ERP–CRM Integrations for Lumber Yards: Drive More Revenue with Better Data

SalesJack exists for one reason: to help lumberyards sell more.

One of the most important ways we do that is by integrating directly with your ERP, the system that already runs your business. A good integration means your sales reps can open the CRM and answer three questions quickly:

• What deals are in flight, and who needs a follow-up today?
• What new leads should I be calling today?
• For my existing customers, what should I sell them next?

That only works when the CRM is fed accurate, current data from your ERP. And that’s where most options fall apart.

Why most CRMs can’t integrate with lumber and building materials ERPs

Integrating a CRM with an industry ERP like Epicor BisTrack, ECI, DMSI, or Ponderosa is not a simple plug-and-play exercise. It’s complex work. You need to build a data pipeline, get approval and access from the ERP vendor, and then transform the raw data into something a sales rep can actually use. That last part, transformation, is the hardest, because it requires a deep understanding of how lumber and building materials businesses operate.

Horizontal CRM platforms like Salesforce and HubSpot are not going to do this for you. They are built for general-purpose sales teams, not for the specific data structures and workflows inside building materials ERPs. 

So what happens? You get told to hire a third-party implementation company. These firms will charge six figures to try to connect the two systems. And even then, they typically don’t understand your ERP data well enough to transform it into something usable. They can move fields from point A to point B, but they won’t understand how quote statuses flow in BisTrack or how product categories map in ECI. The result is a CRM full of data that technically “synced” but doesn’t help your reps sell.

When that happens, reps need to do too much manual work to maintain the system. Follow-up slows down. And engagement dwindles.  

A CRM can work for this industry, but only if it’s purpose-built for this reality, not bolted on after the fact. For the full picture of what a CRM should do for a lumberyard, start with SalesJack’s CRM overview.

Where data transformation actually matters

Mapping product codes to cross-sell categories

Your ERP has hundreds of product codes. Special orders often sit in generic catch-all codes that don’t make it clear which category they fit into. 

For cross-sell to work in the CRM, someone has to map those raw product codes into meaningful sales categories: framing, roofing, windows and doors, insulation, decking, siding, and so on. Special orders need to be parsed and reclassified so they land in the right category instead of disappearing into a bucket labeled “misc.” This is not a one-time exercise. New products get added, vendors change codes, and categories evolve. The mapping has to be maintained.

Matching quotes to the same jobsite

Contractors often pull multiple quotes for the same job. One quote for framing. Another for roofing. A third for windows and doors. In the ERP, these might be linked by a job address, a project name, or nothing at all—just the same customer and a similar timeframe.

For a CRM to give reps a real picture of what’s happening at a jobsite, it has to match these quotes together. That means parsing and normalizing job addresses (which are entered inconsistently), identifying patterns across quotes from the same customer, and grouping them so the rep can see the full scope of a project instead of treating each quote as an isolated deal.

When this works, reps can see that a contractor has $80,000 in total project value across four quotes, and that they’re only quoting framing and roofing, which means windows and insulation are going somewhere else. That’s an actionable cross-sell insight. Without jobsite matching, it’s invisible.

This kind of transformation is exactly what generic CRMs and third-party integrators miss. They can move data, but they can’t make it intelligent.

Calculating rep revenue the way your yard does

Every yard calculates rep revenue a little differently. Some assign customers to reps by territory. Others assign by relationship or by who opened the account. Some yards exclude certain product categories from rep revenue: delivery charges, miscellaneous fees, or house account sales that no rep should get credit for. Some split credit between inside and outside reps.

If the CRM doesn’t match the way your yard calculates revenue in the ERP, reps won’t trust the numbers. They’ll pull their own reports from the ERP or ask the office to run them manually. The CRM becomes a second system that shows different numbers than the one they get paid on and that kills adoption.

Getting this right means understanding your yard’s specific rules for customer assignment, product exclusions, and credit splits, then building those same rules into how the CRM calculates and displays performance. A generic CRM platform has no concept of any of this.

Understanding order statuses to calculate quote win rates

ERPs manage quotes with varied internal statuses, while orders often reside in separate tables requiring reliable matching to the source quote. 

Key problems distort CRM pipeline and reporting:

• Reps often create duplicate or new quotes for revisions or won deals instead of updating/converting the existing pending quote, splitting one opportunity into multiple records.
• Product lines like windows and trusses are quoted in entirely separate external systems, needing independent data feeds and mapping.

A strong integration will

• Map ERP statuses to CRM stages accurately
• Deduplicate or link related quotes into a single opportunity,
• incorporate external quote data from vendors like Marvin Windows

The revenue test

If your integration is working, you will see these outcomes within weeks:

• More quotes followed up on time. Reps do not miss the “day 2” and “day 7” calls.
• Higher close rates. Reps spend time on live quotes, not dead ones.
• More share of wallet. Reps can see what a contractor buys now and what they do not buy yet.

How to evaluate an ERP–CRM integration before you buy

Ask these questions in a live demo with your data.

‍1. Show me quote status updates. How do you match related orders together?

2. Show me how new leads get matched to existing customers. How does the system filter out contractors who are already buying from you?‍

3. Show me category history. Can a rep see what a contractor buys by category without digging?

4. Show me rep revenue reporting. Does it match how your yard calculates rep revenue in the ERP, including customer assignments and product exclusions?

5. Ask for references on your ERP. Not “a similar ERP.” The same one.

Where SalesJack fits

SalesJack is built for lumberyards and is designed to make ERP data usable for sales.

It integrates with industry ERPs (Epicor, ECI, DMSI, Genetiq, Flitch, Ponderosa) and automates CRM updates based on your existing data stack. See the platform overview on the SalesJack homepage.

1. It is built to help reps work opportunities and follow-ups in one place. See how it works in the CRM feature page.

2. It supports prospecting workflows (including permit-driven leads) that feed revenue into the same system. Learn more on Prospecting.

3. It supports outbound and customer marketing workflows for winback and cross-sell. Learn more on Marketing.

4. It includes implementation support and training designed for adoption in-yard. Learn more on Support & Training.

If you want to talk through your ERP and what “good” looks like for your yard, use the Contact page.

Bottom line

ERP–CRM integration is only valuable if it changes sales behavior.

When quotes are current, customer context is reliable, and product history is clean, reps follow up faster and sell more per account.

When any of those break, the CRM becomes a second system to maintain. Reps stop trusting it, and revenue execution slows down.

If you want more practical guidance written for building materials retailers, browse SalesJack’s blog.

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