15 hours a week back. 45 steps eliminated. 3× faster customer response.
How a family-owned Lancaster County manufacturer moved off three disconnected systems and gave 15 hours a week back to its sales team.
15h
Work saved per week
45
Unnecessary steps eliminated
3×
Faster customer response
The Client
A family business ready to modernize
Based in Lancaster, PA, Horizon Structures crafts high-quality prefab outdoor buildings — horse barns, dog kennels, and gazebos. Family-owned and operated, their traditional Amish craftsmanship and commitment to service has translated to steady growth since 2004.
Horizon wanted to improve efficiency and create a better customer experience by moving to an integrated platform like Salesforce — but they were hesitant to undertake such a major transition without expert support. Knowing Josh Beiler through their local community, and having seen what he did with Salesforce for Equipter, they reached out to True Co. to guide the change.
The sales process problem
Averaging 40–60 inbound leads per day, Horizon's sales team had plenty to keep them busy — but their segregated legacy system meant too much time on repetitive tasks instead of nurturing new leads.
New leads and every subsequent interaction — emails, quotes, follow-ups — had to be entered manually across up to three different programs. That created extra work, slowed response time, and caused valuable data to be lost.
40–60
Inbound leads per day
3
Disconnected systems for manual entry
Project Goals
Four outcomes that defined success
01
Integrate backend systems
Replace Horizon's email marketing software (Constant Contact) and CRM (Act!) with one integrated platform — Salesforce — to eliminate data silos and break up operational bottlenecks. Quickbooks stays in place, integrating seamlessly via API.
02
Optimize lead management
Use data analytics to create more strategic lead qualification and management. Instead of reps selecting their own leads from a shared inbox, leads are methodically distributed by region, product specialty, and more.
03
Reduce employee workload
Use data-management automations to eliminate unnecessary data entry and centralize key information — so the team can prioritize customer care, quickly gauge where a customer is in the process, and see detailed performance insights.
04
Enhance customer experience
Use automations to improve response time and deliver a personalized welcome sequence that nurtures new leads. Customers get more information in less time, with greater access to customized support when they need it.
True Co.'s Approach
A three-phase optimization process
Analysis
2 Months · May – June
Josh spent 10–15 hours a week onsite, getting to know Horizon's existing processes, listening to team members, and creating a customized optimization strategy.
Implementation
2 Months · July – August
Josh oversaw the installation of new software and all necessary data migration, and handled any troubleshooting required during the transition.
Enablement
2 Months · September – October
Josh trained Horizon team members on the new system, ensuring all stakeholders felt comfortable executing the new processes.
The process allowed True Co. to
- Understand Horizon's current processes
- Identify gaps, bottlenecks, and other obstacles to growth
- Gather immediate feedback from the Horizon team
- Design an operational strategy tailored to Horizon's needs
- Overhaul processes and install optimization tools
- Address any questions or problems as they arose
- Onboard team members to new systems for a smooth transition
Improvements & Outcomes
Less admin, more insight
Less admin, more insight
By integrating Horizon's systems and streamlining the sales process, True Co. freed up 15 hours of employee time per week and greatly increased data visibility.
Previously, sales per rep were calculated manually, and it was often impossible to know where a lead came from or how successful a campaign was. Now all of that data is available with just a few clicks.
Next-level customer care
Though Horizon was already well regarded for service quality, head of sales Justin Zook noted “a huge jump in engagement, as far as customer response,” following the rollout.
Rather than making the customer journey feel less personal, the automations True Co. put in place enhanced the experience for Horizon's customers.
In Their Words
“Overall, it was a very smooth process.”
Justin Zook
Co-Owner & Head of Sales
“It's been phenomenal. Pretty much anything that needs done — or that we have ideas for — Josh can make it happen.”
Mark Zook
Co-Owner & General Manager
“If you're looking to optimize your systems, it's definitely worth it.”
Mark Zook
Co-Owner & General Manager
Inefficient systems stalling your growth? True Co. can help.
trueco.com· josh@trueco.com· (717) 282-1188
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