How DenMat Increased Field Sales Visits by 1.5x with Geopointe
"Years ago, I was driving valuable equipment for long hours to meet one or two customers. We weren’t seeing continuity and reps were jumping around to chase leads. We didn’t have anything, and then Geopointe came our way."
Problem
DenMat experienced rapid growth after acquiring a major competitor in 2014 and expanding internationally with the launch of DenMat UK in 2015. The company needed a more data-driven approach to manage the sudden increase in customers and sales activity. Field representatives often spent hours driving to visit only one or two customers, which made daily schedules inefficient and costly. Sales teams were also using a mix of different CRM systems, routing tools, or no structured tools at all, making it difficult to coordinate activity and maintain a consistent process. At the same time, valuable accounts often existed near planned visits, but reps had no efficient way to identify and incorporate them into their routes.
Solution
DenMat implemented Geopointe to bring routing, territory management, and field execution directly into Salesforce. Using Geopointe’s Routing and Optimization capabilities, sales representatives could plan more efficient routes and schedule more meetings per day while reducing unnecessary travel time. Territory management tools provided leadership with clearer visibility into staffing coverage, while the Check-In and Check-Out features allowed managers to monitor field activity more effectively. Geopointe also helped reps identify nearby accounts and add them to routes in real time through the Salesforce mobile app, enabling teams to fill last-minute cancellations and maximize time in the field. The platform’s ease of adoption made it especially valuable as DenMat continued to grow and onboard new sales representatives.
Result
With Geopointe in place, DenMat significantly increased the productivity of its North American sales team. In 2016, representatives averaged 30 customer visits per week, and by 2017 that number had increased to 55 visits per week — an improvement of roughly five additional visits per day compared to the previous year. The company also established a more structured and scalable sales process built around Geopointe and Salesforce. As new representatives joined the team, they were able to quickly adopt the system and begin generating results, with each new sales rep closing at least one sale on their first day. Geopointe enabled DenMat to scale its field sales operations while maintaining efficiency and visibility across the organization.
