How Ufkes Greentec Gave Their Dealers the Tools to Close Deals Independently

Ufkes Greentec: A Manufacturer With a Growing International Dealer Network

"My name is Piet Yntema, and I am the manager at Ufkes Greentec. Our company was founded in 2004, and currently, we have 60 employees. We manufacture machines for the wood processing industry, such as choppers and stump cutters. Our business operates in the Netherlands, Belgium, Germany, France, and England. Additionally, we have several dealers outside Europe."

Ufkes started by importing forage harvesters from America, but recognizing the high value of wood chips in Europe, they began producing their own high-quality shredders in 2009. In 2016, a new production hall created a clear division between service, repair, and production. In 2019, they founded their own company in Sauerland, Germany, expanding their reach across the German market.

Customer-Specific Solutions Across Millions of Possible Configurations

Ufkes builds their machines as compactly as possible. Where competitors often work with multiple machines or develop larger equipment, Ufkes fits the same capacity into a smaller footprint. That flexibility is their competitive advantage. Their machines can operate in villages, cities, and directly on-site where trees are cut down, something larger machines from other manufacturers simply cannot do.

Currently, Ufkes offers seven different shredders, each with 50 accessories to choose from, and each accessory with approximately 20 different functions. The range of possible configurations is vast. And that is exactly the challenge: customer-specific solutions are their strength, but scaling that across an international dealer network, without errors, required a different approach than a fixed price list could offer.

When the Price Structure Could No Longer Keep Up

Ufkes used to work with fixed prices per machine. But with so many options, dealers struggled. They ordered too many machines, too few, or combinations that were impossible to manufacture. Dealers regularly called headquarters to ask whether certain configurations were even possible. "CPQ software solves this problem automatically. When the dealer chooses a specific option, certain options within the combination are excluded," Piet explains. That built-in logic is what makes the difference between a process that works and one that constantly breaks down.

Dealers Manage Everything Themselves Now

Before Elfsquad, a dealer who wanted to offer a machine had to contact headquarters for every step. "Do you think this quote is correct? Is this combination possible? What can you supply?" Back and forth, every time. Somewhere in that process, an offer was made. That is not a scalable way to run a dealer network.

Now, dealers generate a complete, error-free quote on-site, in front of the customer. "The customer and dealer can now sit down together to discuss the different options and possible combinations, which translates into a correct quotation, without the help from us in Drachten." The knowledge that used to live at headquarters is now built into the system. Dealers are in control, and headquarters no longer has to be involved in every quote.

Choosing Elfsquad CPQ

Ufkes compared multiple CPQ solutions and chose Elfsquad as the most user-friendly platform. "We needed two weeks to input all our required data and product offerings into Elfsquad. After these two weeks, Elfsquad's platform was ready to use immediately, allowing us to make quotations right away."

Currently, A-dealers and field services work with Elfsquad. Ufkes has also made an online showroom available for customers, so they can configure their desired product directly on the website and schedule a meeting afterwards.

No More Errors. No More Back-and-Forth.

Before Elfsquad, quotation errors were a regular occurrence at Ufkes. Those errors triggered a chain of follow-up conversations between headquarters, dealers, and customers, slowing down the entire process and putting pressure on production. Now, everything runs correctly from quotation to production. Errors in the process no longer occur.

Dealers save time, customers get clarity, and production receives accurate orders. One source of truth, from first configuration to final machine.