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Wednesday, January 22, 2020

Trade Supply Group Sees Immediate ROI With SMP

Trade Supply Group (TSG), based in New York, focuses on the building products industry to both trade and retail consumers; the company is comprised of five different business units, each facing their own set of marketplace challenges.

Finding the ‘sweet spot’ between what the company needed collectively and each business unit needed individually was essential when identifying a sales management and CRM platform with which to partner.

With extensive experience in the sales management and CRM space, and working with ‘umbrella corporations’ comprised of multiple business units, SMP fit TSG's needs perfectly. TSG business System Administrator, Scott Sokoly, who managed the SMP implementation, said,“SMP was willing to work with us based or staff needs, and the incremental rollout was important to us instead of pushing everything ‘day one’.”

TSG Vice President of Operations, Nick Aversano added, “It really was easy; we saw no issues with data accuracy and almost no tweaks needed to make it all work.” In just a few short weeks, the implementation phase for Sales Management Plus was complete, and the team quickly moved on to training and rollout among the five business units. Said Aversano, “The phased rollout approach has helped to ensure a good first impression, and helped us make sure each team is getting what they need before we add on more. We think we have an idea of what the problem areas are that we need to resolve in each business entity, but we really want to listen to what they’re wasting time on, holes in their processes today, and so on, so we can then show them how to use SMP to answer those problems.” Sokoly added, “We focused on what’s important to the team first, then next, and next. Early success has helped up with easier buy-in as we add on more details and corporate requirements for SMP.”

As for their goals for SMP inside their organization? Aversano and Sokoly were quick to offer that SMP has become part of their corporate culture. TSG sees SMP as their one stop solution for bid follow-up, task tracking, sales analysis and managing the overall customer relationship. “We want everyone to see how it’s really working to improve our processes and business success,” Sokoly said. And Aversano followed, “we want to ensure it’s visible to everyone and we’re using it as our go-to to capture everything for all our bids and projects.”

Learn more on the SMP website.


New Software Research Guides Available
Finding that you cannot keep up with all the changes in the latest software? Want to know how the software's features and functions can assist you? Please contact sjay@bswllc.com for more information about these latest editions.

For the 2019 Distribution and Manufacturing Software Guide:





Visit our website to learn more about the Brown Smith Wallace Advisory Services at http://www.software4distributors.com and to use our Software Features Comparison Wizard, visit http://www.software4distributors.com/compare/default.aspx.

Also, read our 2019 Mid-Year Supplements at http://www.software4distributors.com/downloads/2019_Mid_Year_Supplement_Blog.pdf?utm_source=DownloadPDF&utm_medium=Blog&utm_campaign=2019Supp.

Developed through a partnership with Industrial Supply, Contractor Supply Magazine and Brown Smith Wallace Advisory Services, these 12 page Supplement Guides provide valuable, independently researched information. Each Guide details software company information, identifies vertical markets, highlights functions and technology features, new developments to the software package, shows graphs of the user range, basic entry price point, sales channel (how and where the software is sold), along with company contact information. The Supplement Guides provide everything you need to know when beginning your software selection and evaluation process.

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Wednesday, January 15, 2020

Miller Industries Improves Data Access With Infor

Miller Industries is the world’s largest manufacturer of towing and recovery equipment. Based in Ooltewah, Tennessee, with three manufacturing facilities in the United States, one in England, and one in France, the company provides a complete line of towing and recovery equipment. In addition to car carriers and light-duty towing, the line of equipment also includes vehicles that can carry up to 40,000 pounds and heavy duty recovery units with boom capacities of 100 tons.

Miller Industries was recently named a 2019 recipient of Infor's Customer Excellence Award in the Technology and Business Intelligence/Analytics category. The awards are given each year to customers that drive innovation and exceptional results with Infor solutions. Miller Industries earned the award for its rapid, effective deployment of Infor OS and Infor Birst, reducing the number of outstanding invoices by 40% and shortening budget planning time by 80%.

It was “an absolute culture shift.” When Miller Industries Inc. implemented Birst last September, co-CEO Will Miller said, “It was the first time I didn’t have to go to the Accounting Department to receive information; I had it there at my fingertips. It was accurate, live information every day. It really did help us transform the business.”

Impressive results 
The ability to dissect the information reduced the time required to budget revenue by 80% over previous years when Birst was not available, Miller Industries reports. Birst has also reduced various executive-level and senior accounting staff inquiries by approximately 80%.  Past-due accounts receivable balances have been reduced by approximately 40%, due to increased visibility of amounts by customer and reduction of time required to make this information available to management. Said Miller,  “Real-time information is now available to Birst users, and more time is available for value-added projects, allowing us to move forward with other upgrades and implementations with no administrative headcount additions.”

