Many U.S. manufacturers are losing measurable revenue to outdated quoting and sales processes, according to new research from Aleran Software and independent research firm TrendCandy.
The survey found that manual workflows cost manufacturers an average of 5% in annual revenue, with 88% of respondents reporting lost deals because of inefficiencies in how quotes are generated and approved.
The study surveyed 200 decision-makers across the manufacturing sector. It highlights growing challenges as companies adjust to new U.S. tariffs and shifting supplier relationships. Manufacturers that can simplify buying and quoting may be better positioned to capture new business from Original Equipment Manufacturers (OEMs) reevaluating suppliers.
“B2B buyer behavior is changing, with customers expecting the same level of speed and self-service found in consumer commerce,” said Aleran CEO Alex Sayyah. “Manufacturers are recognizing that modernization involves both technology and process changes.”
How manual quoting is affecting manufacturers’ revenue
Survey participants cited several reasons for lost revenue tied to manual quoting, including complex approval processes (53%), limited pricing flexibility (48%), customer misalignment (45%) and data-entry errors (44%).
According to Brenda Nobleza, vice president of channel solutions at enterprise software provider Epicor, automation is becoming essential to stay competitive.
“The data shows that manufacturers using manual processes are losing revenue,” she said. “AI-enabled quoting and buying tools help modernize operations and improve efficiency.”
The report found that 60% of companies are adopting AI-driven pricing tools, and 54% plan to implement digital commerce and configure-price-quote (CPQ) platforms. Only 37% have fully automated quoting processes.
TrendCandy conducted the survey in July 2025 among U.S.-based manufacturers, wholesalers and distributors with at least 100 employees in sectors including electrical components, plastics and industrial equipment.
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