Fortbrand Modernizes Sales with Sales Cloud, RCA, and MuleSoft
Fortbrand Services (Fortbrand) has built a strong reputation over four decades in aviation ground support equipment. But when back-to-back growth milestones reshaped the scale of the business, its existing technology could no longer keep pace. Across Sales Cloud, Revenue Cloud Advanced (RCA), and a custom two-way MuleSoft integration with its ERP, Acquis delivered a modern Salesforce infrastructure built to scale with the business.
Trusted leader in aviation
Founded in 1983, Fortbrand is a leading provider of aircraft ground support equipment (GSE) and airfield maintenance equipment (AME). The company leases, rents, sells, maintains, and trades the equipment that keeps airports running. Fortbrand serves customers across the United States and Canada, with a growing presence in the United Kingdom.
Growth demands modernization
Fortbrand had always operated lean, but two major milestones quickly reshaped the scale of the business. The company completed an acquisition that roughly doubled its sales volume, and it secured a significant contract to supply equipment for a new terminal at a major international airport. This level of growth marked an inflection point, accelerating the need for systems and processes that could support the business at scale.
As Fortbrand grew, its leadership recognized an opportunity to modernize the systems that had supported the company through its early growth. Built on Microsoft Business Central, the business had established a solid operational foundation, yet continued expansion created a clear need for deeper visibility into pipeline activity and sales performance. The path forward called for a more connected, intelligent platform capable of growing alongside the business.
The quoting process underscored that need. Fortbrand's model — selling and leasing equipment from existing inventory, with pricing that varies by equipment category, and lease duration — requires a high degree of precision and flexibility. As deal volume grew, it became evident that delivering that level of accuracy and consistency at scale would require purpose-built tools designed to handle dynamic pricing automatically, reduce manual effort, and empower the sales team to move faster with confidence.
Fortbrand needed a CRM and quoting platform that could accommodate the complexity of its business model while introducing the visibility, control, and standardization required to support continued growth. The company chose Salesforce and, on Salesforce’s recommendation, selected Acquis to lead the implementation.
A solution built for complexity
Acquis began with a discovery process that mapped Fortbrand’s sales, quoting, contracting, and invoicing workflows, incorporating processes from both the legacy business and the acquired company. That foundation informed every decision that followed.
Acquis implemented Salesforce Sales Cloud, giving Fortbrand a centralized CRM and bringing together sales operations that had previously been managed across multiple tools. The team migrated accounts, contacts, and contract data from Business Central into Sales Cloud, establishing a single source of truth for the commercial organization.
Recognizing the complexity of Fortbrand’s quoting requirements, Acquis determined that Sales Cloud alone would not meet the organization’s long-term needs and recommended Revenue Cloud Advanced (RCA). RCA provided the flexibility to build a tailored quoting engine capable of handling Fortbrand’s multi-variable pricing model. The solution supports current complexity while remaining scalable as the business continues to grow.
To connect Salesforce with Business Central, Acquis designed and implemented a custom two-way MuleSoft integration. This integration gives Fortbrand’s sales team real-time visibility into available inventory directly within Salesforce, allowing sellers to quote against specific units and generic product categories. Once a deal closes, the integration sends the relevant data back to Business Central to update equipment status and support the contract lifecycle process. This bidirectional flow maintains data accuracy across systems and removes the manual handoffs.
Beyond the core platform and integration, Acquis introduced several targeted operational improvements. Automated approval workflows using logic-based routing to escalate only the quotes that require executive oversight. The team also developed a unified, branded quote template, ensuring consistency across all customer-facing documents.
Ready for what comes next
Fortbrand now operates on a unified Salesforce platform with the infrastructure to support its next phase of growth. Sales leadership has full visibility into pipeline activity and performance. The quoting process runs through a single system with dynamic pricing, automated workflows, and consistent, branded outputs.
The two-way MuleSoft integration with Business Central keeps sales and operations aligned on a shared, real-time view of the business, eliminating the need for manual reconciliation. Sellers now quote against live inventory with accurate, dynamically calculated pricing, a significant step forward from the prior process.
Fortbrand’s partnership with Acquis continues. With additional enhancements on the horizon, the engagement has evolved from a defined implementation into an ongoing strategic relationship, focused on helping Fortbrand realize the full value of its Salesforce investment as the business continues to scale.
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