CASE STUDY

Beverage Distributor ensures formal in-route evaluation & timely feedback through digital tools​

​A global beverage supplier's U.S. distribution division, serving markets throughout the country, needed to standardize in-route evaluations of Sales Reps and ensure timely feedback by management.
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The company hired PS Solutions Group to design a digital route ride evaluation process that would evaluate Sales Rep In-Store Execution & Step To The Sales Call and provide reporting recaps for management review and integrated Sales Rep feedback.
INDUSTRY
  • Food & Beverage
  • ​Wholesale & Distribution
CLIENT
U.S. distribution division of global beverage supplier
Services
  • ​Marketing & Sales - In Route Evaluation 
  • Process Engineering - Business Process Engineering
GEOGRAPHIC AREA
United States​
  • Challenge
  • Solution
  • Results
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Distributor needed to standardize in-route evaluations of Sales Reps, ensure timely feedback by management, and transparency into each route ride for tracking &  reporting.
  • Wide variances in paper-based route ride evaluation forms utilized from market to market resulting in minimal consistency​
  • Inconsistent and often poor feedback provided by management to Sales Reps, resulting in Sales Reps being unclear on how to improve to meet expectations
  • Paper-based forms were often discarded, resulting in no tracking mechanism for validating management route ride frequency
  • Lack of historical route ride evaluations, for utilization in monthly and annual Performance Reviews, resulting in subjective reviews
PS Solutions Group designed a digital route ride evaluation process to formally evaluate Sales Rep In-Store Execution & Step To The Sales Call and provide reporting recaps for management review and integrated Sales Rep feedback on the following:
  • Preparation
  • Target Setting
  • ​Steps To The Sales Call
  • In-Store Execution
  • Route Sales Effectiveness
  • Overall Performance Results​​​
  • Weekly Route Ride Summary Report emailed weekly to all managers
  • Route Ride Recaps emailed weekly by front-line managers to Sales Reps
  • Increased Average Route Rides per Manager per Week by 77%
  • Achieved Utilization of new digital tools by 96% of Total Profit Centers and 88% of Front-Line Managers
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