Manufacturing

We are committed to being a world-class Salesforce partner in the manufacturing vertical. We are focused on bringing solutions around data and analysis that enable leaders to make valuable decisions in real time, uncovering the quickest time-to-value and measurable returns on investments.

Areas of expertise

Discrete Manufacturing

Process Manufacturing

National & Regional Distribution

You can count on us

Deep experience in Salesforce for Manufacturing

Gerent has been successfully implementing technology solutions for both discrete and process manufacturers for the past 13 years. We are invested heavily in manufacturing and have in-house experts with years of on point use experience.

Manufacturing Cloud Expertise

Gerent is a proud Salesforce Manufacturing Cloud Partner. We are a go-to partner in manufacturing with years of market experience and one of the first to deliver Manufacturing Cloud to our customers.

Manufacturing is our largest focus area.

Making up 40% of our customer base, we know manufacturing and we know how to help manufacturers get the most out of technology to reduce working capital, waste and inefficiency.

Fast time-to-value

Quality is important to us but so is speed. Our project completion rate is known to be 40% faster than other Salesforce consulting and implementation partners saving you time and money and accelerating business value.

Substantial experience in both discrete and process

Because of Gerent’s experience in creating technology solutions for the manufacturing sector, we have the depth of knowledge to work with significant types of manufacturing - discrete or process - and deliver on our promise of high-value service.

Powering Manufacturers

Unlock data in real time

Present accurate data in real time across teams and facilitate stronger business discussion.

Facilitate decision making

Review accurate data and make timely course corrections or plan changes, enabling agility in changing market conditions.

Increase business efficiency

Enable account and product forecast accuracy, strategic KPI tracking and levels 1-5 dashboards.

How we can help

Meet Robert

VP of Operations at large enterprise

I run a multi-site operation, we have grown as a business through new product launches and acquisitions. I have an older ERP system and with each new acquisition, I inherit another. We spend a lot of time and effort on the integration of acquisitions, trying to find common ground in data that exists in many places that are disconnected from one another. In addition, I am trying to build business cases for investments and improvements in operations, but I struggle to get supporting information that can be trusted.

How can technology help?

  • Implementing enterprise-class software can facilitate the adoption of corporate standardized solutions.
  • Having data on a single platform enables rapid access to real-time reports and data, allowing for informed and confident data-driven business decisions.
  • Trending report data also uncovers and highlights which operations are succeeding and which need for improvement.
  • Reports and dashboards are sharable to the CEO and COO and can be viewed as needed.

Meet Sam

VP National Sales

I have 7 RVP direct reports with a total of 300 salespeople in the field; some are independent reps. I have to present a forecast by account down to the part number for a rolling 12 months. It seems like I spend most of my time forecasting. I also struggle to get the independents to forecast; they say it is non-value-added work for them.

How can technology help?

  • Integrating Manufacturing Cloud with your ERP systems drive volumes of data and can segment it by account to the part number.
  • You will be able to divide goals amongst your teams and track progress in dashboards.
  • With the use of AI, it is possible to drive insights into forecasting that are valuable and can shorten the process.
  • Enabling community access for you independent sales folks, providing access to sales and commission tracking will help engage them in the forecasting process.

Meet Mark

CFO Mid-Size Component Manufacturer

I am a single site facility in diverse markets with a high seasonality mix. The struggles of flexing the workforce or level loading the factory can mean the difference between making or losing money in any given month. I rely heavily on sales and operations working together on forecasting. I also need to watch volumes and pricing carefully, we have lots of competition and need to keep our customer base happy.

How can technology help?

  • Integrating Manufacturing Cloud with your ERP systems drive volumes of data and can segment it by account to the part number.
  • Setting up a dashboard to look for variability in volume and margin will help pinpoint areas of concern in real time.
  • Managing contracts and sales agreements by account to look for pricing opportunities.
  • Connecting forecast to inventory control to avoid obsolete inventory risks and accruals for expenses.

