In the competitive automotive industry, speed and accuracy in vehicle configuration and distribution are critical. For GST Gulf States, one of the largest private Toyota distributors in the U.S., managing 26,000 cars every two weeks across 152 dealerships and 594 locations was overwhelming.
The existing legacy IBM system—paired with outdated custom software—had far exceeded its useful life. Sales teams faced extreme inefficiencies: 18,000 units had to be individually configured every two weeks, rule sets had to be managed manually, and last-minute supply chain changes created chaos. With 900+ users able to modify configurations in an external Dealer Portal, errors and inconsistencies were constant.
26,000 cars every two weeks—configured manually on a legacy IBM system with 900+ users introducing errors.
GST’s leadership needed a streamlined, scalable solution to manage thousands of vehicle configurations, align distribution with supply and demand, and empower their 15-person sales team without drowning them in administrative work.
That’s when GST partnered with Canidium. Leveraging SAP technologies—including S/4HANA, Variant Configuration, Vehicle Management System (VMS), and CPQ—Canidium designed and implemented an integrated solution that could handle GST’s scale. They introduced custom CPQ rule sets to manage configurations, integrated non-standard systems like VMS through SAP Middleware and Boomi, and provided a streamlined process flow for both dealers and district managers.
The transformation was dramatic. Manual configuration hours dropped significantly, configuration accuracy improved, and district managers could now manage units at both dealer and district levels without memorizing rule sets. GST gained a maintainable, scalable platform built to handle the complexity of thousands of vehicles, hundreds of dealerships, and rapidly changing supply conditions.
“How do you get 26,000 cars to 150 dealerships in 5 states every 2 weeks? With the right partner and the right technology, it’s possible.”
By the end of the project, GST turned a fractured, error-prone process into a streamlined, integrated system that empowered sales, reduced errors, and ensured vehicles reached the right dealers—on time, every time.
FAQ: GST Gulf States, Canidium, and SAP CPQ – A Distribution Transformation
1. Who is GST Gulf States and why did they need Canidium’s support?
GST Gulf States, a Toyota distributor with $8.3B in revenue, 2,000+ employees, and 152 dealerships, struggled with outdated IBM systems and manual processes to manage 26,000 cars every two weeks. Their scale, paired with last-minute supply chain changes, made manual configuration unsustainable.
2. What were the biggest challenges GST faced?
- 18,000 units individually configured every two weeks.
- 900+ portal users introducing errors and inconsistencies.
- No reference key—sales teams had to memorize rule sets.
- Last-minute supply chain/vendor updates constantly disrupted configurations.
- Legacy IBM system and custom-built software far beyond end-of-life.
3. What technical barriers existed?
- VMS integration with SAP CPQ is non-standard.
- Variant Configuration (VC) models alone couldn’t support GST’s dynamic rule sets.
- Multiple integration points required (CPQ, VMS, middleware, Dealer Portal).
- Needed both high performance and ease of use for 15-person sales team.
4. How did Canidium partner with GST?
- Implemented SAP S/4HANA, Variant Configuration, Vehicle Management System (VMS), and SAP CPQ.
- Designed custom CPQ rules engine to handle GST’s dynamic rule sets.
- Integrated VMS with CPQ using SAP Middleware (CPI & CPS) and Boomi.
- Streamlined dealer and district-level workflows for usability.
5. What solutions were implemented and what was the impact?
- Automated and streamlined vehicle configuration processes.
- Reduced manual workload for sales and distribution teams.
- Improved accuracy with centralized rules and fewer manual edits.
- Enabled scalable management of 26,000 cars every two weeks.
- Delivered a maintainable solution that can evolve with market changes.
6. What measurable results did GST realize?
- 18,000 manual configurations eliminated every two weeks.
- 900+ potential error points reduced by tightening portal controls.
- District managers gained ability to manage at both dealer and district levels.
- Improved speed and accuracy in distribution to 152 dealerships, 594 locations.
7. What technologies were used?
- SAP S/4HANA
- SAP Variant Configuration (VC)
- SAP Vehicle Management System (VMS)
- SAP CPQ
- SAP Middleware (CPI, CPS) + Boomi
- Custom Dealer Portal
8. What role did leadership play?
Leadership championed the shift to modern SAP solutions, recognizing that manual systems couldn’t support GST’s massive scale and future growth.
9. What feedback did GST provide about Canidium’s role?
"Canidium was an excellent partner to work with on our CPQ implementation journey. The key differentiators that separated them from other implementors was the depth and talent of their team members and their willingness to adapt as we encountered the inevitable project roadblocks." - Director, Corporate & Dealer Solutions
10. Why should organizations with complex distribution and CPQ needs choose Canidium?
- Proven expertise in large-scale SAP CPQ implementations.
- Ability to integrate non-standard systems like VMS.
- Experience streamlining highly complex, high-volume distribution workflows.
- Trusted by enterprises with billions in revenue and thousands of products.
