Transforming Sales with Faster, Smarter CPQ for Long-Standing US Manufacturer
Salesforce CPQ for Manufacturing: FS-Curtis, a 98-person U.S. air compression leader, boosting quoting speed, accuracy, and flexibility for complex products
FS Curtis
“If I had to describe Sculptor CPQ in one word, it would be efficiency — it speeds up quoting, improves accuracy, and gives our sales team the flexibility they need when selling complex manufacturing products.”
Shawn Drwal
Sales Strategy Analyst
FS-Curtis is a globally recognized manufacturing brand specializing in high-performance air compression systems. Established in 1854, the company has built a legacy of engineering excellence in compressed air solutions. FS-Curtis offers rotary screw and reciprocating air compressors, vacuum systems, air treatment equipment, and accessories.
Manufacturing
INDUSTRY:
📍 USA
LOCATION:
98
SCULPTOR CPQ USERS:
Paid
Version:
Pricing updates reduced from 1 month to 1–2 weeks
20% reduction in quote generation time
Overnight migration from Salesforce CPQ to Sculptor CPQ
FS-Curtis is a globally recognized manufacturing brand specializing in high-performance air compression systems. Established in 1854, the company has built a legacy of engineering excellence and innovation in compressed air solutions. Known for its durable, energy-efficient, and technologically advanced products, FS-Curtis offers rotary screw and reciprocating air compressors, vacuum systems, air treatment equipment, and related accessories.
“If I had to describe Sculptor CPQ in one word, it would be efficiency — it speeds up quoting, improves accuracy, and gives our sales team the flexibility they need when selling complex manufacturing products.”
Sales Strategy Analyst
Manufacturing
INDUSTRY:
📍 USA
LOCATION:
98
NUMBER OF SCULPTOR CPQ USERS:
Paid
SculpTor CPQ Version:
Sales Strategy Analyst
"We decided to switch from Salesforce CPQ because it had become more complex than our business required — especially when managing price increases and product updates. Our team had to constantly cross-reference portal price books with Salesforce just to ensure alignment, which created unnecessary manual work.
We needed a more intuitive, customizable solution that mirrored our price books, simplified product configuration, and allowed us to bundle options directly with base models. The switch enabled us to optimize the process, reduce errors, and make quoting far more efficient for our team.”
Success Story at a Glass
Challenge
A complex quoting system, manual pricing updates, and broad product searches were slowing sales cycles, increasing administrative workload, and creating risk of pricing inconsistencies.
Solution
FS-Curtis implemented Sculptor CPQ to optimize product configuration, automate pricing, and align the quoting process directly with its manufacturing price book structure.
Result
Sculptor CPQ allowed optimizing sales operations, improving pricing accuracy, reducing administrative effort, and equipped its sales team with a more scalable, flexible, and reliable quoting process.
As the company reviewed its pricing structure, several operational and system-related challenges emerged that were impacting the efficiency and accuracy of the quoting process:
Price changes exposed limitations in existing systems
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The review of the pricing structure was followed by a series of price increases. This process revealed that the existing CPQ setup was not flexible enough to easily accommodate pricing updates and product adjustments.
As pricing and product data evolved, maintaining consistency across systems became increasingly difficult and time-consuming.
Overly complex product and pricing structure
The original configuration of the CPQ environment was more complicated than necessary for everyday sales operations.
The way products and pricing were structured created unnecessary complexity for internal teams, making routine tasks such as updating configurations and preparing quotes more difficult than they should have been.
3.
Reliance on external price books and manual cross-referencing
Sales teams frequently had to consult external price book documents hosted on a company portal and then manually verify the same information in the CRM system.
This dual-system workflow created inefficiencies, slowed down the quoting process, and increased the risk of discrepancies between documented pricing and system data.
Key Business Challenges
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Fragmented product information
Product details and part numbers were not fully centralized in one place.
Sales representatives had to search through separate resources to confirm full part numbers and product configurations, which complicated the quoting process and created friction during sales cycles.
5.
Difficulty navigating large product catalogs
Users often faced extensive lists of product options that were not always clearly tied to specific base products.
Because options for multiple products appeared together, it was difficult for sales teams to quickly identify which options were relevant for a particular configuration.
6.
Limited ability to restrict product options by model
The existing system did not effectively limit product options to the models they were designed for.
As a result, users were exposed to options that did not apply to the product they were configuring, increasing the likelihood of errors and making the configuration more confusing.
7.
Time-consuming product selection process
Without intuitive filtering mechanisms, such as selecting products based on attributes like horsepower or voltage, sales teams had to spend additional time manually searching through product data to identify the correct configuration.
