Home
Experience
Client Stories
industry
Manufacturing

HVAC distributor brings forecasting, rebates, and ERP data onto Manufacturing Cloud

Context

A full-service wholesale distributor of residential and light commercial heating and air-conditioning equipment was running sales agreements and actuals on separate systems with no way to reconcile them, and no platform that could support the custom rebate calculation logic the business required. Rebates were calculated manually against manufacturing programs, account-based forecasting relied on data that was never in one place, and ERP sales data had no real-time feed into Salesforce. The business needed a single environment where contracts, actuals, forecasting, and rebate management could operate together. 

Value Created

Centralized
contract and actuals tracking through Sales Agreements on Manufacturing Cloud
Account-based
forecasting grounded in historical data replacing disconnected projections
Custom
rebate management built for the manufacturing programs each account is enrolled in
Real-time
ERP integration flowing actual sales data into Salesforce

People

VALUE LEVERS 

  1. Sales Agreement tracking for signed contracts and actuals in one place
  2. Account-based forecasting using historical data

HOW WE DID IT 

  • Deployed Sales Agreements so the team can track signed contracts and log actuals against them in a single system, replacing the two-system reconciliation process that had made contract visibility unreliable
  • Set up account-based forecasting using historical data, giving the forecasting team projections grounded in actual account performance rather than estimates assembled from disconnected sources
  • Gave sales, finance, and forecasting teams a shared view of agreements, actuals, and projections inside one Salesforce environment for the first time

Process

VALUE LEVERS 

  1. Custom rebate management solution based on manufacturing program enrollment
  2. Budgeting optimization with rebate management embedded in Salesforce

HOW WE DID IT 

  • Built a custom rebate management solution that calculates rebates based on the specific manufacturing programs each account is enrolled in, replacing a manual calculation process that existing platforms could not support
  • Embedded rebate management inside the Salesforce environment so that rebate data sits alongside agreements and actuals rather than in a separate tool, giving the finance team a single place to manage and report on rebate obligations
  • Optimized budgeting by connecting rebate calculations directly to account and sales data, so budget planning reflects rebate commitments accurately rather than treating them as a separate downstream adjustment

Technology

VALUE LEVERS 

  1. Manufacturing Cloud and ERP real-time integration for actual sales data

HOW WE DID IT 

  • Integrated Manufacturing Cloud with the ERP to flow real-time actual sales data into Salesforce, giving the team current data without manual exports or delayed batch syncs
  • Built the integration to feed actuals directly into Sales Agreements and the forecasting model, so that contract performance and account projections update as sales data arrives rather than at period end
  • Positioned Manufacturing Cloud as the system of record for agreements, actuals, rebates, and forecasting, consolidating what had previously been spread across multiple systems into one governed environment

Need Salesforce support? Let's talk.

Our contact form is currently blocked by your cookie preferences. Please change your preferences to continue.