during the postwar boom of the 1950’s and 60’s.
But such customization means that there are thousands of possible sales codes and tens of thousands of correlated business rules for which components are compatible with each other. Essentially, the number of configurations are nearly infinite.
That’s why having a CPQ system is so crucial: It allows DTNA to create a number of configurations for truck orders and for every iteration of a price quote.
With 11 different product lines, 27 models, and approximately 4,000 published items per database, the CPQ solution also has to handle a large volume of compatibility rules, options, price and weight rules.
Attaining CPQ Success
Learn more about DTNA’s CPQ Success story.
In order to achieve CPQ success, DTNA recommends you find a CPQ solution that:
- Has the ability to handle a large number of products, models, and rules with speed.
- Is simple enough so that dealers, salespeople, partners, and vendors alike can easily use it.
- Is stable.
- Can be scaled for your business.
The solution you choose should also allow your business to do weekly, seamless updates and communicate those changes with dealers. This will ensure your network is working with the latest and greatest rule set to spec and order products and solutions.
Last but not least, when looking at maintaining or implementing a CPQ solution, it’s critical to have a partner you’re aligned with who understands your business and what you’re trying to implement and achieve.
The Last Word
Ultimately, DTNA has found that the FPX CPQ solution has been very reliable, stable, and meets their technical needs.
What’s more, the technology has helped them grow, adapt, and scale their business as it’s changed over time.