Merkley Supply Increases Market Share and Boost Profits

Distributors of concrete block and pavers, brick, and stone have unique challenges that are not often met by generic enterprise resource planning (ERP) systems, which can impede growth. Typically, if your building materials market share is not growing, it's probably diminishing.

The shipping department is more efficient, and that's probably a ¼ point margin gain. We're up about another ½ point of margin because pricing and markup is automatic now.

Robert Merkley
president and CEO, Merkley Supply

Masonry materials supplier, Merkley Supply Ltd., utilizes customer service and opportunity management to maintain market share and boost profits with the help of Epicor BisTrack™ business management software-built for building materials distributors. 

Technology investment for the future
Merkley Supply is well known in the construction and home building industry in the Ottawa-Carleton, Ontario, Canada area. It is the largest supplier of masonry products in the area, supplying an impressive 80% of the building and renovation projects in the region. Merkley Supply has invested in business automation technology as a means of making operations more efficient, providing superior customer service, and to better understand their customers and markets.

Higher margins and quick reactions
Merkley Supply implemented the BisTrack solution and immediately began reaping the benefits of its efficiencies and insight into the business. "The bottom line has come up by about a point," says Gary Milks, IT manager, Merkley Supply. "That was kind of a surprise to everybody, but it's because we can gain a handle on things so quickly now. We can react quickly whenever the costs come in and adjust our pricing faster."

"The shipping department is more efficient, and that's probably a ¼ point margin gain. We're up about another ½ point of margin because pricing and markup is automatic now," says Robert Merkley, president and CEO, Merkley Supply.

Sales and marketing strengthened
Merkley Supply uses the BisTrack dashboards and quick lists extensively to monitor everything from quote activity and sales performance to delivered orders past due. "They're able to track things easier and people are taking an active interest," says Milks.

The business makes extensive use of the BisTrack CRM features including: automating task reminders, monitoring sales opportunities, delivering marketing campaigns, and synching up communications and calendars. Merkley expects one marketing campaign to boost sales by up to a half million dollars. "We are very proactive and try to push the sales and marketing envelope. The guys are doing things quicker now," reports Milks. "CRM is keeping our sales from dropping off even when our competitors are down 15 or 20 percent." 

Mobile applications yield cost savings
Merkley Supply uses BisTrack Mobile applications to improve efficiencies in inventory management, receiving and soon picking. Milks estimates that using the BisTrack Mobile Inventory application has resulted in a 40 percent reduction in labor effort to perform an inventory count, with 75 percent reduction seen in one product. "…results were definitely an eye-opener," says Milks.

Read the full Merkley Supply case study, here.

Posted by Epicor Social Media Team


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