Husky Injection Molding Systems sells complex manufacturing equipment through a global organization with more than 40 service and sales offices and customers in more than 100 countries in the source case study.
To replace a disconnected quote-assembly process, Husky connected Experlogix Document Automation with Microsoft Dynamics CRM while using Experlogix CPQ to supply technical equipment configuration and pricing.
- Improve consistency across complex global quote documents.
- Centralize approved quote sections, pricing, and CRM-driven content.
- Support quotes across 10 languages and regional requirements.
- Automatically personalize terms, warranty information, and technical content.
- Merge configured equipment pricing into customer-facing quote documents.
- Recommend relevant optional equipment and accessories based on configuration.
- Turn quotes into richer selling documents with value statements and visuals.
- Improve visibility into conversion rates, close ratios, trends, and sales risks.
Challenge
Husky's quote process had to support an unusually high degree of complexity. In the source case study, the company was generating roughly 3,000 quotes each month worldwide, with an average value of approximately $2 million per quote.
Quotes were frequently about 70 pages long and needed to be produced in any of 10 languages. Local laws and customs affected terms and conditions, warranties, and technical specifications.
The Sales Effectiveness team was assembling customized quote documents using a combination of Microsoft Access, Word, Excel, and other applications. Text, spreadsheets, pricing information, and supporting content had to be gathered manually.
Quote information lived across multiple applications, documents, and spreadsheets.
Language, location, warranty, technical specifications, and local terms could vary by customer.
The fragmented process made it difficult to ensure every quote reflected Husky's product and service quality.
The company had difficulty tracking exactly how many quotes were being produced.
Data and supporting information formed part of the manual quote-assembly process.
Document content was assembled into customer-facing quote materials.
Spreadsheet information had to be combined with other quote components.
Additional content and data added further complexity to the process.
Creating thousands of personalized, consistently formatted, accurate quotes under those conditions became increasingly difficult. Husky decided to connect Experlogix with Microsoft Dynamics CRM.
Solution
Husky first gathered input from 200 salespeople and 350 sales support engineers to determine what should appear in its quotes, identify key variables, and resolve conflicting information.
That work became the foundation for a centralized quote-content library containing more than 2,000 reusable sections that could be included in pre-approved templates.
Husky integrated Experlogix CPQ with CRM to provide technical equipment price configuration. That configured pricing could then be merged into the customer quote.
Experlogix Document Automation combines CRM data, approved content, images, regional language, terms, warranty information, recommendations, and configured pricing into the final quote.
More than 2,000 approved sections can be selected to build personalized quote documents.
Document-generation logic pulls customer and sales information directly from Microsoft Dynamics CRM.
Customer location helps determine language, terms and conditions, warranty information, and other regional content.
Experlogix CPQ provides technical product pricing that is merged into the generated quote.
Optional equipment and accessories can be intelligently included based on the machinery configuration.
Graphics, product imagery, and value statements help communicate why recommended additions may benefit the customer.
CPQ supplies technical equipment configuration and pricing for the proposed machinery.
Dynamics CRM supplies customer, location, sales, and other contextual information.
Document Automation combines approved content, pricing, language, legal terms, warranties, graphics, and recommendations.
The customer receives a personalized, professional quote that also presents relevant options and their value.
Current Document Automation for Dynamics 365 continues to support data-driven document creation across Dynamics environments, while Experlogix CPQ for Dynamics 365 connects product configuration and quoting with CRM and downstream processes.
Result
Husky transformed highly complex quote documents into more centralized, consistent selling tools.
Instead of manually combining content from disconnected sources, Husky could use Microsoft Dynamics data, controlled quote sections, configured pricing, customer location, and machinery configuration to drive the content of the final document.
Centralized content helps ensure quote documents consistently represent Husky's products, services, and brand.
Husky reported additional revenue from suggested optional equipment supported by configuration-driven recommendations and value statements.
Language, terms, warranty information, and other customer-specific content can be driven by location and CRM data.
The source reports greater control over branding, pricing, and compliance through the centralized environment.
CRM data and analytics help Husky evaluate conversion rates, close ratios, trends, risks, and opportunities.
Product images, recommended options, and value statements turn the quote into more than a technical pricing document.
“We ask our customers to make big investments in our equipment. The documents we deliver to them must be professional, accurate, and consistent.”
For manufacturers managing complex product and document workflows, see how Experlogix Document Automation supports manufacturing document processes.
See how Husky connected CPQ pricing, Microsoft Dynamics data, and Document Automation to produce complex multilingual quotes at global scale.
