Anonymized - building materials wholesaler
An intake engine that prepared complete offers while buyers were still engaged
Stock checks and quote requests arrived by phone, email, and web form. Sellers searched several systems for availability, account pricing, delivery, and substitutes while buyers waited or called another supplier.
Representative anonymized engagement. This page describes an anonymized wholesale implementation. Metrics describe the measured engagement and are not a promise of future results.
The problem
A regional building materials wholesaler received frequent requests for stock, price, delivery, and alternatives. The request could arrive by phone, email, or a web form. The answer depended on account pricing, live availability, delivery location, product compatibility, and the commercial rules for that customer.
Each seller searched several systems before responding. During busy periods, the buyer waited long enough to contact another supplier. A rushed response created a different risk because it could use the wrong price, promise unavailable stock, or miss a suitable substitute.
The intake engine
The system created one request record from every inbound channel. It identified the account and products, extracted quantities and delivery details, and asked for missing information when the request was incomplete.
It then checked stock, customer-specific pricing, delivery options, and approved substitutes. The salesperson received the original request, retrieved evidence, recommended offer, and any point that still needed commercial judgment.
The salesperson remained responsible
The system prepared the work but did not approve non-standard discounts or unusual delivery commitments. Those decisions stayed with the seller or commercial manager. Accepted corrections were recorded so repeated requests became easier to prepare.
Measured result
Median first response fell to 2 minutes and 18 seconds. The qualified lead-to-opportunity rate increased by 31%, while revenue attributed to the inbound channel increased by 18%. The system prepared 64% of quotes to the point where the salesperson could review and send them without rebuilding the offer.
The company measured these figures against the same inbound channels before and after rollout.
Read more about the intake and RFQ systems service.