Stanley Security Solutions:
Automating Product Quotations Drives Productivity

Stanley Security Solutions, a division of The Stanley Works, needed to reduce costs and increase sales force effectiveness. The company accomplished this by moving its complex bid and quotation process to the Internet.

Business challenge:

The Stanley Works, an S&P 500 company, is a worldwide supplier of tools, hardware and door systems for professional, industrial and consumer use. In early 2000 one of its companies, Stanley Access Technologies, which manufactures state-of-the-art, custom automatic doors for a wide variety of commercial, institutional, industrial and transportation applications, moved its complex bid and quotation process to the Internet in order to reduce costs and increase sales force effectiveness.

Technology solution:

Stanley Access selected i-MARK and its interactive Quotation Generator Solution to give its salespeople the ability to examine a variety of pertinent data for automatic door projects worldwide. Stanley was first in the automatic door business to offer an Internet-based electronic quotation and ordering system, which they named Accessorder.com.

i-MARK's internet-based Solutions and eBusiness capabilities, designed to increase productivity for end-users in sales, manufacturing, engineering and management, were integral to the development of Stanley Access' dynamic quotation and ordering system. Its proprietary parametric search and product configuration technologies now enable Stanley sales reps to apply in-depth research and advanced discovery techniques to specify and quote the exact products their customers need.

“i-MARK's understanding of the complex world of construction projects coupled with its expertise in industrial manufacturing made it the perfect fit,” said Jay Vaitkus, Stanley Access Technologies' Marketing/e-Business Manager.

i-MARK is also equipped to maintain what they build. “All data entered into the system is backed up and maintained on a regular basis by i-MARK personnel at remote, secure facilities,” said Del Merenda , President & CEO of i-MARK. “Stanley Access Technologies does not have to worry about the technology behind the service. It's always there when their salespeople need it. Accessorder.com can be accessed from any PC connected to the internet from anywhere in the world. Also, instant availability of system updates ensures that their quotes are up-to-date, accurate and effective in winning new business.”

End result:

On October 28, 2003, Stanley Access Technologies announced record online sales of Accessorder.com, the dynamic ordering system that i-MARK designed and built for them.

“This is the best product I've seen,” said Vaitkus. “This website has proven itself by translating into increased sales and customer satisfaction.”

Merenda believes Stanley 's sales achievement further strengthens the value of the Application Service Provider business model. “i-MARK is a focused ASP.” Merenda emphasized, “We pride ourselves on deploying and operating sophisticated solutions like Accessorder.com for manufacturers with dramatically reduced costs and delivery time,” he said.

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