The challenge
M.H. Eby builds a diverse lineup of standard and engineered-to-order aluminum trailers and truck bodies for livestock, equipment and bulk commodity transportation, selling through retail locations, in-house sales reps and a network of partner dealerships. Despite that reach, the company had no centralized way to track any of it.
Sales reps could only log a sale after it closed, which meant leadership had little to no insight into what was actually in the pipeline. There was no standard sales process for reps to follow, so every rep managed their own deals their own way. Sales data lived in sticky notes, individual reps' memory and scattered emails, making accurate reporting nearly impossible.
Without a holistic view of customer interactions, sales leaders struggled to build effective strategies for growing existing accounts. And without pipeline visibility, forecasting expected revenue for any given month, quarter or year was largely guesswork. Fleet and end-customer sales, along with leads passed to partner dealerships, all needed a way to be tracked and managed consistently.
The TELUS Digital solution
TELUS Digital implemented Salesforce Automotive Cloud to give M.H. Eby's sales organization the centralized, scalable CRM foundation it lacked. The engagement focused on the core capabilities sales reps and leaders needed most.
TELUS Digital stood up Fleet Management, Inventory Search and Lead Management within Automotive Cloud, giving reps a consistent, standardized process for managing deals from first contact through close. A Sales Management capability was also built out to support the trade-in process, along with quotes and orders, bringing functions that had previously lived outside any system into Automotive Cloud directly.
To connect the new sales platform to M.H. Eby's back-office systems, TELUS Digital provided guidance as the company set up an integration to Epicor using Workato. This gives sales and operations teams a path toward keeping data in sync across systems rather than working around them.
The results
With Automotive Cloud in place, M.H. Eby's sales organization moved from informal, rep-dependent tracking to a standardized process supported by a single system of record.
Sales leaders can now see pipeline activity as it happens rather than after the fact, and can analyze performance against commercial targets to see where results are on track or falling short. That same foundation brings trade-ins, quotes and integration work with Epicor into one connected system going forward.
Looking ahead, a potential future phase could extend this foundation with a Salesforce Partner Community, giving M.H. Eby a structured way to manage sales activity with its dealership partners.
