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Wednesday, August 7, 2019

Robertson Supply Gains Sales Insights With SMP

Robertson Supply is headquartered in Nampa, Idaho, and has nine locations throughout Idaho and Oregon. Robertson Supply is a 60-year old, family-owned plumbing and industrial supplier, with a business base that includes residential and commercial plumbing sales, domestic and industrial pump supplies, agricultural supplies, HVAC and appliances.

Mark Michels, Vice President of Operations and Byron Morgan, Vice President of Sales, shared that SMP enables them to quickly pivot based on market conditions, and make sound decisions about where to focus their time and energy to ensure organic growth across the company. And it’s paying dividends – the company is on track, targeting another year of double-digit growth.

Before SMP, Robertson had access to key information via their ERP but running queries for the salesforce was time-consuming, and could not always be completed in appropriate time to act upon the data discovered as a part of the query. Both Mark and Byron note that this is one of the things that made SMP so attractive to their team from the getgo. In the past, the two conceded, some opportunities simply passed them by because they could not identify the opportunity or quickly take action to capitalize on it. “We could not ID market shifts quickly – in the past it might take 8 months to a year for us to spot the trends – for specific customers or a product segment altogether,” Byron offered. “Now we can drill down and ID those patterns much more quickly and pinpoint all the way down to the geographical area and to the specific customer accounts and see exactly what was going on.”

They both point out that while SMP has helped them identify holes and sales opportunities throughout the business, it really also helps identify areas where they’re winning as well, and they use that as motivators for their team – congratulating sales teams, managers and sales reps for jobs well done. This is something in sales that often gets overlooked, but celebrating wins together can really play a large role in getting everyone engaged and taking ownership.

Sales Management Plus is a CRM and business intelligence application designed for wholesale distributors. SMP is a cloud-based application that integrates with an ERP application to leverage important information such as accounts, contacts, and historical transaction data. Read more at the Go SMP Newsroom.

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