Morgan Corporation, a 50-year-old truck body manufacturer, works on a configuration-to-order basis to deliver customized vehicles to its customers. Every remote sales representative uses PC-based software to handle the company's complicated configuration and quote process, and every internal phone representative depends on the same sophisticated software. Periodic upgrades to these installed systems make keeping the various versions in synch a tricky, time-consuming process. To eliminate this tedious coordination, Morgan wanted to deploy a single e-commerce system for all of its internal and external sales representatives, and for its direct-to-consumer channel as well.

B2B Technologies, working with 2order.com (now Primus), designed and deployed a rich e-commerce system that included 2order.com's Personal Selling Solution. The comprehensive system enables extremely complex quote and configuration management capabilities, and accommodates customer-specific contract pricing and multiple bill-to and ship-to addresses. Accessed by customers through a Web browser, the new sales extranet eliminated the need to install any additional software.

For Morgan, the new sales extranet was a win for those involved in the sales process.

• External sales representatives, internal sales professionals and customers all access the same pricing and configuration information allowing everyone to work off the same current data, which increases collaboration and leads to stronger customer relationships.
• Customer satisfaction improved when customers were able to tap into a self-service system to check pricing and configuration options.
• Accessing the system via a standard Web browser eliminated the need to install and upgrade software.
• The sales extranet has shortened the sales cycle and streamlined production scheduling.