Pricing and CRM Reporting at Quick Countertop

Every quote started from a years-old pricing formula that had not been rebuilt from current labor, utility, and overhead data.

The web lead pipeline also carried spam and unqualified traffic.

• Pipedrive CRM: lead source, qualification, customer segment, deal duration, and deal outcomes.
• Accounting data: revenue by product line, read against monthly targets.
• Actual labor, utility, and overhead costs, for the cost of fabrication.
• Waste rates measured on house-color slabs.
• Sales and profit data by rep, for the commission structure.

• Analyzed actual labor, utility, and overhead costs to rebuild the fabrication cost behind the pricing model.
• Measured waste rates on house-color slabs to derive true cost and profit per square foot.
• Built the monthly sales dashboard and KPI reporting: lead source and qualification funnel, conversion by customer segment, deal duration, and revenue by product line against monthly targets.
• Designed a tiered commission structure from sales and profit data by rep, and validated each tier against real past months.

• Rebuilt the pricing model to reflect fabrication cost and margin.
• Built the interactive pricing calculator reps used to evaluate quote pricing.
• Worked with marketing to filter spam and unqualified traffic out of the web lead pipeline.
• Documented the commission structure in English and Portuguese.

Close rate rose from the mid-60s in late 2024 to the high 70s in early 2026. That came from three changes working together: a lead pipeline with the spam and unqualified traffic filtered out, better client discovery, and proposals tailored with the pricing calculator. It was not the result of any one change.

• Excel for the cost model and the pricing calculator.
• Tableau and PowerPoint for the monthly sales dashboard and KPI reporting.
• Pipedrive CRM, the source for the funnel, segment, and deal-duration reporting.
• Accounting data, for revenue by product line and the cost side of the pricing model.