CPG Distribution
From guesswork to guided selling: 100% field continuity for 3,500 reps
A leading U.S. multi-brand beverage distributor manages sales for hundreds of major spirits, wine, and beer brands to both on-premise consumption sites and off-premise retail. Its 3,500 field reps each manage 85 to 90 accounts in regions with poor connectivity, requiring tools that deliver instant, accurate decision support.
Results at a glance
100% — field continuity in zero-connectivity zones
20 mins — per full store visit: orders, goals, surveys
40 to 50+ — goals hit per month by top performers (of 70)
2 taps — from 16 deals to 8 account-relevant options
The challenge
Goals communicated by email — no real-time tracking across 50 to 70 spreadsheet-managed goals.
Account segmentation locked in back-office — inaccessible to reps.
Pricing disconnected from account context — manual, complex, and slow.
Zero offline mode — reps stranded in low-signal territories.
Inconsistent data quality — degrading reporting and goaling accuracy.
The results
Metric | Impact delivered |
|---|---|
Visit efficiency | Full store visit completed in 20 mins — orders, goal updates, surveys, and inventory on one device, one app. |
Goal attainment | Top performers hitting 40 to 50+ of 50 to 70 monthly goals with the new structured planning tool. |
Offline coverage | 100% field continuity in zero-connectivity zones. |
Account coverage | 3,500 reps managing 85 to 90 accounts each; active/inactive flags from SAP keep pipelines accurate and clean. |
Data quality | Focus marketing attribute accuracy materially improved, which directly impacts reporting and commercial goaling across the org. |
“Anything that we have needed, we have been able to build into the application at a very reasonable price. It has made a large difference in generating revenue.”
— Sr. Manager, Sales Enablement Platform