Visual Power: Why Manufacturers Who Use Product Configurators Close 40% More Sales
In an era where every click counts and every hour saved translates into tangible value, manufacturers face an evolving challenge: how to effectively sell complex, customizable products in a highly competitive digital landscape. Enter product configurators known as Build and Price Pro.
The traditional sales cycle—involving lengthy consultations, manual quoting, and abstract product descriptions—is no longer sufficient. Customers, and even dealers, expect immediate answers and crystal-clear visualizations.
What is Build and Price Pro? It’s a product configurator: a powerful online tool that allows users to design, customize, and even price a product in real-time, all within a browser or on a tablet. For manufacturers, this isn’t just a fancy widget; it’s a strategic weapon, driving a phenomenon we call “Visual Power.” This isn’t just about showing off; it’s about fundamentally changing the buying process, leading to a reported 40% potential increase in closed sales for companies that implement them effectively.
The Psychology of “Visual Ownership”
Why are configurators so effective? It boils down to a fundamental aspect of human psychology: visual ownership. When a prospective buyer, whether an end-customer or a dealer, actively engages with a product configurator, they begin to build their perfect version of that product. They select colors, add features, choose materials, and see these changes instantly reflected on screen.
This interactive process triggers a powerful psychological effect:
- Reduced Mental Load: Instead of trying to imagine how a red trailer with specific wheel options would look, they see it. This removes ambiguity and makes the decision-making process much easier.
- Increased Engagement: Hands-on interaction is inherently more engaging than passively reading a feature list. The configurator transforms a passive browsing experience into an active design session.
- Emotional Connection: As users “build” their product, they start to form an emotional connection with it. It transitions from an abstract concept to “my product,” significantly increasing the intent to purchase.
Beyond Engagement: The Business Impact
The benefits of Visual Velocity extend far beyond psychological triggers, translating directly into measurable business outcomes:
- Accelerated Sales Cycles:
The most obvious advantage. By empowering customers and dealers to self-configure and get immediate pricing, you drastically reduce the back-and-forth typical of complex sales. What used to take days of phone calls and emails can now happen in minutes. This speed is a critical differentiator in today’s market. - Enhanced Order Accuracy:
Manual quoting is a hotbed for errors. A misplaced digit, an incompatible option, or an outdated price can lead to costly rework, returns, and damaged customer relationships. Configurators are built with intelligent logic (e.g., “if Option A is selected, then Option B is unavailable”), ensuring that every build is valid, manufacturable, and correctly priced. This eliminates the “impossible build” problem. - Empowered Dealer Networks:
For manufacturers reliant on dealers, configurators are a game-changer. Embedded directly onto dealer websites, they provide a consistent, always-up-to-date sales tool. Dealers can offer accurate quotes on the fly, reducing their reliance on calling the manufacturer for every customization query. This frees up your internal sales and support teams to focus on higher-value activities. - Richer Lead Generation:
Configurator users are highly qualified leads. Someone who has spent 15 minutes building a custom product has a much stronger intent to purchase than someone merely browsing. The data collected during the configuration process (selected options, preferred features) provides invaluable insights for sales follow-ups, allowing your team to tailor their approach more effectively. - Reduced Returns and Rework:
When customers see exactly what they’re getting before they order it, the likelihood of disappointment post-delivery plummets. This visual validation minimizes “buyer’s remorse” and ensures higher customer satisfaction, reducing costly returns and field service calls.
The Digital Hill Difference: Complex Logic Made Simple
Many off-the-shelf product configurators fall short when products get truly complex. Manufacturers of trailers, cabinetry, boats, RVs or specialized equipment often have intricate rules: dimensional constraints, material dependencies, or regulatory requirements. Our Build and Price Pro is specifically designed to handle this high-level complexity.
We build custom logic capability into every configurator, ensuring that every selection adheres to your manufacturing rules. This, combined with high-res visuals or 3D power, and potential integration with your ERP system for live pricing and inventory, means you’re not just getting a tool—you’re getting a complete selling revolution!
Ready to Unleash Visual Velocity?
The market waits for no one. Manufacturers who embrace interactive product configurators are not just keeping up; they are setting the pace. They are closing more sales, fostering stronger dealer relationships, and operating with unprecedented efficiency.
If you’re ready to move beyond static catalogs, manual quotes, and empower your sales process with the dynamic power of visual configuration, it’s time to explore the possibilities.
