Case Study: McKinley Equipment achieves 42% higher work-order throughput and $1.4M in additional on-site revenue with Salesforce

McKinley Equipment is built on trust and powered by Salesforce

McKinley Equipment Corporation is a family‑owned distributor of material‑handling equipment founded in 1948 and built on a reputation for trust and service. By 2011 the company faced fragmented operations—about nine silos of data and limited visibility across roughly 100 employees—so there was no reliable sales pipeline and little collaboration between teams.

McKinley consolidated on the Salesforce Customer Success Platform, adding AppExchange tools like ServiceMax and a custom Utilization Rate app to manage sales, field service, payments, and technician assignment. The integrated system put nearly all employees on one platform, enabled lead-to-quote workflows, tracked additional on‑site work, and improved technician efficiency. Results include $1.4M in incremental on‑site revenue, a 42% increase in work‑order throughput per service rep, faster operations, and higher customer satisfaction.

McKinley Equipment

Kevin Rusin

CFO