Case Study: JMP Company achieves faster, more accurate quoting and $200K+ per-salesperson revenue growth with Experlogix CPQ

HVAC manufacturer’s representative improves customer responsiveness and internal efficiencies with a data-centric CPQ initiative

James M. Pleasants Co. (JMP) is an employee‑owned manufacturer’s representative for HVAC and plumbing products based in Greensboro, NC, serving the Southeast U.S. JMP faced fragmented, person‑dependent quoting and order hand‑offs driven by uncontrolled Excel “Job Control Sheets,” limited visibility into what was being quoted, and inefficient, time‑consuming processes that hampered forecasting and growth.

JMP implemented a digital transformation on Microsoft Dynamics 365 (Customer Engagement, Field Service, Finance & Operations) with Power Platform tools and Experlogix CPQ. The integrated solution standardized quoting, improved order‑to‑cash efficiency and forecasting, enabled inside sales scale without more hires, and centralized some workflows. Results include more quotes with fewer errors, technical sales engineers handling quotes for multiple offices, and a target to increase each salesperson’s annual revenue by over $200,000 — driving better margins, customer responsiveness and measurable ROI.

JMP Company

Martin Messick

IT Manager