David Morley

Manufacturing Practice Leader

Our Head of Manufacturing, David Morley, has 30+ years of manufacturing experience in Asia, Europe and North America. He is an early adopter of Salesforce as a cross functional platform with a strong focus on growth and innovation.

Connect on LinkedIn

Our Point of View

Our Point of View

The Impact of Adopting an Agile Framework for Manufacturers explores the consequences of failing to adopt an agile framework, the benefits of implementing one, and the steps manufacturers need to take to succeed with agility.

Episode 28: Is The Distributor Still Relevant In Today’s Supply Chain?

Supply chains are very complex entities. We saw what happened to supply chain infrastructure early in 2020 and, more recently, we’ve seen how supply chains have struggled to get up and running fast enough to meet surging demand.

Because there are so many moving parts in a chain, it’s worth questioning if every component is necessary at a time when raw material costs are spiking and cost control is more important than ever.

One of the moving parts that may come under scrutiny is that of the distributor. We’re living in an age where e-commerce has proven its worth and, if supply chain managers are looking for redundancy, perhaps the bricks and mortar distributor is expendable.

In this episode, we examine the relevance of distributors through the thoughts and comments of David Morley, Gerent’s V.P. of Manufacturing Practice and Mike Simon, partner in Gerent Digital and someone with an extensive background in logistics and supply chain processes

June 10, 2021

Benjamin Obdyke sought to eliminate operational silos

When Benjamin Obdyke approached Gerent in the fall of 2020, it had one goal in mind: to elevate its achievement potential. While the company had established itself as a foremost provider of high-quality roof and wall-building solutions in the United States, it wasn’t attaining the success it expected. The reason for the lapse was apparent — silos within Benjamin Obdyke were constraining collaboration and derailing the organization’s strategic alignment.  

Benjamin Obdyke’s marketing and sales departments worked in relative isolation, rarely collaborating or sharing information. Unfortunately, this compartmentalization prevented the manufacturer from developing a standard, best-practice way of managing opportunity pipelines. To address the problem, the company contracted with Gerent, a preferred partner for Salesforce implementations, to establish a CRM framework that would facilitate cross-department transparency and collaboration. 

A new framework for operational alignment

After consulting with the manufacturer’s leadership team, Gerent recommended that Benjamin Obdyke implement Salesforce Sales Cloud and Pardot to create a consolidated sales and marketing platform. Doing so would empower the company to: 

  • Establish best practices lead generation, qualification, and distribution to sales
  • Accurately capture pipeline opportunities
  • Record and track interactions with dealers and contractors
  • Facilitate robust automated reporting 
  • Enable sales to leverage repeatable processes and boost overall revenue growth
  • Market to existing contractors, dealers, and customers

After Benjamin Obdyke agreed to the plan, Gerent began putting it into action via a QuickStart implementation. Within three weeks, Gerent had established the project’s scope and milestones, tailored the Sales Cloud to suit Benjamin Obdyke’s unique needs, conducted two demos, integrated company feedback, and deployed the finalized solution. 

As a result, Benjamin Obdyke had achieved its initial goal of implementing a consolidated, silo-free sales and marketing platform. But rather than marking the end of a partnership, that initial achievement set the groundwork for even more collaboration. 

An extended partnership to pursue automation and efficiency

In October, Benjamin Obdyke reached out to Gerent for help in automating a few time-consuming processes. The first was sample management; originally, the manufacturer’s team had to spend hours manually entering tracking numbers into an Excel spreadsheet and sending notification emails to recipients. 

But with Gerent’s help, Benjamin Obdyke implemented the process within Salesforce via ZenKraft, an Appexchange package that interfaces with UPS and FedEx systems. Immediately, time spent on data entry dropped to almost zero — with ZenKraft, the team could automatically send tracking numbers to clients and produce internal reports on sample delivery.

