The quote goes out. Now the buyer can answer back.
Nothing about your pricing changes and nothing about your quoting process changes. What changes is that the person reading it has somewhere to put the thing that is stopping them.
Start with the quote you already send.
No new quoting process. Upload the PDF your team produced this morning, or post it from whatever generates it. Expect reads the commercial commitments, not the marketing copy: the five or six things a buyer would argue about, and the promises the document has already made on your behalf.
- Delivery by December 15, 2026up to $9,000 at risk
- Throughput of 850 units per hourup to $14,400 at risk
- Factory acceptance test before shipmentup to $14,400 at risk
- Installation includeddocumented, not coverable
3 of the 4 are commitments you are already carrying, unpriced, in a document somebody sent without thinking about it. Expect prices them and lets you decide whether to stand behind them in writing.
Keep what works. Add what is missing.
Most manufacturers already have some of this: a lender or two, a warranty administrator, a service organization, a used desk. None of it has to move. Expect prices what you have alongside what you do not and puts both on the same quote.
- Financing and termsLive, on your partners' paper
- Each deal to whoever writes it cheapest, with the buydown priced before a rep offers it
- ProtectionLive
- The promise you already made, priced, and a claim that pays without being chased
- ServiceLive, on your partners' paper
- Two free years on your own labour rates instead of three points off the price
- Trade-insLive
- A dated number for their board, on conditions you set
- PartsOn the roadmap
- The next thing to build, and not priced yet
The same quote, with somewhere to go.
Your price, your reference, your name on the page. It opens from the link on a phone in a plant office, with no account and no password, and it forwards to whoever has to approve it.
- As quoted
- $180,000
- $54,000 on acceptance
- With the deposit and date protected
- $183,250
- $3,250 for the cover
- Paid over time
- $3,772/mo
- 60 months at 9.4%, and you are paid at shipment
A PDF allows three answers. Two of them are no.
- 1
Accept
What the document was designed for, and the rarest thing it gets.
- 2
Reject
An answer, at least. Most buyers will not put this one in writing either.
- 3
Disappear
The usual outcome. Nobody inside the buyer wants to own a no, so the thread simply stops.
- 4
Or tell us what has to change
In their own words. On this deal Summit Foods wrote it down: “No capital budget until January”.
What comes back is not a read receipt. It is a position.
Which structures they priced. How long they spent on the deposit. How many times they opened the financing tab, and what they typed into the box. A rep who knows a buyer priced sixty months four times is having a different conversation from one who knows the email was delivered.
- Said out loudNo capital budget until January
- Recorded byThe buyer, in their own words
- Delivery they were quotedDec 15, 2026
- Date the budget opensJan 1, 2027
A quote whose delivery lands before the buyer has a budget is not a pricing problem. Nothing in a PDF could have told you that.
Now price every path to yes.
20 priced answers to this one deal, all costed against the same gross profit. Seven of them, from the one that earns most to the one that costs most.
A rep can only compare things measured in the same unit, and until now a discount was the only instrument that was.
- Add a service plan+$4,750
- Ship it earlier+$4,500
- Add extended cover+$3,700
- Lower the deposit+$1,850
- Take it off the price−$10,800
The one a rep reaches for, and two rows below it cost more.
- Zero percent for four years−$20,515
- Zero percent for five years−$24,836
earns gross profitspends it
Know what the rep can do before they ask.
Every seller already has these rules. They live in a manager’s head, in a deck from 2023, and in the sentence “let me check with finance”. In Expect they are on the deal, so a rep can see the edge of their authority before they walk up to it.
- What the rules allow on this deal
- $5,580 of the $55,800 gross profit, set on the Playbook
- What the rep may spend unaided
- $5,580. Past that it goes to a manager.
- Rows on the list above they can send alone
- 13 of 20. The discount is not one of them.
What a manager approves is never a discount in isolation. It is the cheapest instrument that reaches the same outcome, beside the one that was asked for.
The quote becomes the transaction.
Whatever structure the buyer accepted is the order: the terms, the protection, the finance, the cover on the machine, carried across rather than re-typed by somebody reading a PDF into an ERP. What they took, what they hesitated over and what it cost to close them is on the customer, so the next quote to the same buyer opens knowing all of it.
- Quote
- APS-1031
- Order
- APS-1031
- Structure carried over
- Protected
- Re-keyed by hand
- Nothing
Your supplier sent a link instead of an attachment.
Same quote, same price, same people. What is different is that you can now do something with it other than print it, forward it, or leave it in your inbox for three weeks.
Protect the deposit
$54,000 is a lot to send to a supplier you have not bought from before. Cover it, and it comes back if they cannot deliver.
Guarantee the date
Dec 15, 2026 stops being a hope. If it slips past the grace period, you are paid.
Pay over time
$3,772/mo instead of $180,000 this quarter, arranged through your supplier's own lenders.
Say what has to change
In your own words. You get a priced answer back rather than a callback.
- What the page costs you
- Nothing. Your supplier pays for Expect.
- Protection
- Optional and priced on the page. $3,250 on this example, and you can decline it.
- Financing
- Arranged through your supplier's lenders under their agreements. Expect is not a lender.
- Who sees what
- Your supplier sees that you opened it, which structures you priced, and anything you chose to tell them. No other seller sees any of it, and you never see their cost or margin.
Start with one quote.
Upload the last one you sent. If the page it produces is not better than the attachment, you have lost an afternoon.