Pricing and Selling Solutions for

Heavy Equipment

Heavy equipment manufacturers face the challenge of balancing the costs of raw materials, production, and even sales with the commercial goals of steady growth and increasing profitability.

Vendavo enables B2B manufacturers to streamline their pricing process while increasing efficiency and growing their top and bottom lines.

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Dynapac Logo In White Color

Global Leader in Heavy Equipment Manufacturing Centralizes Pricing for Improved Margins

Find out how high-tech soil compaction and paving equipment manufacturer, Dynapac increased their margins and sales efficiency with Vendavo solutions.

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30%

growth possible in long-term contract penetration by creating bundled offerings and developing new services

McKinsey & Company

81%

81% of heavy construction equipment manufacturers are investing in digitalization projects

Simon-Kucher

4%

of heavy equipment manufacturers consider themselves to be digital leaders

Bauma

Improving Commercial Processes Creates Opportunities in a Challenging Market

As new technologies change the landscape of the heavy equipment industry, costs of raw materials rise, and regulations generate more complexity, heavy equipment manufacturers must ensure their pricing and selling processes are as efficient as possible to continue competing in a growing global marketplace.

How businesses respond to these problems will determine who succeeds and who is left behind. With Vendavo’s pricing and selling solutions, manufacturers gain a competitive edge through automation of manual efforts, shortening their sales cycle, and controlling their pricing at scale. Investing in an efficient commercial process today protects your business from tomorrow’s challenges.

Leading Solutions for Common Industry Challenges

Challenges

  • Limited measures for profitability visibility across the value chain
  • Lack of innovative commercial pricing models
  • Limited spare parts profit optimization
  • Lack understanding of perceived customer segment value

Vendavo Solutions

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Challenges

  • Equipment ownership duration is extending, decreasing new equipment sales
  • Changing and increasing customer requirements
  • Increasing competitive price pressure
  • Limited capabilities for digital commerce and sales
  • Parts and services are increasingly being sold online
  • Lack of relevant customer context for deal negotiation
  • Lack of single integrated view of the customer

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Challenges

  • Growing trade and regulatory risk
  • Aftermarket spare parts business model evolution
  • Lack of commercial process automation
  • Limited use of data insights for business optimization
  • Sales teams are struggling with executing deals appropriately to acquire and retain customers
  • Lack of integrated Ecommerce and direct sales commercial processes
  • Ineffective use of artificial intelligence

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I have had the pleasure of working with the Vendavo Global Services Delivery team on multiple deployments across several companies. In every case, their team of dedicated pricing professionals went the extra mile to ensure the success and timely delivery of our project.

Rick Robinson

Head of Global Pricing

Vendavo is a game-changer for our whole company around the globe.

Stephan Fessner

Head of Commercial Management and Processes

The Vendavo suite allows Dynapac to systematically monitor compliance to our pricing strategy, merge up-to-date data from different sources for faster and data-based decisions by analysing increasing amounts of data in shorter intervals for systematically identification of [deal] success and lost sales, and to set an optimal price level to optimize profitability.

Stephan Fessner

Head of Commercial Management and Processes

Latest Vendavo Resources for Heavy Equipment

  • Rebate & Channel Manager Data Sheet

    Rebate & Channel Manager

    Proactively design and manage your rebate programs across channels.

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  • Sales Optimizer Data Sheet

    Vendavo Sales Optimizer

    Vendavo Sales Optimizer helps B2B sellers sell more by recommending the right products for each customer. Sales Optimizer is a SaaS solution that leverages…

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  • Vendavo Deal Price Optimizer

    Learn how Deal Price Optimizer replaces guess work and compliments your business insights with scientific data-driven pricing predictions.

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  • Vendavo Pricepoint

    Price is the single most powerful and fast-acting lever that organizations have to improve revenues and margins. Price management, when done well, incorporates a…

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  • Vendavo Margin Bridge Analyzer

    Regardless of whether your business is up or down, there will always be a need to explain what drove revenues and margins and by…

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  • Vendavo Value Consulting

    Successful pricing and commercial excellence projects routinely deliver 1-3% of revenue as a bottom-line benefit. However, even a perfectly executed software implementation does not…

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  • Vendavo Intelligent CPQ

    Vendavo CPQ Cloud advances B2B enterprises in their journey towards commercial excellence by helping coordinate, control and streamline their quote-to-cash processes. Vendavo CPQ empowers…

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  • Vendavo Profit Analyzer

    Vendavo Profit Analyzer, available both on-premise and hosted, delivers powerful in-memory analytics, helping you to continually uncover additional profit opportunities. Identify and track your…

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