Gerent applied a similar automation-forward approach to Benjamin Obdyke’s certification process. Before the company’s digital transformation, its administrative team needed to design certifications for its continuing education initiatives in Microsoft Word, then manually send the documents out whenever enrollees finished a course. The process was time-consuming and frequently diverted resources away from other, more operation-critical tasks. 

Automation provided an answer. Gerent implemented Conga, a document generation package that could simplify the certification process. Rather than manually designing each certification and sending individual emails, Benjamin Obdyke’s team could simply enter the enrollees’ contacts and customize a pre-set template with each person’s name, training date, and instructor. This new process cut the team’s invested time down from hours to a few minutes.

The efficiency, collaboration, and alignment gains Benjamin Obdyke reaped from Salesforce are undeniable. With Gerent’s help, the manufacturer was able to establish a process for nurturing market-qualified leads, break down operational silos, and — most importantly — maintain its competitive presence as one of America’s foremost providers of high-quality roof and wall-building solutions.


Loparex leverages the “out of the box” advantages of implementing Sales Cloud

Loparex might not be a household name, but its products are universally stockpiled in kitchen drawers and bathroom shelves. The manufacturer is a leading global manufacturer of release liners, a technology that (quite literally) underpins products like Band-Aids and stickers. The company is an industry leader — but before September 2020, its digital infrastructure was inefficient, fragmented, and irreflective of its market prominence. 

Global organizations need cohesive, connective CRM platforms

Loparex relied on a homegrown Oracle-based customer CRM system that was ill-equipped to support the breadth of its global operations. This patchwork framework often caused efficiency-sapping data silos, thereby undermining the company’s operational efficiency and holding Loparex back from achieving its potential. The manufacturer’s leaders knew they could accomplish more with a more advanced CRM; this realization compelled them to approach Gerent, a preferred partner for Salesforce implementations. 

After consulting with Loparex, Gerent recommended that the company integrate the basic suite of Sales Cloud products into their operations and leverage the “out of the box” advantages of an integrated system. In doing so, the company would have the opportunity to:

  • Create a central repository for customer requests and task tracking
  • Eliminate data silos within sales and marketing
  • Improve the accuracy of sales forecasting and pipeline management
  • Provide leadership with timely sales and service reports and dashboards that would facilitate better and faster business decisions
  • Enable case management and request form submissions to bolster the customer experience
  • Promote cohesion between Loparex’s U.S. and German locations and thereby facilitate more cross-pollination

To achieve these gains, Gerent recommended an accelerated QuickStart approach. The initial deployment process would take just three weeks, allowing Gerent to establish proof of concept quickly and affordably. At the end of the QuickStart, Loparex would enjoy basic Sales Cloud functionality and have the opportunity to add more Salesforce products (e.g., Manufacturing Cloud, Service Cloud, etc.) if they so desired. 

A QuickStart approach to affordable, proof-of-concept Salesforce implementation

The implementation process went as smoothly and swiftly as planned. First, Gerent spent roughly a week ensuring that all parties were aligned on the project’s strategy, goals, and milestones. Then, our implementation team launched into designing and constructing the basic features of Loparex’s Sales Cloud. These included but were not limited to forum and regulatory support requests, forum tasks, event notes, and Sales Cloud user chatter. 

After constructing the fundamental infrastructure, Gerent established a basic workflow and migrated Loparex’s Accounts and Contacts data to the new system. The team also facilitated two demos for Loparex’s leaders to elicit feedback and ensure that the Sales Cloud framework was oriented correctly for the company’s operations. Throughout this entire process, Gerent engaged in daily communication with Loparex’s team. 

“The entire process was extremely collaborative,” Sean Best, the project manager who spearheaded Loparex’s transformation, recounted of the QuickStart. “It was very much, ‘This is what we need and want. Let’s work together and get it done.’” 

