Sales Cloud

Quest Safety Products: Modernizing Sales Operations with Unified Salesforce and ERP Integration

company overview

Quest Safety Products, Inc. is a trusted supplier of safety, environmental, and MRO solutions. Serving industries including pharmaceuticals, construction, and manufacturing, Quest supports organizations needing to meet OSHA and ANSI standards with safety products that keep workers protected and productive. Headquartered in Indiana, Quest is recognized for its deep industry knowledge, commitment to compliance, and ability to deliver consistent, nationwide service.

Location

Indianapolis, IN

Industry

Business Supplies

Employees

50
Working with SPAR since
Quest Safety

SPAR  by Numbers

1000

+

Completed Projects

15

Yrs

In the Industry

140

+

Metric 3

$100

m

Metric 3
1000
+
Completed Projects
20
+
Years in Business
6
+
Year Average Client Partnership
100
+
Technologies Supported

challenges

  • Manual Quote-to-Order Cycle: Re-keying data in Whitecup CRM turned simple quotes into multi-step chores, inviting costly errors and delaying responses to customers.

  • Isolated Systems: Whitecup couldn’t connect to their ERP, Epicor Prophet 21, leaving sales, inventory, and financials in hard-to-reconcile silos.

  • Performance Blind Spots: Leadership lacked a single, timely view of pipeline value, rep activity, and national-account price compliance.
  • Fragmented VMI Tracking: Vendor-Managed-Inventory schedules lived in spreadsheets, causing missed replenishments and service escalations.

solutions

  • Salesforce Sales Cloud as System of Record: Aligned to Quest’s opportunity, quote, and order workflows, eliminating duplicate data entry.

  • Real-Time ERP Integration: CommercientSYNC delivered bidirectional sync with Epicor Prophet 21 for orders, inventory, and customer history.

  • Nationwide Price Governance: Centralized Product Catalog and Standard Pricebook enforced margin discipline across every branch.

  • Quote Template & Approval Automation: Standardized templates with automated approvals cut turnaround time and ensure a consistent Quest brand presentation.

  • Embedded VMI Management: Replenishment schedules, inventory levels, and client communications now managed entirely in Salesforce.

results

By unifying Salesforce Sales Cloud and Epicor Prophet 21 as a single system of record, Quest moved from manual workarounds to a governed, scalable sales operating model. Quote creation now happens inside Salesforce, eliminating rekeying and the error cascades that follow, while freeing reps to focus on customer engagement rather than administration. Leadership manages the business on live pipeline and inventory signals—not lagging spreadsheets—enabling earlier course correction, stronger national-account price discipline, and more confident forecasting. VMI execution is tracked end-to-end in one place, improving replenishment predictability for key customers and reducing fire-drills. The result is shorter cycle times, fewer exceptions, cleaner auditability, and a platform that can absorb additional automation and analytics as growth continues.

Case studies

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