{"id":127544,"date":"2019-08-20T14:17:00","date_gmt":"2019-08-20T18:17:00","guid":{"rendered":"https:\/\/live-cati-marketing.pantheonsite.io\/weather-guard-takes-driveworks-3d-configurator-to-new-heights-expediting-distributor-referrals-to-drive-revenue\/"},"modified":"2022-06-14T17:13:32","modified_gmt":"2022-06-14T21:13:32","slug":"weather-guard-takes-driveworks-3d-configurator-to-new-heights-expediting-distributor-referrals-to-drive-revenue","status":"publish","type":"post","link":"https:\/\/www.cati.com\/?p=127544","title":{"rendered":"WEATHER GUARD\u00ae Takes DriveWorks 3D Configurator to New Heights \u2014 Expediting Distributor Referrals to Drive Revenue"},"content":{"rendered":"

\"WeatherWEATHER GUARD<\/span>, a WernerCo brand, is an industry leader in truck and van storage equipment, including truck boxes, drawer units, shelving, cabinets, and racks for trucks, vans and utility vehicles. WEATHER GUARD organizes trucks and vans for greater productivity and provides tools and valuables superior protection against break-ins and weather.<\/span><\/p>\n

<\/p>\n

The 2D Configurator Couldn\u2019t Keep Pace<\/b><\/h2>\n

When end users come to WEATHER GUARD\u2019s site searching for <\/span>van products<\/span> \u2014 such as cargo van shelving, mounting kits or van roof racks \u2014 seeing is believing. In order to determine the right fit and customized combination of products, WEATHER GUARD had been using a 2D configurator. The solution\u2019s performance had peaked and wasn\u2019t keeping pace with users\u2019 requirements. This led to the need to add new vehicles and van products to a system that was difficult to update.<\/span><\/p>\n

\u201cWe have a unique product line in that it requires exact specifications when doing custom fits for commercial van interiors and we wanted to give end-users and distributors a powerful 3D visual tool,\u201d said Stacy Gardella, Vice President of Brand Marketing with WernerCo. \u201cThere was a huge void in the market and we wanted to fill the gap.\u201d<\/span><\/p>\n

Top Three Configurator Requirements<\/b><\/h2>\n

\"WeatherThe number one priority for WEATHER GUARD was that the configurator had to be 3D in order to provide an extremely realistic view of an installed van product package. Secondly, long-term sustainability was a must, with the solution developed in a way that integrated with other business systems. Specifically, the company wanted to be able to leverage data within its Product Information Management (PIM) system, allowing seamless additions of new SKUs or vehicles.\u00a0<\/span><\/p>\n

\u201cIt was critical that the van configurator could be maintained and updated by anyone within the company,\u201d said Pete Robinson, Manager of Engineering Systems with WernerCo. \u201cWe were after longevity and ease of use while bringing an intuitive and engaging experience to end users.\u201d<\/span><\/p>\n

\u201cMuch More Than a CAD Automation System\u201d<\/b><\/h2>\n

WEATHER GUARD was introduced to <\/span>DriveWorks Pro<\/span><\/a>\u00a0at SOLIDWORKS World. The company then reached out to Fisher Unitech, who quickly facilitated a demo. The DriveWorks demo of the custom trailer configurator gave Werner insight into what was possible with its end-users\u2019 vans.\u00a0\u00a0<\/span><\/p>\n

\u201cWhat I knew of DriveWorks was that it was a CAD automation system,\u201d said Robinson. \u201cBut, once we started exploring the product, it became very obvious that it could do much more \u2014reaching into our existing business systems to reuse data that could change how we connect with end-users and distributors to drive more sales.\u201d<\/span><\/p>\n

WEATHER GUARD<\/span> got internal buy-in to move ahead with a pilot and Fisher Unitech developed a Proof of Concept to demonstrate the ability to meet <\/span>WEATHER GUARD<\/span>\u2019s specific requirements, such as being able to give users visibility into previous configurations. <\/span>WEATHER GUARD<\/span> decided to move ahead with deployment.<\/span><\/p>\n

All Hands on Deck for Scoping \u201cBoot Camp\u201d<\/b><\/h2>\n

\"weatherThe next step was to get Fisher Unitech and key stakeholders from WEATHER GUARD, including engineering, product development, IT and marketing, in the room for a project \u201cboot camp.\u201d This group walked through product training and brainstorming solution wishlist items that could be broken out into several deployment phases.\u00a0\u00a0<\/span><\/p>\n