Indeed, the project was neatly wrapped by the end of September. However, that initial work would not be the last collaboration between Loparex and Gerent. 

A new, Salesforce-supported toolset for international project management

In October, Loparex’s leaders reconnected with Gerent contacts to plan a new initiative — implementing a global stage-gate process that would allow the company to utilize Salesforce as a technical platform to support product development. The new process would facilitate better project management and ensure that the only projects that progress through the workflow meet defined requirements. This would ensure that teams don’t waste any time on non-priority tasks. 

Today, Loparex manages 100% of its projects through Salesforce. With Gerent’s guidance, the company was able to capture and harmonize complex processes between Loparex’s German and U.S. sales organizations. Now, Loparex’s organization is better aligned and more efficient than ever before — and as a result, it is well-prepared to maintain its place as a global industry leader.

A Modern CRM Delivers on Sales And Marketing Efforts for PrimeSource

There is a maxim in business that, as a company grows in size, the need for strong internal communication grows as well.

For PrimeSource this is not merely true but critical to how well the firm is able to service and supply its customers.

Breaking Down Siloes To Customer Service

PrimeSource is spread across the United States with 34 distribution centers and 1200 employees throughout North America and the Caribbean, including 175 sales reps and boasts that it has the largest and most comprehensive distribution network in the industry.

PrimeSource has made an enormous commitment to providing the best customer service available and works to be the first and last stop for customers looking for building and fastening supplies.

So, having clear communication internally and externally is vital to this firm’s success.

A Cumbersome CRM Creates Big Obstacles

PrimeSource recognized that its existing CRM system was cumbersome and awkward to use with extremely low adoption among employees and lacking the basic ability to generate reports.

Territory managers and Inside Sales Reps didn’t have the capability to communicate with each other, so they operated in information siloes. This created a disconnect within the PrimeSource that was detrimental to a critical communication channel and working relationship.

When field sales reps documented sales and customer contacts, they did so on Excel spreadsheets contained on their individual computers, further exasperating the siloed nature of data flow.

Marketing campaigns were conducted using Constant Contact which has no means to track or measure email efforts or to share results from one campaign to another.

Eliminating The Hurdles With A Salesforce CRM

PrimeSource partnered with Gerent LLC on a solution that would eliminate all these substantial hurdles.

The Gerent Solution

  • Sales Cloud with Guided Selling
  • Salesforce Mobile App
  • Salesforce for Outlook
  • Pardot Marketing Cloud
  • Deal Support Request

Gerent implemented Sales Cloud, enhanced with Guided Selling that would help sales reps to select the right products or services for a customer when preparing quotes.

Vital for reps in the field was Salesforce Mobile, a mobile component which Gerent added to the solution. Now, reps have Salesforce data at their fingertips, no matter where they are and are able to update and upload on the fly while maintaining a 360 degree view of any customer.

The next element that Gerent knew would drive results was Salesforce for Outlook which syncs contacts,  emails and tasks with Salesforce.

When a sales rep selected an email in Outlook, the rep could instantly see related Salesforce records like leads, contacts, tasks and opportunities, resulting in greater productivity and efficiency.

Gerent got rid of Constant Contact in favor of the powerful technology in Pardot Marketing Cloud.

Pardot enables tracking and measuring of marketing campaigns. It also allowed the company’s Territory Managers to view marketing touch points with customers and leverage communication templates and materials, creating unprecedented synergies between Sales and Marketing.

The last piece of the puzzle was Deal Support Request which created better communication between

Territory Managers and Inside Sales Representatives and allowed them to close deals faster.

Driving Results From A 360 Degree Customer View

At the end of the day, the building supplies company had broken down siloes, dramatically increased internal and external communication, and implemented a marketing platform that would actually work and drive results.

Above all, the Gerent-designed and implemented solution gives their client the ability to have a 360-degree view of their customers with real time status and key information updates, enabling better tracking of sales, and clear pipeline visibility.

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