Pacific Gate Works
Pacific Gate Works is an entrance gate specialist that designs and manufactures high-quality Western Red Cedar gates for residential and commercial customers.
Meet Pacific Gate Works (PGW), a B2B manufacturer building custom wood entry gates for homes and driveways. More specifically, their gates are top of the line, and constructed from clear grade, kiln dried Western Red Cedar – one of the highest quality woods available on the market.
Since their incorporation in 2003, PGW faced challenges very common to the B2B marketplace. They sold their products primarily through phone orders, and were slowed down by an excruciatingly old-fashioned manual process. Their business strategy centered on a long term B2B sales channel approach, but bottlenecking limited their overall growth potential. PGW knew if they wanted to differentiate themselves from the competition, they would need to streamline their processes. Moreover, they needed to give their sales reps a more efficient toolset to better handle their incoming order demand.
B2B buyers can manage and save multiple shopping lists, retrieve these for future use, and seamlessly purchase previously saved products
Sales Representative Masquerade
Sales reps can log in, access shopping lists, add products to the cart, and complete orders on behalf of their assigned companies in addition to creating customer quotes
Quick access to account and ordering info as well as convenient self-serve eCommerce functionality help make the purchasing process quicker for end-users and sales reps
In order to optimize operations and improve overall productivity, Tom Ellington, CEO of Pacific Gate Works, sought out an end-to-end solution with a minimal investment. Zeroing in on BundleB2B was effortless, as it could fill the major gaps in PGW’s manual processes: automated billing, client account management and sales rep enablement. With a fresh new outlook, Ellington can maintain peace of mind while running his business more efficiently. One of PGW’s favorite tools is the sales rep masquerade. For them, it is the KEY feature that differentiates them in their competitive space.
PGW relies heavily on its inside sales reps for insight into both their market and their dealers. Lack of immediacy is a growing point of friction for customers, but with BundleB2B, sales reps can easily access their client’s customized assigned catalogs and other relevant information in real time. When there is a chance to capture a sale, the sooner a business can fulfill their customer’s need, the higher the sale conversion potential will be. Or, as Ellington puts it, “the sales tools help us stay ahead of a competitor that isn’t as efficient. That’s our competitive advantage.”
Clearly the sales and order streamlining tools are working. They’ve made some aggressive moves this year including adding BundleB2B as a core foundation to their business processes and are projecting 10-20% growth in revenue this year. With manual processes converted, PGW has the potential it needs to dominate their market.
BundleB2B is a game changer! Without it, we wouldn’t have the tools and functionality we need to scale up our business while keeping overhead costs down.
Tom Ellingson, Owner, Pacific Gate Works
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