THE PROBLEM
Planning season meant rebuilding everything
PAPSA is one of Haworth's top dealers in Mexico, serving clients from four offices across the country. Every year, its sales directors build what the team calls a MAP document: a view of existing accounts and new opportunities, each with a probability of winning, measured against quota.
The information existed. It just wasn't structured or easy to work with. So each planning season, directors rebuilt the picture by hand, and the process took three to four weeks.
“I'm not sure we were even aware of how complex everything was until now that we only have to click two buttons.”
— Martha Sepulveda Elizondo, PAPSA
THE TRIGGER
Stop rebuilding the picture every year
As PAPSA began planning for 2027, the team wanted a different starting point. The goal wasn't a faster way to compile data at the end of the year. It was a sales workflow consistent enough that the data would already be organized when planning season arrived.
That meant structure every day, not a scramble once a year.
THE SOLUTION
Filter, don't rebuild
PAPSA worked with Vsimple to create a consistent sales workflow and organize the information its team relies on all year. When planning season came, directors didn't reconstruct anything. They filtered the data they needed and built the MAP document from what was already there.
What changed:
A consistent sales workflow every director follows
Structured account and opportunity data ready before planning starts
Filters instead of manual assembly to pull exactly what each plan needs
Shared visibility into what everyone is working on
“Never in all my 26 years in this company has this been so easy to do because of the way we structured Vsimple. They're just clicking things and filtering things.”
— Martha Sepulveda Elizondo
THE RESULTS
Weeks of planning, done in a day
One sales director in Monterrey completed the full planning exercise in less than eight hours. The same work used to take three to four weeks.
Annual sales planning went from 3 to 4 weeks to under 8 hours
Directors click and filter instead of assembling data by hand
Everyone has visibility into what the team is working on
The same structure now extends to quote-to-order, service orders, contracts, and vendor management
Company name
PAPSA
Industry
Commercial Furniture Dealer
Pain point
Weeks lost to manual sales planning.
About the company
PAPSA is a commercial furniture dealer representing Haworth, helping organizations create workplaces that adapt as they grow. With offices and showrooms in Mexico City, Monterrey, Guadalajara, and Querétaro, plus a national installation and warehousing network, PAPSA serves clients across the country with contract furniture, raised floors, modular walls, acoustic products, and flooring. PAPSA is a three-time consecutive Haworth Best in Class Dealer.
