Dealersr distributors latch onto tablet computers

f, s LBM DEALERS and distributors retool and recharge, la.many are bringing tablet computers into their businesses-often starting with the "road warriors" in outside sales.

The top choice in the LBM industry appears to be the leading option for consumers, Apple's iPad, first released in April 2010. The mobile devices are gradually making inroads into the business world-especially among smalland medium-sized companies-because owners and employees want to bring the convenience of a tablet to work.

At Boston Cedar, Mansfield, Ma., the first step was to begin replacing aging Blackberrys with iPhones. Then, in Aprll2Ol2,laptops were gradually replaced with iPads.

"One of our owners got an iPad and he was sold," says Angie Wallert, director of information technology, who oversaw implementation for l2 employees who mostly work outside the office: eight outside salespeople, plus four more in education and training.

"They tended to take notes during the day and use their laptops at night, because they were hard to use in the car and took time to boot at customers' offices," she notes. "Tablets are lighter, easier to use and carry, no booting, so they are easier and faster to use reactively with customers."

Best of all, the employees have a host of documents and information at their fingertips, on the tablet, instead of reams of paper in their briefcases. In less time than making a phone call to the office-for sales information, deliveries, etc.-they can quickly get all the answers they need and keep customers engaged in the process.

At Parr Lumber, Hillsboro, Or., iPads were implemented last summer, at the company's Cascade Wholesale Hardware division. Ten outside salespeople, mostly older employees with little or no experience with tablets, quickly embraced the ease and efficiency of the devices. The experiment went so well that the company wants to implement tablets throughout the company.

"Obviously, we believe there's a real case to be made for iPads and tablets, which are lighter and more mobile than laptops," says Ken Munson, who handles IT for Parr's 23 retail locations, cabinet design center, a structural components plant and installer, and its marketing group. "Price-wise, it's $600 to $700 for an iPad versus $2,000 for a new laptop."

Outside salespeople at Ridgefield Supply, Ridgefield, Ct., also received iPads this past summer, joining the iPhones they already had. Now, owner Margaret Price Sims wants to bring the devices into other parls of the business.

"The new technology allows our sales team to go out and have instant information," she says. "It's important to wrap up business quickly. They can check pricing, create quotes, place orders, and check on delivery status."

Mike Sonderman, an outside salesperson who works with Sims on technology issues, says that Ridgefield's enterprise software is on a desktop service so it can be accessed with mobile devices. The company's quoting software doesn't work on the desktop, but salespeople can access a manufacturer's quoting software if it is websitebased. He believes that "being able to change and work in any environment" is what's most important.

When queried by other dealers, Sonderman advises them to keep mobile devices and company information secure. "lt's like locking the door to your house at night," he says. "You have to keep your website safe." He advises the use of a mobile device management system that allows a remote lock or complete data wipe if a device is lost or stolen.

Sims says that the increased efficiencies of new technology help offset lost margins. "Consumers, even those who may have contractors, do research to get the cheapest price," she says. "Dealers have to fight for the business, and new technologv helos."