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Robust Growth, New Processes, and
$1 Million Annual SG&A savings
Flexi-Van Leasing
What They Earned
What would you do with up to $1 million annually in SG&A savings across the board?
That’s what Flexi-Van, the national leader in chassis leasing with 200+ locations throughout the United States, earned after fully investing in their Salesforce CPQ infrastructure.
With a 65% reduction in time to quote and 80% decrease in approval time, multiple departments all run more efficiently and enjoy scalable growth. Even better? Their reporting to C-Suite and the Board of Directors is far more accurate and insightful.
The resources we have are more efficiently deployed.
-Sean O'Shea, Vice President, Strategic Products & Services
How Did They Gain It?
With rapid growth comes fast evolution - and it was time to upgrade critical business processes to support more robust Sales, Finance, Operations, and Customer Support Teams.
With 120,000+ chassis designs available for a range of uses, making it simple for both customers and internal staff to get the information they need was paramount to success.
What’d they receive?
Empowered sales reps who can precisely configure and price chassis rentals/sales across diverse markets and adjustable term lengths - with greater accuracy.
Salesforce CPQ was the solution, with:
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Look Up Tables and Price Rules for accurate pricing based on different Product/Market/Term combinations
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Advanced Approvals with multiple Chains/Levels to streamline the process
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A blend of standard and custom objects and processes to optimize downstream operations
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Seamless migration of legacy data
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Custom lightning components for an enhanced user interface and experience
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Robust configuration and reporting capabilities for generating insightful KPI reports.
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I was blown away by the documentation and organization from the outset. It made me confident we had the right projects scoped and it's helped me learn more about Salesforce so I can maintain it better.
-Ariel Masterson, Sales Process & Marketing Manager, Salesforce Admin
The Key: Proper Scoping
At the outset, total buy-in for robust discovery allowed for multiple teams to align on what was most important - and why.
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Using a three-step discovery process with multiple guided meetings, the Flexi-Van team worked through all system requirements and business objectives to align the entire project to the overarching business needs.
Though it took a few weeks, their efforts led to:
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Catching needed project changes before work began
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Aligning key processes to updated business requirements
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Input from multiple teams and stakeholders at the outset
Once the project kicked off, everyone knew exactly what was needed and the roadmap to success. No change orders needed to get on-track.
This initial alignment around discovery led to smoother projects and faster time-to-value for Flexi-Van, who have benefited from continued Salesforce work and significantly improved efficiency.
With $1 million annual savings on SG&A overall for the business, their CPQ consulting investment has turned a significant ROI that continues to pay dividends.
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1M
annual SG&A savings
65%
reduction in time to quote
80%
reduction in time to approval
