Sanitär Heinze processes over 30% more quotes with Mercura
Industry
HVAC Distributor
Revenue
> €367m
Employees (inside sales)
40
Reduce quoting time by
up to 80%
Problem
Processing bills of quantities consumes a disproportionate share of time in Sanitär Heinze’s sales team. Manual, repetitive quote preparation keeps capacity fully utilized, leading to around 30% of incoming requests being declined. There is little room for structured quote follow-up, resulting in missed revenue. At the same time, the process depends heavily on deep product knowledge concentrated among a few experienced employees, which becomes a growing risk amid labor shortages.
Solution
Mercura trained a custom AI system based on Sanitär Heinze’s product master data. Using AI, bills of quantities are automatically filtered for relevant positions and products are suggested for each position, with employees only reviewing the results. Via an OData-based ERP integration, processed requests are seamlessly transferred to SAP for pricing. Requests are automatically assigned to projects, enabling efficient reuse of quotes for identical construction projects.
Outcome
With Mercura, Sanitär Heinze processes 100% of incoming requests with the same team size. Tender processing time is reduced by more than 50%. Faster quote creation increases customer satisfaction and win rates, while freeing up time for structured quote follow-up and customer-specific optimizations.
