Building Products

Industry-led Salesforce Solutions

Experienced Team, Better Results

We don’t just speak the language of the Building Products industry, we’ve lived it. Our team comes from the industry, so you’ll always get advice and solutions rooted in experience. 

We know that one size doesn’t fit all in this dynamic industry, so we work with you to customize a solution that fits your business like a well-tailored suit, seamlessly integrating your diverse systems, channels, and departments. Our engagement doesn’t end with strategy and advice; we walk alongside you, ensuring solutions are implemented effectively and deliver your targeted business outcomes.

Strengthen Channel Management 

Optimize and strengthen channel management for your products, ensuring maximum reach and profitability. With Salesforce, we keep you connected and aligned with the right channels, ensuring your offerings resonate with the intended audience.

Tailor Commercial Construction Solutions

With a sharp focus on commercial construction nuances, we design systems to engage with the design community, streamline your sales processes, and keep your products top-of-mind in project specifications.

Get Actionable Insights for Data-Driven Sales 

Data is more than just numbers; it’s the blueprint for effective sales. Our solutions will unlock actionable insights to empower your sales teams, improve forecasting, identify whitespace, and accelerate deal cycles to proactively engage and expand your business.

Start your digital transformation with The Hunley Group.

Our industry experts use a process-driven approach to integrate Salesforce’s capabilities seamlessly into your business, solving challenges and identifying opportunities for innovation, differentiation, and growth.

“We’re a manufacturer and supplier to the construction industry in the process of transitioning from Microsoft Dynamics CRM. The Hunley Group provides considerable Salesforce and construction industry knowledge, giving them a significant advantage in customizing and optimizing Salesforce for the industry. They succeeded in implementing Salesforce in our EU, Middle East, and South American sales offices and have provided us with a roadmap and project plan to integrate our international and U.S. operations.”

Building Products Client

A Few Success Stories

Here are a few success stories to demonstrate the positive impact
our approach and our practices can have on business outcomes.

Problem
Our client had a minority market share for their commercial-application products; growth in specifications was a key business goal for them.

Solution
We developed a packaged integration for the Dodge construction project database to Salesforce, then built a package of automations for an inside sales team to qualify projects, generate and send substitution request packages with 2 clicks, and track follow-up with specifiers. A custom dashboard provided transparency for reps and management on where to focus follow-up.

Results
Within three months, the solution was generating over $500,000 in new opportunity pipeline per month. The return on investment paid for Salesforce licensing and implementation in less than six months and led the client to the number one market share position within the next few years.

Problem
The client enjoys commanding brand presence with homeowners but had no way to capture leads and send them automatically to contractors to follow up and quote the work.

Solution
We built a Request a Quote capture form into the website using Pardot, then built a matching engine within Salesforce to find the closest contractors. Salesforce picked the best matches and sent them a notification with an offer to “accept” the lead. Upon acceptance, the full lead details were sent. Salesforce would keep picking and offering until at least three pros had accepted the lead.

Results
Within six months, the client was generating thousands of leads per month and matching virtually all to a contractor for follow-up, driving revenue, and building loyalty with their trades.

Problem
In their busy season, a client was receiving thousands of custom quote requests each month from their dealers. Everything was tracked through email queues and printed-out documents in manila folders, a very manual process with no transparency.

Solution
We implemented Service Cloud for Salesforce, automatically capturing all requests as cases, capturing all documentation within the database, and replacing all their manual processes with automation.

Results
All paper was eliminated, customer communication and satisfaction improved, and customer service became more efficient. And management gained critical transparency into their responsiveness and follow-through.

Problem
With a 100% commercial construction product line, engaging the specifying community is critical for our client. With reliance only on architectural reps to physically visit firms to educate and pursue specifications, they had little efficiency, and marketing had not a good way to work with sales to help.

Solution
We built a database of architects within Salesforce, created an automated lunch & learn registry mobile app to capture attendees directly to Salesforce, and tied construction projects from ConstructConnect to those architects through an automated integration. We then linked those architects to the Pardot marketing automation platform, segmenting lists by which products those architects were interested in, and identifying architects who were specifying only the competitor’s products. We then building drip marketing nurtures into Pardot to feed those architects highly-relevant educational materials.

Results
Marketing was able to automatically support sales efforts, reinforcing their efforts in an “air support” fashion. Specifications volumes and direct requests for sales support increased.

Problem
The client’s dealer customers demand frequent, high volume deliveries of their product to maintain stock without high inventory. Because scheduling deliveries across all their vendors is a balancing act, knowing the status of the next delivery is crucial for smooth operations. But historically, the only way they could tell was by phoning their sales rep, who called customer service, who called transportation, and then called the customer back. Expensive, slow, and painful.

Solution
We built a Customer Community for the client with a direct back end integration to their TMS (Transportation Management System) and ERP. The customer could see their open and historical orders, their trouble tickets, and pending shipments. Most critically, a live map displayed the location and expected arrival time of shipments out for delivery.

Results
Customer satisfaction rose, internal support costs fell, and the client gained a jump on their competitors, who could not offer this feature.

Problem
The client knew who their biggest customers and best prospects were, but didn’t have a way to dynamically surface which of those companies needed a call, like, now, because something wasn’t going right.

Solution
By integrating the company’s ERP system into Salesforce, we were able to capture orders and quotes. But most importantly, we were able to analyze trends – which top-tier customers had a negative overall sales trend, which customers are flat – but have a negative trend on one product category, and which top prospects have big open quotes that haven’t been followed up on. Building those indicators into individual sales reps dashboards, and into management dashboards, we were able to surface priority calling targets. And show which priority accounts had NOT been called upon recently.

Results
The client was able to focus sales efforts on the most important accounts, reduce attrition, and increase their quote conversion rates.

Salesforce Expertise

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