Prior to Showpad, Automatic Supply distributed complicated sales collateral representing thousands of products via email to their inside and field sales reps. They also printed vast amounts of material, including catalogues, flyers, spec sheets, and pricing information, and formulated sales decks that were then sent to each sales team member. The sales reps also needed to access manufacturers’ websites to find additional relevant information.

Marketing is responsible for enabling the sales team with effective content to use during their sales cycles. Spokesperson Amy Lintern explains, “I found out that the sales team was struggling with identifying the most up-to-date material and often were unsure of where to look for specific information.”

Amy described that often the sales reps were ill-equipped with the content they needed in their meetings, forcing them to follow up at a later point once they were able to locate the proper information.

The biggest problem for Automatic Supply was the success of their irrigation supplies line. They needed to create awareness among their prospects that their catalogue extended far wider. Surprisingly, less than 50 percent of their product line is focused on irrigation. “If the sales reps are missing product content to share with customers out in the field, the customers will never know what we offer and will always perceive us as an irrigation-only solution provider,” Amy says.

Michael White, the Vice President of Turf and Landscape Sales, needed to drive revenue from a wider mix of the Automatic Supply portfolio and started searching for a resolution to help broaden the product mix sold. He initially evaluated the asset management tool SalesFolio but needed a solution that was available on all devices and browsers, could share content easily via email, and had strong analytic capabilities. These functionalities were all key to the company’s success.

Shortly after, Michael discovered Showpad. Showpad offered everything he was looking for. During a short rollout period, Amy was able to organize all of Automatic Supply’s content and enable the entire sales team to gain access to all relevant information from any location and on any device.

“The analytics feature was also critical for us. Now I am able to clearly see which content pieces are performing better and which are more useful than others,” Amy says. “This allows me to eliminate the content that isn’t used and to focus on providing collateral that is the most impactful to our sales team.”

Amy continued, “The promotional material that usually gets updated, printed, and sent once a month is now provided to the sales team digitally and in a timely manner. The sales team can now leverage these promotions to engage customers accordingly to achieve their monthly product quotas.”

According to Amy, Showpad is now utilized by 100% of Automatic Supply’s sales reps. Awareness regarding all of the company’s product lines has increased, and admin time has been reduced.

“Our sales team loves it,” Amy says.

“I used to spend up to 2 hours a week printing collateral to send out to the sales team. With Showpad, I don’t have to do that anymore,” she adds. “We’ve also reduced our monthly printing cost by 90%.”