Why is a configurator for modular products indispensable in the industry? The advantages at a glance

Author: Walter Burgstaller

There are many modular products in the industry; "built to order" or "batch size 1" are no longer the exception. Modularity quickly leads to hundreds of thousands or even millions of different options.

Naturally, not every product can be configured at will. It is subject to various rules such as

• physical limits
• technical production limits
• mandatory accessories in certain versions
• corporate strategy requirements

The challenges for sales are:

• find and create an optimal product configuration quickly and easily
• create only valid configurations
• obtain technical data of the respective configuration such as dimensions or other physical data
• optionally view commercial data such as prices, discounts and/or delivery costs

One of the main drivers for configurators in the industry is "quickly finding an exclusively valid and optimal solution for the customer". Since a company, especially a larger one, usually does not have just one modular product, but rather several different ones, sales staff must be able to master them all. While this may work well for long-standing employees in the company, it is an insurmountable challenge for new employees, dealers and distributors in practice. Even Excel files are only of limited help in the long run.

And all products are subject to constant evolution. Modules are added or removed, adapted, given new functions and features, etc. It can happen that invalid configurations are ordered or that essential accessories are forgotten. Alternatively, a corporate culture could develop in which it becomes a habit to "constantly" ask the product manager for advice.

The solution: an online product configurator.

What are modular products?

Modular industrial products are solutions that consist of interchangeable components or modules that can be flexibly combined with each other or strung together. A product can therefore have a modular structure - such as an industrial PC which can be combined from different processors, memory sizes and housing variants - or be modularly arranged from selectable components - such as a shelving system in a warehouse.
 

What must a successful configurator be able to do?

• Usability and user experience must be designed in such a way that users can find their way around without prior knowledge. Only valid configurations may be created at any time. 
• Users are supported with sufficient information in images or 3D, but also with text. 
• An EPR/PIM connection so that the configurator automatically obtains data and the data does not have to be maintained multiple times. 
• A lead must be generated from the final configuration. Often an offer and the bill of materials are also generated directly.
• An optional login portal with differentiated access rights for headquarters, branches, dealers, distributors and customers is a valuable addition. This enables users to access specific information that is relevant to them, such as individual prices.
   

Why online?

Industrial configurators are usually only used "internally" in the beginning. So an online configurator is not absolutely necessary.

However, there are several advantages of an online configurator:

• Available at any time
• Accessible via smartphone - even in the industry, 30% and more of customers visit the website via smartphone
• Contemporary UI / UX
• Available for retailers and distributors
• Available for customers
• Differentiation from the competition
• Lead generation
   

The classic IT questions?

In our discussions with companies, there are always concerns and legitimate questions from the IT department. These questions - see BLOG - need to be clarified in advance.

Advantages of a configurator for modular products

Only valid configurations

No matter what is configured, the configurator only allows valid configurations and no mandatory accessories can be forgotten.

Create the optimum configuration quickly and easily

The configurator can be used to quickly find an optimal configuration without much prior knowledge. In addition to the standard mode, which offers users more guidance, there is often also an "Expert" mode. This enables experienced sales employees with prior knowledge to carry out a particularly quick configuration. Offering different approaches or filter options also makes a strong configurator for modular industrial products.

Visual support

Whether in 2D or 3D, the visual support helps to show product clarity. Additional info boxes make it possible to provide additional information if required.

Consulting expertise in the sales process

A key benefit is that sales employees receive significantly improved advisory skills, including new team members. This leads to increased efficiency, as queries and errors are reduced and offers for optimal solutions for customers can be created more quickly.

Cost savings and resource optimization

The advantages mentioned also result in cost optimization because time is saved. If the configurator is also made available to dealers, distributors or customers, there are further significant time savings in sales consulting.

Time savings when preparing quotations

The configurator helps to reduce the time required to create a quotation. Either because it provides all the data for creating a quotation or, ideally, because the entire quotation is created.

Always up to date

Thanks to the connection to ERP / PIM systems, the configurator is always up-to-date. Changes made by product management are rolled out worldwide at the touch of a button.

More sales

90% of salespeople only sell what they feel comfortable with. And complex modular products are usually a mental hurdle for new employees, which is why they offer them less often. With a configurator, this hurdle is significantly reduced.

100% defined order

A configurator creates all the information required for assembly and production from the final configuration. This can be technical drawings, parts lists or assembly instructions, for example.

Practical examples and success stories

H+H System | Shelving system configurator

See H+H, a highly modular shelving system for the pharmaceutical industry. 40% more inquiries and 60% more sales. To the case study shelving system configurator.

SCHRACK TECHNIK | Meter distributor configurator

SCHRACK TECHNIK, a distributor configurator in 3D, 50% more inquiries, 50% time savings when preparing quotations. To the case study configurator for meter distributors.

Spinner Automation – modular Robobox production cell

A "simple" 2D configurator for a modular production cell generates 10% more sales and 50% time savings when preparing quotations. To the case study Configurator for automation solution.
 

Conclusion

A configurator for modular industrial products is more than just a technical solution. It is an indispensable tool for mastering the challenges of product configuration. The benefits range from fast and precise configuration to cost savings, resource optimization and greater consulting expertise in the sales process. The path to the future of industrial product configuration clearly leads through well thought-out and effective configurators.

Are you ready for a configurator for your modular industrial product, or do you have doubts that there is a suitable solution for your product? Invest 30 minutes in a conversation with us - we look forward to hearing from you.