Tuff Shed's Digital Transformation Story at Dreamforce
November 15, 2019
With Dreamforce quickly approaching next week, we thought we’d share last year’s highest rated presentation for manufacturing featuring our customer, Tuff Shed. Steve Stessman, VP of National Retail Sales, discusses how they successfully executed the Tuff Shed Salesforce digital transformation project.
Manufacturing is a challenging industry to effectively implement digital transformation. Most manufacturers are struggling with two broad themes:
1. Changing customer expectations
2. Process, organization, and data complexity
Manufacturers are looking for a way to address these challenges. Which is why we had a lot to learn from Tuff Shed’s session highlighting the successful implementation of KBMax, Salesforce and other key business systems.
Tuff Shed has both direct and indirect sales channels. They sell out of every Home Depot in United States, as well. They have their our own factory, and owned locations.
They prefabricate buildings at their factory, then use 3rd party installers to install across the United States. This year, they estimate that they will sell and install 96,000 buildings. That’s 96,000 custom builds; everyone single one is different.
Meaning: Customers expect an incredibly customized experience. Leading to a need for efficient processes, a clean organizational structure, and a way to manage data complexity for Tuff Shed.
As the company entered quick growth it became clear that there was a need to evolve in the way Tuff Shed was doing business.
“We had, in 2013, around $144,000,000 in sales. We had just come off a couple of years of double-digit comp increases, and then, we thought, ‘Okay, we have a lot of leads. What are we going to do with them?’”
After a failed attempt using a different CRM, Tuff Shed found success in implementing Salesforce—it was a clear choice for their business at the stage they were at. Stessman continues:
“The other thing we did is we made a real concerted effort to understand what the customer is doing. The power of knowing what they’re putting in a building is extraordinary … It increased our average transaction by about 22%.”
As sales doubled within 5 years, manufacturing output on the other hand was still a challenge. So a CPQ project was planned to make it easier for operations, and reduce friction in the sales to manufacturing hand-off.
And want to hear directly from Steve at this year’s Dreamforce? Make sure you register for his session here.
See everyone next week!
Lauren has over 11 years of marketing experience and has learned from industry experts at companies like HP and Salesforce.