Learn more on the Infor Blog.

New Software Research Guides Available
Finding that you cannot keep up with all the changes in the latest software? Want to know how the software's features and functions can assist you? Please contact sjay@bswllc.com for more information about these latest editions.

For the 2019 Distribution and Manufacturing Software Guide:




Visit our website to learn more about the Brown Smith Wallace Advisory Services at http://www.software4distributors.com and to use our Software Features Comparison Wizard, visit http://www.software4distributors.com/compare/default.aspx.

Also, read our 2019 Mid-Year Supplements at http://www.software4distributors.com/downloads/2019_Mid_Year_Supplement_Blog.pdf?utm_source=DownloadPDF&utm_medium=Blog&utm_campaign=2019Supp.

Developed through a partnership with Industrial Supply, Contractor Supply Magazine and Brown Smith Wallace Advisory Services, these 12 page Supplement Guides provide valuable, independently researched information. Each Guide details software company information, identifies vertical markets, highlights functions and technology features, new developments to the software package, shows graphs of the user range, basic entry price point, sales channel (how and where the software is sold), along with company contact information. The Supplement Guides provide everything you need to know when beginning your software selection and evaluation process.

Follow Us on Twitter
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Wednesday, January 8, 2020

BW Wholesale Thrives With User-Friendly Floral Computer Systems

Originally known as Keystone Ribbon Floral Supply, BW Keystone Wholesale Floral Supply was founded in 1945 by Somer Obernauer in Pittsburgh, Pennsylvania. A key supplier in the floral industry for the past 75 years, BW has adapted to the ever changing trends throughout the years. They carry realistic permanent botanicals, dried flowers, artistic containers, and floral display supplies.

Sayd Debby McSwiggen, Manager of BW Keystone had this to say about her experience using Floral Computer System's SMARTSystem, "The SMARTSystem is one of the easiest systems to learn and use. The Floral Computer System is very user friendly. I have had much success in using the system and also teaching our staff how it works. Any problems that were encountered in the first few weeks of using the new system were quickly addressed and solved by the staff at Floral Computer Systems. Also, any special programs that we needed to have implemented on our new system were fulfilled to our greatest desires. "It was and still is a pleasure to work with John Henderson and his staff. They are quick to respond to any situation and resolve the matter immediately. Any questions I have with the system are addressed and explained in detail so I can understand the full concept. I would recommend this system to anybody in the floral business. The SMARTSystem is one of the easiest systems to learn and use."

Learn more on the Floral Computer System's website.

New Software Research Guides Available
Finding that you cannot keep up with all the changes in the latest software? Want to know how the software's features and functions can assist you? Please contact sjay@bswllc.com for more information about these latest editions.

For the 2019 Distribution and Manufacturing Software Guide:



Visit our website to learn more about the Brown Smith Wallace Advisory Services at http://www.software4distributors.com and to use our Software Features Comparison Wizard, visit http://www.software4distributors.com/compare/default.aspx.

Also, read our 2019 Mid-Year Supplements at http://www.software4distributors.com/downloads/2019_Mid_Year_Supplement_Blog.pdf?utm_source=DownloadPDF&utm_medium=Blog&utm_campaign=2019Supp.

Developed through a partnership with Industrial Supply, Contractor Supply Magazine and Brown Smith Wallace Advisory Services, these 12 page Supplement Guides provide valuable, independently researched information. Each Guide details software company information, identifies vertical markets, highlights functions and technology features, new developments to the software package, shows graphs of the user range, basic entry price point, sales channel (how and where the software is sold), along with company contact information. The Supplement Guides provide everything you need to know when beginning your software selection and evaluation process.

Follow Us on Twitter
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Thursday, January 2, 2020

Avalara Navigates 2020 Sales Tax Changes

New collection requirements for marketplaces take effect in Hawaii, Illinois, Michigan, and Wisconsin on January 1, 2020, at which point marketplace facilitator laws will be enforced in a whopping 39 states (including Washington, D.C.).

Collection requirements for marketplace facilitators generally apply to marketplaces with either a physical presence in the state or substantial sales into the state (economic nexus). Since most state economic nexus laws allow an exception for small sellers, remote marketplaces need to determine whether they’ve crossed the economic nexus threshold; in most cases, marketplaces must include both direct and third-party sales when calculating the threshold in a state.

