Customer Overview
Global leader in the wine and spirits industry, known for its diverse portfolio of premium brands across more than 160 countries. The company focuses on sustainable and responsible growth, blending tradition with innovation in the production of its beverages.
Problem/goal
Business Challenge:
Beverage Manufacturer, a global leader in wine and spirits, required a comprehensive tool to streamline sales operations, from visit planning to order placement while ensuring accurate tracking of product availability and quantities at retail outlets.
Technical Challenge:
Developing a unified solution for field sales representatives across affiliates, configurable to each affiliate's requirements and customizable based on customer feedback and roadmap priorities.
Solution
Business Solution:
"Account 360" empowers sales representatives with smart visit planning, contract management, advanced product audits, seamless sales order processing, and real-time target and inventory tracking, enhancing sales effectiveness and customer satisfaction.
Technical Solution:
An offline solution for field users, leveraging standard Salesforce tools, native mobile applications, and customizations integrated with various services to support diverse sales processes and requirements. Key features include outlet-to-supplier mapping, competitor promo tracking, contract audit, approval processes, integration for sales orders, and comprehensive inventory management.
Technologies used
Results & Outcomes
Business Outcomes:
- Improved visit planning: Solution eliminates the reliance on sales representatives' individual skills by providing structured action checklists, reducing planning time, and ensuring comprehensive outlet coverage.
- Enhanced product visibility: leveraging data analysis and machine learning algorithms, Solution recommends products to be sold to customers, ensuring sales representatives have visibility into the right products to offer, boosting sales opportunities and revenue.
- Optimized visit prioritization: by integrating visit reason information into the app, Solution enables sales representatives to prioritize outlet visits based on calculated relevance, improving visit efficiency and maximizing sales impact.
Business outcomes
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