Case Study: New Castle Building Products achieves eye-opening sales visibility and accountability with sales-i

Specialist distributor of commercial and residential roofing products enjoying eye-opening insight into sales performance with the help of sales-i

New Castle Building Products, a family-owned distributor of commercial and residential roofing supplies with a 300-strong team across 19 locations and HQ in White Plains, NY, faced challenges as it scaled: a lack of accountability and gaps in account management, with existing ERP/reporting tools underused. To improve sales visibility and performance they turned to sales-i’s sales performance solution.

sales-i was implemented in 2018 and New Castle created a dedicated Sales Analyst role (Abby Ross) to champion the platform; all 17 outside salespeople now use sales-i for campaign tracking and bi-weekly call-spend reporting. The result is clearer accountability, improved customer awareness and sales management, and measurable impact—outside sales accounted for half of last year’s revenue—with sales-i becoming an integral, growth-driving tool for the business.

New Castle Building Products

Abby Ross

Sales Analyst