Giving custom hydraulics sales a big lift
Automating a manual selling process
Founded in 1950 in an airplane hangar in Romeo, Michigan, Air-Way Manufacturing has grown into an industry-preferred source for custom hydraulic fittings and adapters, serving original equipment manufacturers and distributors worldwide across construction, agriculture, forestry, mining, marine, and industrial markets.
As Air-Way looked to grow sales beyond its core OEM customers, its manual, email-based quoting process couldn’t keep up, so Vervint built a new e-commerce channel with an automated, responsive quoting system that gave customers a faster, clearer way to buy.
Open a new sales channel
Expand beyond core OEM markets by giving distributors and other customers a place to browse and buy directly.
Automate what was manual
Replace an email-based custom quoting process with automated notifications and self-service quote status tracking.
Build a foundation to keep growing on
Create a platform that could integrate with existing systems now and support new business goals down the road.
A manual process holding back growth
When Air-Way saw the opportunity to expand sales channels beyond the OEM markets that made up the bulk of its hydraulic fittings business, they knew they needed to think differently about the sales process. The company provided custom spec quotes for customers, but relied on a manual, email-based process with no real mechanism for customer inquiries, a bottleneck that limited how far the business could grow.
An ordering experience built to scale
Vervint created a custom e-commerce solution that integrated sales with a customer portal, built with Microsoft and open-source technologies and featuring a mobile-responsive catalog with custom integration into Air-Way’s existing systems to better leverage its data. A new quote management tool gave customers automated email notifications and the ability to check the status of custom quotes directly from the portal.
The marketing, e-commerce, and quote management system now serves as a growing sales channel for Air-Way and the foundation for continued innovation with Vervint, as the company works to meet new business goals, improve productivity, and better serve its customers.
With a modern sales channel now doing the heavy lifting, Air-Way is positioned to keep growing beyond its OEM roots, giving customers across construction, agriculture, and industrial markets a faster, clearer way to get the custom parts they depend on.
