Lawton Standard Gains Clarity Across 8 Foundries with HubSpot
Challenge
Each of Lawton’s eight divisions tracked sales quotes and estimates on spreadsheets, updated weekly and sent manually to headquarters. The process consumed 3–6 hours per week per foundry, a cumbersome, error-prone system.
Complications mounted when customer requests required quotes from multiple foundries due to casting size or metallurgical requirements.
Each division tracked its quoting activity independently, including “no quotes” (jobs Lawton couldn’t pursue due to capability limits). As a result, Lawton struggled with:
- Inconsistent reporting formats across divisions
- Delays from incomplete job data
- Limited visibility into sales activity
Sometimes we were guessing as to the real state of our company’s sales.“
Andy Mastalir
VP of Sales, Lawton Standard
Approach
Lawton Standard turned to Cultivate for our experience in sales and marketing process optimization.
Cultivate implemented HubSpot, custom-configured to Lawton’s needs, providing a centralized view of quoting activity alongside the company’s ERP system, Odyssey.
Key steps included:
- Creating uniform data input requirements across all foundries.
- Building configurable dashboards in HubSpot so Andy could instantly see job requests, quotes, and sales by foundry, or across all eight.
- Enabling real-time visibility into sales pipelines and production resource requirements.
With HubSpot in place, Lawton had the clarity they needed. The system gave management the ability to see exactly what was happening across the business at any moment.
The time savings alone on this rollout have been impressive, savings we’re taking straight to the bank.“
Andy Mastalir
VP of Sales, Lawton Standard
Impact
The pilot program was rolled out in one foundry and it produced immediate results.
- 3–6 hours saved per week already, with greater efficiencies expected as the program expands
- Clear visibility into every stage of the sales process.
- Better forecasting of which opportunity will convert into sales – and when.
If you want to measure the results of your marketing, you first have to measure your sales results. Otherwise, everyone’s guessing and guessing is no way to run an efficient, let alone remarkable, business.“
Andy Mastalir
VP of Sales, Lawton Standard
Key Lessons Learned
Cultivate recommended beginning with a pilot rollout before scaling. That approach revealed valuable insights:
- Resistance to change. Some salespeople initially resisted the new data-entry process. But because incomplete entries were rejected, the system ensured that all information needed for accurate quotes was captured the first time, eliminating frustrating back-and-forth.
- Different estimating expectations. Estimating engineers at various foundries had unique information requirements. Standardizing inputs required adjustment, but it created consistency and efficiency across all divisions.
Andy noted, “Change isn’t easy, but when you look at the time savings and the ability to clearly see where our business is headed, it’s well worth the bumps along the way.”
He also praised Cultivate’s team-based, consultative approach:
“They truly understood our business before even enacting HubSpot. That deep understanding sped up the process and allowed for accurate customization across eight properties.”
On the collaborative process, he added, “Two sets of ears listening makes a huge difference in the end.”
Lawton expects to complete the pilot within three months and then expand the rollout to all divisions. With lessons learned, the integration will be smoother across each new location.
READY TO STREAMLINE YOUR SALES PROCESS AND GAIN FULL VISIBILITY INTO YOUR BUSINESS?
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What to Expect
In your 30-minute consultation, we'll:
- Ask guided questions to uncover your current sales process today, bottlenecks and explore how we can give you better visibility into your pipeline.
- Share how a streamlined sales process looks in practice.
- Propose a clear next step, which may include defined workshops and/or demos.
