For many building materials distributors, the ERP demo is supposed to be the big moment—the time when everything becomes clear, and the best solution rises to the top. But here’s the truth: most distributors fail to get what they need out of ERP demos.
Not because the vendors are bad at presenting—but because the distributor doesn’t come in with the right strategy, questions, or checklist. As a result, they walk away impressed… but misinformed.
Here’s why it happens—and how to avoid the same costly mistake.
- They Don’t Prepare Real Use Cases
Too often, distributors sit back and watch a polished, scripted demo that covers generic tasks like basic order entry or reporting. But the real value of a demo is seeing how your business works inside the system.
Without prepping scenarios—like complex quoting, bulk inventory transfers, or multi-yard delivery workflows—you’re not testing the ERP. You’re watching a commercial.
What to do instead:
Bring actual workflows, common exceptions, and customer scenarios to the demo. Ask vendors to show you how their system handles your day-to-day operations.
- They Focus on Surface-Level Features
Many demos highlight shiny features—dashboards, mobile apps, or drag-and-drop screens. These look great but don’t always translate to real operational value.
Distributors often walk away excited about bells and whistles, only to realize later that core functions like pricing, unit conversions, or transfer tracking are limited or clunky.
What to do instead:
Dig into the operational backbone—how does the system handle pricing by ton, by pallet, by bundle? Can it support multi-location inventory? How are returns managed?
- They Don’t Involve the Right People
When only executives or IT teams attend the demo, critical operational needs get missed. Yard managers, sales reps, and accounting staff are the ones who will live in the system—yet they’re often left out of the process.
What to do instead:
Include key users from every department—sales, logistics, purchasing, finance, warehouse. Each group will catch different strengths or gaps.
- They Don’t Ask About What Happens After the Demo
Demos tend to focus on the best-case scenario. But ERP success depends heavily on implementation, training, and support. If you don’t ask about those things, you’ll never see the full picture.
What to do instead:
Ask about onboarding timelines, support availability, integration challenges, and how updates are handled. You’re not just buying software—you’re choosing a partner.
- They Don’t Use a Checklist at All
Many distributors go into demos without a structured way to compare vendors. They rely on gut feeling, vague impressions, or scattered notes. That’s a recipe for confusion—and regret.
What to do instead:
Use a standardized demo checklist that covers must-have features, integration points, industry-specific workflows, support models, and pricing clarity. Score each vendor on the same criteria.
Final Thought
ERP demos should be your best tool for making a confident, informed decision—but only if you know how to lead the conversation. When you let the vendor steer, you get a show. When you come prepared, you get answers that actually matter to your business.
The distributors who fail at ERP demos usually fail because they didn’t take control. Don’t make that mistake.
