Royal Brass & Hose
- 29Reps on one sales process
- ZeroSpreadsheets in the sales workflow
“Our reps are no longer mobile customer service people. Where you're going is where the opportunity is.”Read the story
The challenge
Hundreds of accounts. Frequent visits. Little room for misses.
Industrial distribution runs on relationships and reliability. Reps check in on stock, talk through reorders, solve problems on site, and earn the trust that keeps a customer from calling someone else.
The hard part is scale. With a large book of business, it is easy for reps to default to familiar stops while important accounts go too long without a visit. Managers often find out only when an order goes missing.
Account knowledge also tends to live in notebooks and spreadsheets. When a rep leaves or a territory changes hands, that history leaves with them.
“It had to be a tool the sales rep found valuable. If I was the sales rep, I wanted it to be something I'd want to use in the field.”
Joe AndersonVP of Sales, Royal Brass & Hose Field sales software for industrial distribution helps distributor sales teams decide which accounts to visit, plan efficient routes, capture visits and conversations as they happen, and give managers a current view of territory coverage. Map My Customers does this alongside your CRM and ERP, not instead of them.