Midwest Industrial Supply

Manufacturing Technology Case Study: Midwest Industrial Supply

Midwest Industrial Supply, Inc. (Midwest) is the world leader in environmentally sound dust control, erosion control, and soil stabilization technology. This world-leading manufacturing company used cloud manufacturing technology to improve their sales process.

CHALLENGE

To centralize the management and tracking of key business activities

• No formal process for lead scoring or routing

• Management of accounts and channel partner was difficult without a centralized location for related data

• Need to close the loop with post sales and service

• Executive reports and forecast were time consuming, not in real-time

SOLUTION

Designed manufacturing technology deployed via Salesforce

• Leveraged multi-level lead/project assignment rules based on industry/product knowledge and experience

• Incorporate the sales and project quoting process into the CRM

• Deployed forecasting and management dashboards

• Incorporated international partners, distributors, rep agencies as accounts

• Migrated data from Goldmine and provided integration with Great Plains and Outlook

RESULTS

One central source of data, integration of processes, actionable metrics for manufacturing technology

• Captured the entire sales process and key activities

• Incorporated quoting directly from the CRM

• Generated critical management data related to pipeline and forecasting

• Increased channel visibility

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