Marksell makes vehicle platforms and dock levelers for logistics. When we came in, sales was 100% analog: each quote took 15 minutes to put together by hand, the pipeline lived in a spreadsheet, and only 27 leads came in a month. Good product, stuck process.
We didn't start by buying a tool. We started by mapping how the process actually worked and where it was leaking. Then came a custom CRM integrated with the legacy ERP they already had, automatic quotes instead of 15 manual minutes, and a digital marketing program to fill the top of the funnel.
The result: from 27 to more than 500 leads a month, almost 20 times more, and a sales operation that turned into a machine instead of a notebook. After that came brocoFactory, our MES, taking the same logic to the factory floor, with QR-code scanning and real-time OEE tracking.
Speed turns into money in this game. A classic Harvard Business Review study, The Short Life of Online Sales Leads, showed that the average company takes more than 40 hours to respond to a lead, and that responding in 5 minutes instead of 30 multiplies the chance of qualifying it by 21x. Once quotes stopped taking 15 manual minutes and became automatic, Marksell stopped losing leads to the clock.
The lesson, as always: new technology doesn't fix a bad process, it just speeds up the mistake. Process first, tool second.