- Building a new structured price book and product catalog
- Configuring product bundles and options aligned with FS-Curtis equipment offerings
- Implementing automated pricing and discount logic based on account and partner types
- Designing a customized quote builder to support different quoting approaches used by the sales team
- Setting up role-based experiences for branch users and channel partners
The project included:
To improve quoting efficiency and support its complex product configurations, FS‑Curtis had Sculptor CPQ implemented within its Salesforce environment.
The implementation was delivered with support from Twistellar, which configured the CPQ solution to reflect FS-Curtis’s product structure, pricing logic, and sales workflows typical for manufacturing organizations.
The implementation followed a structured rollout. Twistellar configured and tested the solution internally before releasing versions to sandbox environments for FS-Curtis testing and feedback. Once validated, the system was promoted to production.
Because the legacy price book remained active during configuration, FS-Curtis was able to continue daily operations while the new environment was prepared.
When everything was ready, the transition from Salesforce CPQ to Sculptor CPQ was completed virtually overnight, followed by internal training sessions for the sales team.
Solution
Flexible Quote Customization
The quote builder allows sales representatives to customize quotes by editing product descriptions, adjusting names, and including margin information directly within the configuration process.
This flexibility helps FS-Curtis tailor quotes to customer needs while maintaining control over pricing and margins.
Automatic Quote Data Population from Salesforce
When a sales rep creates a quote, Sculptor CPQ automatically pulls key information from the account and opportunity, including contacts, pricing rules, discounts, and partner settings.
This ensures quotes are created with the correct customer data and pricing structure without requiring manual input from the sales team.
For manufacturing organizations like FS-Curtis, this automation helps maintain pricing consistency across branch teams and channel partners while reducing the risk of errors.
Automated Product Bundles and Configuration
With product bundles, when a core product is selected, all relevant options and related components automatically appear for configuration.
Sales reps simply select the needed options and the system populates the configuration, making it easier to build accurate quotes for complex equipment.
This is especially valuable for businesses where products often include multiple components and configuration choices.
Smart Product Selection with Filtered Picklists
The filtered picklist navigation allows sales representatives to quickly find products and configuration options through dropdown menus that dynamically filter available items.
This simplifies navigating a large manufacturing product catalog and helps sales teams build quotes faster without manually searching through extensive product lists.
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Hidden gem
Three Key Sculptor CPQ Features Driving Value for FS-Curtis
After implementing Sculptor CPQ, FS-Curtis significantly improved the speed, accuracy, and flexibility of its quoting process, which is critical in manufacturing environments where complex product configurations and pricing structures are common.
Results
Before Sculptor CPQ, preparing complex quotes could take up to a month when coordinating product configurations and pricing details.
With the new solution, the process now typically takes one to two weeks, and in some cases, even about a week when fully prioritized.
The additional efficiency allows the team not only to produce quotes faster but also to review and validate information more thoroughly before sending it to customers.
Faster quote preparation
The FS-Curtis sales team now benefits from a highly customizable quoting environment, allowing representatives to structure quotes based on their sales style and customer needs.
Sales reps can now:
- Configure complex bundles
- Group products within quotes
- Add detailed descriptions
- Build simple quotes quickly when needed
Greater flexibility for the sales organization
Beyond quoting, FS-Curtis is expanding the use of Sculptor CPQ to support additional operational workflows.
The solution now enables the company to:
- Generate orders directly from quotes
- Llink field assets to customer quotes
- Connect documentation, such as warranty information
- Manage product updates and new offerings more easily
Scalability for future operations
Through internal testing, FS-Curtis identified measurable productivity improvements.
Sales representatives reported saving approximately 20% of the time required to generate quotes compared to earlier versions of their quoting workflow.
20% improvement in quoting efficiency
Manufacturing companies often manage complex pricing structures, partner discounts, and multiple product configurations.
Sculptor CPQ automatically pulls critical information from Salesforce records, including:
This automation ensures quotes are generated with consistent pricing and accurate configuration details, reducing the risk of manual errors.
- Account details
- Pricing rules and discounts
- Opportunity data
- Partner and branch settings
Improved accuracy for complex manufacturing quotes
"As a manufacturing company, speed and accuracy in quoting are critical for us. Sculptor CPQ has been a huge improvement to our process, and I would absolutely recommend it to others in the manufacturing industry.
I’d rate our experience with Sculptor CPQ and the team as five out of five.
There have been times when we had extremely urgent requests — situations where a customer needed a quote the next morning. We reached out to the team late in our time zone, and they responded immediately, looked into the issue, and by the time I woke up the next day, the update had already been implemented and tested. Being able to rely on that level of responsiveness makes a big difference for our sales operations.
We’ve also had plenty of unique requests — new features, adjustments to the quoting process, different ways of configuring products — and the team always takes them seriously. They review what’s possible, discuss it with us, and provide a clear timeline if it can be implemented. That responsiveness and willingness to adapt Sculptor CPQ to the realities of a manufacturing business has been incredibly valuable for us.”
Sales Strategy Analyst