Not having to collect and remit sales tax certainly facilitates compliance for marketplace sellers. However, they aren’t necessarily relieved of their duty to register with the tax department or file returns just because facilitators collect and remit the tax on their behalf. Registration and reporting requirements for marketplace sellers vary by state, by the seller’s method of sales, and whether the seller has a physical presence in the state or economic nexus. Like marketplace facilitators, marketplace sellers must determine whether they’ve crossed the economic nexus threshold — though state laws are more varied when it comes to whether marketplace sellers should include marketplace sales as well as direct sales when calculating the threshold.

To learn more about registration requirements for marketplace sellers in all states, including the four newbies (Hawaii, Illinois, Michigan, and Wisconsin) visit Avalara’s state-by-state guide to registration requirements for marketplace sellers.

Concerned about sales tax? Let Avalara handle yours, and get more accurate bookkeeping in the process. Avalara can automate sales tax rates, prep, filing, and payment. Visit the Avalara website to learn more.

New Software Research Guides Available
Finding that you cannot keep up with all the changes in the latest software? Want to know how the software's features and functions can assist you? Please contact sjay@bswllc.com for more information about these latest editions.

For 2019 Distribution and Manufacturing Software Guide:



Visit our website to learn more about the Brown Smith Wallace Advisory Services at http://www.software4distributors.com and to use our Software Features Comparison Wizard, visit http://www.software4distributors.com/compare/default.aspx.

Also, read our 2019 Mid-Year Supplements at http://www.software4distributors.com/downloads/2019_Mid_Year_Supplement_Blog.pdf?utm_source=DownloadPDF&utm_medium=Blog&utm_campaign=2019Supp.

Developed through a partnership with Industrial Supply, Contractor Supply Magazine and Brown Smith Wallace Advisory Services, these 12 page Supplement Guides provide valuable, independently researched information. Each Guide details software company information, identifies vertical markets, highlights functions and technology features, new developments to the software package, shows graphs of the user range, basic entry price point, sales channel (how and where the software is sold), along with company contact information. The Supplement Guides provide everything you need to know when beginning your software selection and evaluation process.

Follow Us on Twitter
http://twitter.com/#!/BSWGroupSW4D/

Friday, December 27, 2019

Embarq Logistics Enhances Pricing With SPA

Embarq Logistics is a $750 million distributor of telecommunications products and services.

Says Brad Clark, Senior VP of Sales and Marketing, of Embarq's utilization of SPA:
"Our division was in the process of soliciting buyers for divestiture and we needed to improve our EBITDA as much as possible. We employed SPA because our results had plateaued and we thought we might be leaving money on the table. And we were. SPA likes to talk about delivering 2-4 margin points but from our experience we were leaving 6-10 points on the table. We provide some degree of price flexibility to our inside sales reps and even with those modifications, we still see meaningful margin improvements. We expect these increases to continue, and we will continue to cash checks with each improvement!"

"We started working with SPA in early spring and we had new pricing for 140,000 SKUs analyzed, designed and implemented by September. Because we were nervous about potential customer backlash, we established a control group that didn't receive the SPA-determined price increases as a way to be sure that the SPA program would not negatively impact sales. This was tracked every week and not only did the SPA program not hurt sales, the margins for the SPA group improved over the control group."

To learn more, visit the SPA Newsroom.

New Software Research Guides Available
Finding that you cannot keep up with all the changes in the latest software? Want to know how the software's features and functions can assist you? Please contact sjay@bswllc.com for more information about these latest editions.

For 2019 Distribution and Manufacturing Software Guide:


Visit our website to learn more about the Brown Smith Wallace Advisory Services at http://www.software4distributors.com and to use our Software Features Comparison Wizard, visit http://www.software4distributors.com/compare/default.aspx.

Also, read our 2019 Mid-Year Supplements at http://www.software4distributors.com/downloads/2019_Mid_Year_Supplement_Blog.pdf?utm_source=DownloadPDF&utm_medium=Blog&utm_campaign=2019Supp.

Developed through a partnership with Industrial Supply, Contractor Supply Magazine and Brown Smith Wallace Advisory Services, these 12 page Supplement Guides provide valuable, independently researched information. Each Guide details software company information, identifies vertical markets, highlights functions and technology features, new developments to the software package, shows graphs of the user range, basic entry price point, sales channel (how and where the software is sold), along with company contact information. The Supplement Guides provide everything you need to know when beginning your software selection and evaluation process.

