Selling specialty vehicles is not simple. These vehicles require custom configurations, flexible pricing, and attention to every specific customer request, making the sales process more complicated. Consequently, this makes quoting one of the hardest parts of the sales process as any mistake in the quoting process can slow things down. It can cost revenue and damage customer trust.
However, there is one positive thing about the situation. These specialty vehicle quoting mistakes can be solved easily and effectively by implementing a configure, price, quote (CPQ) solution. With a CPQ tool in place, quoting becomes faster, more accurate, and easier to manage.
This blog article looks at the five most common quoting mistakes in specialty vehicles and shows how CPQ software can prevent them.
Why Quoting Is Difficult in Specialty Vehicle Sales
Quoting for specialty vehicles involves many moving pieces. Sales teams must make sure everything fits together correctly and that the customer gets a clear, accurate, and fair proposal. That said, one small mistake can throw the entire process off track.
- Complex vehicle configurations: Specialty vehicles often include custom parts, optional features, or industry-specific equipment. This complicates the vehicle configuration as the process becomes long, complex, and error-prone.
- Variable pricing: Configuring specialty vehicles involves real-time pricing that changes with customer requests, changing parts and features, custom discounts, and other pricing-related factors. Such variations can lead to pricing mistakes and discount errors.
- High customer expectations: Customers expect quick answers, clear details, and complete transparency in the quotes. A vague or delayed quote can negatively affect the trust within your organization.
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Discover how Cincom CPQ helps specialty vehicle dealers sell smarter.
Five Biggest Mistakes in Specialty Vehicle Quoting
Here are the 5 biggest quoting mistakes in specialty vehicle sales that sales teams make and how using a CPQ solution can help solve them.
Mistake 1: Manual Errors in Complex Configurations
Specialty vehicles come with long lists of parts and options. When quotes are done by hand, it is easy to select the wrong component or miss a key detail. Even small errors can lead to bigger problems.
Why it matters
- Customers lose confidence when they see mistakes
- Fixing errors leads to rework and wasted hours
- Inaccuracies in configuration can lead to compliance issues
How CPQ helps
CPQ software guides sales reps through the right vehicle configuration. It only allows compatible options and calculates pricing automatically. This makes errors far less likely and saves hours of rework in specialty vehicle quoting.
Mistake 2: Slow Response to Customer Requests
Customers don’t like to wait. A slow quoting process or a delayed quote often means a lost deal. Sales teams relying on spreadsheets, back-and-forth emails, and manual processes can take days or even weeks to prepare a quote.
Why it matters
- Customers turn to organizations that are quick to respond
- Customer trust is hard to build and harder to maintain
How CPQ helps
CPQ software can make specialty vehicle quoting faster and more accurate. Quotes can be prepared in minutes instead of hours. As a result, sales reps can respond to customers quickly and effectively, which improves the chance of winning the business.
Mistake 3: Inconsistent Pricing Across Dealers
Many manufacturers work with multiple dealers, which may lead to inconsistencies in terms of quality and pricing. Each dealer may calculate prices differently at different times. Customers who compare quotes from two dealers quickly notice the gaps.
Why it matters
- Inconsistent pricing can confuse buyers
- There is a risk of undercharging or overcharging by the dealers
- It can be hard to protect profit margins
How CPQ helps
CPQ software can standardize pricing and discount rules across the dealer network. It applies discounts and fees the same way every time. That keeps quotes consistent and fair, no matter where they come from.
Mistake 4: Lack of Transparency in Quotes
Every customer expects clear and accurate information without any hidden details in the quote. Lack of transparency in specialty vehicle quotes or hard-to-understand information can raise doubts. Quotes that leave out costs or do not explain what is included make customers hesitate.
Why it matters
- Customers worry about hidden fees or inaccurate information
- Sales teams may spend extra time answering customer questions
How CPQ helps
CPQ software generate detailed quotes with every component and cost listed clearly. As a result, customers know exactly what they are getting and what they are paying for. That kind of clarity builds trust and shortens the buying process.
Mistake 5: Missed Upselling and Cross-Selling Opportunities
The quoting stage is a chance to show customers options that add more value to their purchase. In specialty vehicle sales, this could mean upgraded safety features, extended warranties, or service contracts. Unfortunately, these opportunities are often missed when sales teams prepare quotes manually.
Why it matters
- Lost easy business opportunities
- Customers may feel underserved if they later discover features that they were never told about.
How CPQ helps
CPQ suggests upgrades and add-ons automatically during the quoting process. The system knows which features or services pair well with the base configuration. This ensures sales reps do not miss an opportunity to add value to the specialty vehicle quoting process.
How CPQ Solves Specialty Vehicle Quoting Problems
Every mistake in the quoting process carries a cost. It might be the loss of valuable time, the loss of customer trust, or the reduction of revenue through missed opportunities. Specialty vehicle CPQ software like Cincom CPQ can help solve these challenges by:
- Allowing sales reps to generate a complete quote in minutes that reaches customers quickly.
- Ensuring every configuration follows built-in rules and guidelines that guarantee accurate configurations. This prevents mistakes and unnecessary rework.
- Standardizing pricing strategies that protect margins and prevent underpricing and overpricing scenarios.
- Delivering clear, polished, and professional quotes that are easy to read, with every component and cost outlined.
- Providing accurate recommendations that increase customer satisfaction and revenue opportunities for the organization.
Cincom CPQ is built with the needs of specialty vehicle sellers in mind. It works for both large and small manufacturers. It adapts to the needs of your sales process and helps every dealer or sales rep to work with the same level of accuracy.
Discover how Cincom CPQ empowers specialty vehicle quoting, enabling sales channels to elevate their sales process, streamline complex configurations, and deliver accurate, customized information to buyers.
Related: Cincom CPQ for specialty vehicles
Here’s what Cincom CPQ offers to specialty vehicle manufacturers:
- Cut configuration and quoting time by up to 80 percent and generate quotes in minutes.
- Rule-based configurations that guide sales reps and dealers to select only valid and compatible options.
- Automate pricing with pricing rules and discount logic.
- Deliver polished quotes with integrated 2D and 3D product visuals.
- Enable cross-selling and upselling opportunities.
- Improve sales process efficiency.
Conclusion
Specialty vehicle quoting can be complex, but it doesn’t have to be slow, error-prone, or inconsistent. The five mistakes we’ve covered are the very issues that hold back sales teams and frustrate customers.
With CPQ oftware in place, sales teams move faster, quote more accurately, and deliver professional proposals. When you use the right CPQ tool, every quote becomes faster, clearer, and more profitable. Customers get the confidence they want, and sales teams can close more deals with less effort.
FAQs
1. What are the most common mistakes in specialty vehicle quoting?
Common quoting mistakes in specialty vehicle sales include manual errors in configurations, slow responses to customer requests, inconsistent pricing across dealers, a lack of transparency in quotes, and missed upselling opportunities.
2. Why is specialty vehicle quoting more challenging than quoting standard vehicles?
Specialty vehicles require custom configurations, optional features, and industry-specific equipment, which makes the quoting process more complex and challenging.
3. How does CPQ software reduce quoting errors?
CPQ software uses built-in rules and logic to guide sales reps through valid configurations. This eliminates incompatible choices and ensures accurate pricing and compliance.
4. How can CPQ help improve customer trust in the quoting process?
CPQ software creates clear and detailed quotes, so customers see exactly what they are paying for. This builds trust and strengthens relationships with customers.
5. Can CPQ software work for both small and large specialty vehicle manufacturers?
Most CPQ solutions are designed to adapt to businesses of any size, from smaller operations to large manufacturers.
