Customer case Mori Seiki Sweden

Background

Mori Seiki Sweden sells and maintains machine tools in Sweden. Since September this year, the company is owned by the Japanese machine tools manufacturer Mori Seiki. The company deals with lathes, machining centers and multi-axis turning centers

The business concept is based on a long-term relation with the customer through the complete lifecycle of the product, from idea to value for the customer, via application support, machine configuration, automation, installation, deployment, training, financing, maintenance and support.

Challenges and needs

A machine tool is complex to configure, with a lot of associated options and rules. To keep track of allowed combinations of options, the price of the configuration and information for the technical specification is a complicated task. The number of possible configurations is huge.

The challenges for Mori Seiki Sweden are to efficiently maintain:

• Product portfolio with options and rules for feasible combinations
• Local accessories such as transformers, chucks and supplementary cooling systems
• Correct prices for chosen configuration
• Price for options included as alternatives in the quote
• Price affecting quantities such as exchange currencies, bank guarantees, customs charges, margin and mark-up
• Correct technical specification
• Variable quote texts

Mori Seiki Sweden has around 10 sales executives who need an efficient quotation tool to give quick responses to its customers.

Solution

Mori Seiki Sweden's solution is based on the sales configurator COMBINUM and its modules Advanced Pricing, Advanced Product Data and Multi-Language. Customizations have been made to import and export options and rule sets, prices and technical data for maintenance in matrix representation in Excel. The quote document is tailor-made with customization.

The end product is a quote containing technical specification, chosen configuration and variable quote texts. The quote is configured and included in an email together with links to specifications and other documents, adding value for the customer.

Comment by Andreas Isaksson, CEO of Mori Seiki Sweden AB

"With COMBINUM, our sales executives can create a correct quote within minutes, sitting on-site with the customer. Our offerings are packaged to ensure that we remember to ask all the questions necessary for the customer to get the its machines correctly configured."

"We also let COMBINUM convert prices in foreign currencies into Swedish kronor. In addition, COMBINUM takes care of other factors, such as bank guarantee, customs charges, margins and discounts, ensuring that we always have a correct price."

More information

For more information, contact Kjell Green, +46 (0)33-323 12 12.