Almost 50 years of furniture materials
Pasterco started in 1978 and today supplies furniture makers and upholsterers with everything it takes to build a piece of furniture: adhesives, upholstery fabrics, foams, metal legs, mechanisms and outdoor materials.
The catalogue is large and every client asks for something different. That is why almost every sales meeting ends in an offer.
The problem: 30 minutes and two people for every offer
In the meeting, the salesperson typed what the client asked for into his phone notes while trying to keep listening. Afterwards he sent those rough notes to a coworker, who had to put together a PowerPoint deck of the products.
Anything unclear in the notes turned into messages back and forth, and a single offer took at least 30 minutes. Now picture a salesperson who sees 20 clients a week: 20 offers, and a coworker spending the day on the same work over and over.
- At least 30 minutes per offer
- Phone notes taken while the client is talking
- Back-and-forth messages over anything unclear
- A coworker lost in repetitive work
- Offers reaching the client late
The solution: the offer is built during the meeting
We built a private app, only for the Pasterco team, that the salesperson opens while talking to the client. Instead of taking notes, he builds the offer live.
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The whole catalogue at hand
At the meeting the salesperson opens the app, with Pasterco’s entire catalogue ready to search.
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Two clicks per product
He finds the product the client asks for and adds it to the offer in two clicks.
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Price, quantity, comments
For each product he enters the agreed price, the quantity and anything else worth remembering.
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Ready in 10 seconds
He hits submit, and 10 seconds later the offer deck is in his Google Drive folder.
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The coworker only reviews
The coworker builds nothing from scratch. He reviews it, makes the small agreed adjustments, and the offer goes out as soon as the meeting ends.
The results
An offer that took 30 minutes now takes 3. That means 10× faster work for the whole team, and at least 8 hours less repetitive work every week.
And the more offers there are, the bigger the gain: the system scales without needing more people.
The salesperson leaves a better impression on the client in front of him, because he listens instead of taking notes. And his coworker now has time for work that moves the business forward.
A sales team that doesn’t wait for the PowerPoint
Pasterco didn’t change how it sells. It changed what happens after the conversation: the offer waits for no one, it is ready the moment the meeting ends.
