How Equipment Manufacturers Can Scale Without Simplifying Their Products

Agriculture and construction equipment manufacturers operate in an environment defined by complexity. Machines must perform in harsh conditions, meet strict regulations, and be tailored to specific use cases - from powertrains and attachments to safety systems and electrification options. 

At the same time, buyers expect speed, clarity, and certainty. Quotes must be gast, configurations must be correct, and what is sold must match what is delivered.

The tension between high customization and high expectations is reshaping how manufacturers approach sales. Forward-looking companies are rethinking their processes and that is where CPQ becomes a strategic enabler. 

The sales challenge in agriculture & construction equipment

Heavy equipment sales are still largely engineer-to-order. Each quote starts from a standard platform but quickly becomes customer-specific. Without structured automation, this results in: 

• Long quote lead times due to engineering dependency 
• Error-prone configurations and pricing
• Limited scalability across dealer networks
• Engineers spending time on repetitive sales support

As product portfolios expand - especially with electrification and sustainability driven innovation - these challenges only intensify. 

From engineer-to-order to scalable configure-to-order

Elfsquad CPQ helps manufacturers shift from manual engineer-to-order workflows to a scalable configure-to-order sales model. 

Engineering logic is captured directly in the configurator, ensuring that:

• Only valid machine configurations can be sold
• Component dependencies and constraints are enforced automatically
• Compliance and safety rules are applied by default

Sales teams and dealers gain speed and independence, while engineering knowledge remains safeguarded.

“A custom-built configurator becomes obsolete the day you have it. With Elfsquad, we always use the latest software, making us more future-proof with a CPQ SaaS solution.”
Hendrik Decramer, CEO – Dewulf Group

Empowering global dealer networks

Agriculture and construction equipment manufacturers rely heavily on international dealer networks. To scale effectively, dealers must be able to sell independently - without constant intervention from headquarters.

Elfsquad supports this with:

• Multi-language and multi-currency quoting
• Market-specific rules and compliance logic
• Central control over product structure and pricing

Dealers move faster, sales cycles shorten, and manufacturers maintain control across regions.

“Elfsquad’s CPQ didn’t just streamline our quotation process; it transformed the way we do business. Our dealers are empowered and customers are better informed.”
Jehannes Bottema, CEO – Spinder DHC

Protecting margins in volatile markets 

Material price volatility - from steel to electronics - makes static pricing unsustainable. Elfsquad enables dynamic pricing management, allowing manufacturers to:

• Update pricing centrally
• Apply changes instantly across all active quotes
• Maintain profitability without manual rework

Bridging engineering skill gaps 

The shortage of experienced engineers is a structural challenge in manufacturing. Elfsquad helps mitigate this by embedding expert knowledge in a single source of truth.

Sales teams can configure complex machines accurately from day one, while engineers focus on innovation instead of repetitive sales checks.

Visual configuration for confident buying decisions

Heavy equipment is a high-investment purchase. Elfsquad's visual and 3D configuration capabilities allow customers to:

• See their machine configuration in real time
• Better understand technical choices
• Reduce misunderstandings and post-sale changes

One connected CPQ platform

Elfsquad integrates seamlessly with ERP, CAD, and CRM systems, ensuring consistent data across sales, engineering, and production. The result is a smoother transition from quote to order to delivery. 

Preparing for the future of heavy equipment sales

Electrification, sustainability, and increasing customization are not trends - they are structural shifts. Manufacturers need flexible systems that evolve with their product strategy.

Elfsquad enables agriculture and construction equipment manufacturers to sell complex machines with speed, confidence, and control - today and tomorrow.

Discover how Elfsquad CPQ can transform your sales process and future-proof your business.