Fisher Unitech and WEATHER GUARD also visited one of the company\u2019s largest distributors, touring the facility to see van installations. During this visit, it became clear that while it was critical to provide a 3D customization experience, the system needed to serve as a lead generation tool \u2014 dramatically reducing lead and engineering time to boost sales.<\/span><\/p>\n

\u201cThe most important part of the week was the focus on scoping the project, and gaining consensus about what we were going to deliver,\u201d said Robinson. \u201cFisher Unitech helped facilitate that discussion and did an excellent job of setting expectations and helping to develop a very detailed scope document with priorities for phase one.<\/span><\/p>\n

Fisher Unitech \u201cTaught Us How to Fish\u201d<\/b><\/h2>\n

WEATHER GUARD credits the Fisher Unitech team as being the biggest asset for this deployment and a key part of the overall success. \u201cMany technology providers and consultants we\u2019ve worked with propose a solution but hold onto information to keep us coming back for service and support,\u201d said Robinson. \u201cFisher Unitech stood apart for the company\u2019s willingness to teach us how to fish, giving us the tools, support, and knowledge to manage the system on our own.\u201d<\/span><\/p>\n

Success Metrics to Measure ROI<\/b><\/h2>\n

\"weatherWith WEATHER GUARD\u2019s past van configurator, a user-submitted configuration would take up to three days to be assigned to a distributor. However, distributor feedback revealed that not acting on leads within the first four to eight hours can mean lost business. WEATHER GUARD wanted to be able to send referrals to distributors immediately, creating a viable lead pool to close more deals.\u00a0<\/span><\/p>\n

As a result of the DriveWorks deployment, configuration requests are now immediately sent to a distributor for follow up, and the company has gained visibility into the complete lead lifecycle. The opportunity is captured in Salesforce, allowing WEATHER GUARD to track status all the way through to close, accurately capturing sales dollars.<\/span><\/p>\n

\u201cThe speed of DriveWorks is critical because it enables distributors to get a lead within minutes and allows us to see when the prospect was contracted, quoted and closed,\u201d said Robinson. \u201cPlus, we\u2019ve dramatically reduced our engineering time, saving at least one full day of labor per configurator request received.\u201d<\/span><\/p>\n

DriveWorks Drives Annual Sales\u00a0<\/b><\/h2>\n

WEATHER GUARD has taken an engineering tool and evolved it into a lead generation and sales tool that allows stakeholders to know exactly how much revenue is coming through the configurator to measure ROI.\u00a0<\/span><\/p>\n

The company is relying on DriveWorks to increase completed configurations, boost distributor referrals and drive sales\u2014anticipating a five percent increase in annual sales as a result.\u00a0<\/span><\/p>\n

\u201cOur configurator lets us directly interact with end-users, create referrals for distributors and help them visually sell WEATHER GUARD\u2019s van products more effectively,\u201d said Gardella. \u201cDriveWorks is not just an engineering automation tool, but a sales-driving and revenue generation system for our company.\u201d<\/span><\/p>\n

Related Articles<\/b><\/p>\n

Design Automation and DriveWorks<\/span><\/a><\/p>\n

Industrial Magnetics Drawn to DriveWorks to Enhance Automation Journey with SOLIDWORKS<\/span><\/a><\/p>\n

Maxed Out? Declutter Your Configurations and Equations with DriveWorks Solo<\/span><\/a><\/p>\n

About the Author<\/b><\/p>\n

\"ChristaChrista Prokos is a marketing manager at Fisher Unitech. She researches and writes about the latest business trends and technologies impacting manufacturers, including 3D printing, SOLIDWORKS 3D CAD design and product data management tools, product lifecycle management, virtual reality, and the Internet of Things. Christa has worked as a high tech marketing and communications professional since 2000. You can follow her on Twitter: <\/span>@ChristaProkos<\/span><\/a>.<\/span><\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

WEATHER GUARD, a WernerCo brand, is an industry leader in truck and van storage equipment, including truck boxes, drawer units, shelving, cabinets, and racks for trucks, vans and utility vehicles. WEATHER GUARD organizes trucks and vans for greater productivity and provides tools and valuables superior protection against break-ins and weather.<\/p>\n","protected":false},"author":77,"featured_media":177007,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[1085,1086,1087],"tags":[],"class_list":["post-127544","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-design-engineering","category-solidworks-3d-cad","category-driveworks"],"acf":[],"yoast_head":"\nWEATHER GUARD Takes DriveWorks 3D Configurator to New Heights<\/title>\n<meta name=\"description\" content=\"WEATHER GUARD was introduced to DriveWorks Pro at SOLIDWORKS World. 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