Case Study: Hitachi Construction Machinery (Australia) Pty Ltd achieves 50% faster time-to-quote and 50% improved quoting accuracy with Experlogix

Australian construction equipment distributor accelerates time-to-quote and improves order accuracy

Hitachi Construction Machinery (Australia), a national distributor of heavy construction and mining equipment with 25 branch locations, was hampered by an Excel-based quoting process running alongside Microsoft Dynamics CRM. Highly configurable machines required up-to-date parts and pricing data, but disparate spreadsheets and non-integrated systems led to inconsistent configurations, frequent quoting errors, slow time-to-quote, and low CRM adoption.

HCA implemented Experlogix CPQ integrated directly into Dynamics CRM, using a rules engine and centralized product/pricing data to enforce valid configurations and streamline quoting. The solution cut time-to-quote by about 50%, improved quoting accuracy by roughly 50%, reduced errors, increased CRM adoption across divisions, enabled national pricing and ISO9001 document control, and improved order fulfillment and forecasting.

Hitachi Construction Machinery (Australia) Pty Ltd

Craig Walsh

CRM Administrator