Quest Safety Products: Modernizing Sales Operations with Unified Salesforce and ERP Integration

About the Company

Quest Safety Products, Inc. is a trusted supplier of safety, environmental, and MRO solutions. Serving industries including pharmaceuticals, construction, and manufacturing, Quest supports organizations needing to meet OSHA and ANSI standards with safety products that keep workers protected and productive. Headquartered in Indiana, Quest is recognized for its deep industry knowledge, commitment to compliance, and ability to deliver consistent, nationwide service.

Overview

Quest Safety Products’ accelerated national expansion quickly revealed structural limits in its legacy Whitecup CRM. Manual quote creation, spreadsheet-based Vendor-Managed-Inventory (VMI) schedules, and the absence of integration with Epicor Prophet 21 ERP forced duplicate data entry, concealed real-time inventory availability, and blurred pipeline visibility. Sales reps lacked a single, trusted view of orders, stock levels, and account history, while leadership operated without timely KPIs on margin compliance or deal velocity. These systemic gaps slowed response times, raised error rates, and jeopardized the dependable, compliance-driven service that underpins Quest’s growth strategy.

Approach

Working with Sales Operations, IT, and Finance, the team executed the modernization in phases. Salesforce Sales Cloud became the system of record, mapped to Quest’s opportunity, quote, and product workflows. CommercientSYNC linked Salesforce and Epicor Prophet 21 with real-time synchronization of orders, inventory, and account data. A centralized product catalog and Standard Pricebook enforced national pricing and margin guardrails. Standard quote templates with automated approvals shortened turnaround and kept presentation consistent.

Adoption was driven through change champions and role-based training. Executive and manager dashboards surfaced pipeline value, stage velocity, rep activity, and VMI status for real-time coaching and forecasting. VMI workflows were embedded in Salesforce so replenishment schedules, inventory status, and client communications are tracked in one place—creating a single source of truth for the sales organization.

Conclusion

By unifying Salesforce Sales Cloud and Epicor Prophet 21 as a single system of record, Quest moved from manual workarounds to a governed, scalable sales operating model. Quote creation now happens inside Salesforce, eliminating rekeying and the error cascades that follow, while freeing reps to focus on customer engagement rather than administration. Leadership manages the business on live pipeline and inventory signals—not lagging spreadsheets—enabling earlier course correction, stronger national-account price discipline, and more confident forecasting. VMI execution is tracked end-to-end in one place, improving replenishment predictability for key customers and reducing fire-drills. The result is shorter cycle times, fewer exceptions, cleaner auditability, and a platform that can absorb additional automation and analytics as growth continues.