Follow Us on Twitter
http://twitter.com/#!/BSWGroupSW4D/

Wednesday, December 18, 2019

Ceramic Tile Warehouse Boosts ROI With Kerridge

Established in 1994, Ceramic Tile Warehouse is one of the UK’s largest and most successful independent tile retailers. The family-run firm sells directly to the public from its 10,000 square foot warehouse with over a million tiles in stock. After several years in business, Ceramic Tile Warehouse had reached the point where it is predominantly manual sales and purchasing systems were completely inadequate.

With some professional help, the Kerridge Revision 7 solution was chosen and deployed on an ASP hosted server platform. A relatively small amount of customization was required to suit the company’s specific needs – this was easily accommodated.

Gains and benefits of the Kerridge implementation:
  • Internet-based deployment - staff focus on what they do best 
  • More time available to look after customers – a higher standard of service 
  • Warehouse processes easier, more efficient and fully controlled 
  • Seamless sales to warehouse interaction speeds up transaction processing 
  • Learning curve shallower than expected – system intuitive and easy to use 
  • Satisfied customers and satisfied staff – a better position for all 
  • Return on investment generated from the start 
  • Opportunities for the company to grow with the system

Learn more at the Kerridge Newsroom.


New Software Research Guides Available
Finding that you cannot keep up with all the changes in the latest software? Want to know how the software's features and functions can assist you? Please contact sjay@bswllc.com for more information about these latest editions.

For 2019 Distribution and Manufacturing Software Guide:

Visit our website to learn more about the Brown Smith Wallace Advisory Services at http://www.software4distributors.com and to use our Software Features Comparison Wizard, visit http://www.software4distributors.com/compare/default.aspx.

Also, read our 2019 Mid-Year Supplements at http://www.software4distributors.com/downloads/2019_Mid_Year_Supplement_Blog.pdf?utm_source=DownloadPDF&utm_medium=Blog&utm_campaign=2019Supp.

Developed through a partnership with Industrial Supply, Contractor Supply Magazine and Brown Smith Wallace Advisory Services, these 12 page Supplement Guides provide valuable, independently researched information. Each Guide details software company information, identifies vertical markets, highlights functions and technology features, new developments to the software package, shows graphs of the user range, basic entry price point, sales channel (how and where the software is sold), along with company contact information. The Supplement Guides provide everything you need to know when beginning your software selection and evaluation process.

Follow Us on Twitter
http://twitter.com/#!/BSWGroupSW4D/

Wednesday, December 11, 2019

Kelsan Identifies Business Opportunities With Tour de Force

Kelsan, Inc. is a Janitorial and Sanitation Products Distributor who uses Infor SX.enterprise as their ERP system. They have been a customer since 2012 and have 75 users. Kelsan had made great use of the Build Your Own Reports (BYOR) Module to create a CRM Engagement Report to encourage user adoption and hold sales representatives accountable to using the CRM system.

Sales representatives use the Tour de Force platform to:
1) Create Activities with high-value targets and buying accounts
2) Add business contacts wide and deep: from Receptionist to CEO
3) Keep an up-to-date Opportunity pipeline with the customers and targets from point #1

Says Blaine Keller, Kelsan's CRM Manager: “The CRM Engagement Report is a rolling 7 day count of not only sales based activities, but also every time a rep modifies an Opportunity, creates an Appointment, or has a Task scheduled due."

Learn more at the Tour de Force Newsroom.


New Software Research Guides Available
Finding that you cannot keep up with all the changes in the latest software? Want to know how the software's features and functions can assist you? Please contact sjay@bswllc.com for more information about these latest editions.

For 2019 Distribution and Manufacturing Software Guide:

Visit our website to learn more about the Brown Smith Wallace Advisory Services at http://www.software4distributors.com and to use our Software Features Comparison Wizard, visit http://www.software4distributors.com/compare/default.aspx.

Also, read our 2019 Mid-Year Supplements at http://www.software4distributors.com/downloads/2019_Mid_Year_Supplement_Blog.pdf?utm_source=DownloadPDF&utm_medium=Blog&utm_campaign=2019Supp.

Developed through a partnership with Industrial Supply, Contractor Supply Magazine and Brown Smith Wallace Advisory Services, these 12 page Supplement Guides provide valuable, independently researched information. Each Guide details software company information, identifies vertical markets, highlights functions and technology features, new developments to the software package, shows graphs of the user range, basic entry price point, sales channel (how and where the software is sold), along with company contact information. The Supplement Guides provide everything you need to know when beginning your software selection and evaluation process.

Follow Us on Twitter
http://twitter.com/#!/BSWGroupSW4D/
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