Heavy equipment sales depend heavily on timing. Connecting with a general contractor after a project breaks ground often means missing out on the deal entirely. Sales teams need early visibility into emerging projects to position themselves as the ideal equipment partner right from the start. This post explores how Komatsu East transformed their sales workflow, saving thousands of hours and uncovering new contractor relationships using personalized construction intelligence.
Overcoming Regional Sales Challenges
Kim Voorhees, Sales Support & Marketing Administrator at Komatsu East, faced a complex hurdle. She supports over 60 revenue-facing professionals across multiple states and product lines. Giving her team basic access to project data was insufficient. Her sales reps needed a clear, actionable view of exactly who was building and bidding in their specific territories.
Sales professionals are notoriously busy, and if a software tool slows them down, they simply ignore it. Kim needed a system that delivered immediate, hyper-relevant project intelligence so her team could plan equipment needs long before construction crews arrived on site.
A Tailored Solution for Equipment Sales
To solve this visibility gap, Komatsu East partnered with Dodge to implement a deeply customized approach. Dodge built specialized reporting tailored to each sales rep and their unique role. This provided early visibility into project activity, active bidders, and contractors across five states.
To further streamline the workflow, Dodge created a daily “click-and-go” email report. Key updates arrive automatically, showing reps exactly who to contact and where to focus their energy each morning. Proactive refreshers and direct, one-on-one support helped new hires ramp up quickly while enabling veteran reps to maximize the platform.
Measurable Efficiency and Growth
As Kim Voorhees noted, the reporting was built around how their people actually sell. This alignment generated impressive operational and financial wins:
- 10,000+ Hours Saved: Team-wide, Komatsu East saves over ten thousand hours annually thanks to automated project tracking and personalized daily email delivery.
- Targeted Expansion: Each sales rep identifies approximately 10 net-new contractor relationships every year using this targeted project intelligence.
- Strengthened Loyalty: The team successfully maintains and strengthens 90% of their active customer relationships by staying ahead of ongoing project needs.
Empower Your Sales Team for Success
Providing your sales team with the right data at the exact right moment creates a major competitive advantage. Komatsu East proved that highly personalized reporting drives massive time savings and sustained growth across a large organization.
Are you looking to equip your own reps with actionable construction intelligence? Review your current data delivery methods and consider partnering with an intelligence provider to build a workflow that fits how your team actually sells.
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