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"Since implemented, e-Con has cut the time spent on order intake from 10 minutes to only 3 minutes, providing plenty of extra time during the typical 15-minute appointment."
Wouter Spann, IT project manager
OIM Orthopedie
OIM Orthopedics offers custom orthopedic solutions that help their customers live comfortably, independently, and stylishly in spite of personal injury. They offer a wide range of devices, from prosthetic arms and legs, to orthopedic shoes and compression aids.
As a reseller, OIM prioritizes how they serve their customers. With participation in over 50 rehabilitation clinics and hospitals and 28 standalone locations across The Netherlands, OIM advisors see hundreds of patients each day. They promise professional advice, quality service, fast delivery, and clear information at every stage in the selection process, leading to the most ideal product to satisfy their customers’ ambitions for living.
To continue to fulfill this promise in 2020 and beyond, OIM sat down to redefine its IT landscape around Dynamics NAV, so that advisors would have the simplest, most effective systems to drive stellar customer experience.
This is what the future of orthopedic service looks like now for OIM
A patient, Linda, calls OIM to reserve an appointment for Medical Compression socks. The assistant she talks to creates a new account for her and requests some basic information. When Linda arrives at an OIM location, her advisor can call her by name, and knows some general facts about what she needs. All customer history and additional information from Dynamics NAV are visible during the visit within e-Con CPQ.
There are over 100,000 different sock products available, so the portal requests a variety of data, including measurements, color choice, features, and health requirements. Linda’s advisor goes over these questions with her, using the guiding information within e-Con CPQ to fill in her knowledge gaps of the extensive offerings at her disposal.
The appointment proceeds more like a conversation than a medical appointment. For instance, Linda mentioned early on that she would sometimes work long hours at the office, and her advisor was able to begin by selecting professional attire. The remaining options automatically adjusted according to what Linda found most important and meaningful.
In one part of the appointment Linda stands on a scanning machine that uses cameras to quickly measure her legs. Her precise specifications are available instantly within her advisor’s e-Con CPQ window (JSON messaging), so they can continue their conversation to find the best product, configured precisely for Linda.
When they are done, the advisor taps a button that sends all order documentation to the back office, where it is automatically collected and checked. If required the system will alert the appropriate staff to manually check the order, but in most cases orders are given the green light and automatically sent to the right supplier at the right time.
Results
Since implemented, e-Con has cut the time spent on order intake from 10 minutes to only 3 minutes, providing plenty of extra time during the typical 15-minute appointment. OIM chooses for its advisors to spend the extra time on details, such as helping patients get changed and discussing daily use of their new stockings. These added service details improve Linda’s purchase experience and teach her how to get the most value from her purchase. Both improve satisfaction and ease, increasing the likelihood of earning Linda’s repeat business and additional referrals.
Why OIM loves e-Con CPQ
OIM wanted its customer experience to be as simple as possible. This meant they required systems integration: a single source of truth where information could be stored, changed, and made visible from many different applications and devices. e-Con CPQ not only integrates systems, it shows only relevant information so advisors can become customer-oriented instead of system-oriented.
The progressive vision of what customer service can look like when driven by integrated systems will make OIM Orthopedics a premium service for decades to come.
- Full access to all data in one place in real-time
- No additional third-party database: e-Con CPQ acts as a “smart-bridge” between existing data sources
- Portal functions fully on web (accessible via desktop, tablet or mobile device)
- Role-based access allows receptionists and advisors to request different information while seeing the most relevant view of the customer
- Robust quote-to-order functionality
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Reference
“We wanted our sales tool to generate valid selections. With the old configuration tool, we had too many cases where combinations were selected which could not be built. This is now a thing of the past, while maintaining the flexibility to handle ‘non-standard’ requirements.”
Daniele Nardin, Head of Marketing and After-Sales-Services, CCO
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"A major goal is to capture essential knowledge to be able to sell the best solution for our customer’s requirements and make this available for their international sales organization."
Christoph Wilde
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"We chose e-Con for several reasons: off the shelf integration with Dynamics 365, e-Con Studio's facility in allowing us to model our product lines in one environment, and for how easy it is to use for sales teams (via CE, portal, or FO). We also value e-Con's international clientele and network. All these things make e-Con an ideal partner for companies like Priva."
Kees van der Kruk, Product Marketeer
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"e-Con CPQ will help CSI understand customer requirements, quote and offer the right services, resulting in customers making buying decisions faster."
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"Since implemented, e-Con has cut the time spent on order intake from 10 minutes to only 3 minutes, providing plenty of extra time during the typical 15-minute appointment."
Wouter Spann, IT project manager
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"We want to work with e-Con CPQ for many years forward because they help us to be the leader in our market"
Tor Martin Aspholm
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“e-Con makes it easy to create and work with complex quotes and agreements in a short time frame. It’s simple to use, it’s got a great look and feel, and from the CPQ vendors I’ve seen, e-Con definitely offers the best value for your investment.”
Jaap Versnel, Business Analyst
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Reference
“Internally we often use the line ‘An empty box isn’t a box’. To get to the right (custom) box/enclosure we need tools to get us those custom-made products as soon and efficient as possible. That’s the added value e-Con brings PM Komponenten.”
Harms Jansen, Product Specialist
