Business Process Reengineering at F.L. Smidth & Co. - reengineering the sales process

To an engineering to order (ETO)/make to order (MTO) company the sales process is of major importance to the company's competitiveness. The project has used the management paradigm "Business Process Reengineering" (BPR). Based on BPR a procedure for reengineering the sales process has been developed. The procedure Sales Process Reengineering (SPR) prescribes a way to perform a complete reengineering of the sales process based on the use of a new methodology "Product modelling" and the new technology "Product configurators".
The project has been carried out in cooperation with the company F.L. Smidth & Co. In the project an integrated product model and a sales configurator prototype have been developed in order to achieve an efficient and correct bid on a cement factory. The development of the prototype was based on the sales configurator SalesPLUS from the company Beologic.