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Lean Data Management for a Sales Activity: Leading Plumbing Manufacturer Rep
The challenge:
A plumbing and waterworks manufacturing distributor (~$5M annual revenue) lacked central visibility into customers.
Sales reps kept fragmented records in spreadsheets and informal tools, causing inconsistent communication and no standard data‑maintenance process.
This delayed CRM implementation and increased risk of customer loss.
The approach:
Aligned leadership on goals, data requirements, and success criteria.
Mobilised a cross‑functional team to run discovery and engage sales reps.
Centralised and cleansed customer data using a Power Apps‑based interim CRM as a single source of truth.
Segmented customers by channel and aligned product families to improve reporting.
Implemented data governance and delivered hands‑on training for sustained upkeep.
The result:
Consolidated 900+ active contacts across 400 unique customers into a structured database.
Enabled ~90% improvement in customer outreach with clean, accessible data.
Established a repeatable maintenance process supporting readiness for future system upgrades.
Improved cross‑functional visibility into customer segments and sales activity.
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