Improve Field Sales Performance and Operations
- GraceKennedy’s (GK) mission is to deliver the taste of Jamaican and other multicultural foods to the world
- GK manufactures food through its own factories as well as through external suppliers. In addition to its own brands, GK also manufactures and distributes third party brands in Jamaica and internationally
- The company operates in Jamaica, the Caribbean, Central America, North America, Africa and several European countries
The Problem
- GK markets, sells and distributes its Grace, Lafe and 3rd party principal products through a network of field sales reps
- There are a variety of demographic factors that influence decision making to sustain and organically grow
- Operating to achieve stretched targets with high volume of orders, in variety of routes and regions is challenging
- Field sales operates with limited tribal knowledge
- This often leads to loss of sales, market share and less than desired financial outcomes (revenue, margin, profitability)
Live view of profitability by route, transaction, customer is critical to ensuring profit objectives are achieved. Sales team has real-time access and visibility into their sales performance. This helps leaders proactively drive sales force behaviors to achieve positive results and address performance gaps.
Alberto Young
Vice President— Sales & Operations
The Solution & Impact
- OpsVeda enabled live information hub with integrated view into sales, supply, inventory and logistics operations
- Sales reps, supervisors and executives—all get a consistent live actionable intelligence for their customer base, routes, regions and organization
- Proactive insights into orders, supply, inventory, fulfillment, distribution, billing, collection and even projected sales commission against performance targets helps drive performance
- Operations team is empowered with real-time visibility into risks and opportunities via exceptions, alerts and storyboards
- Role-based Control Tower helps executives have a finger on the pulse of all operations area and performance
Improved User Productivity by up to 40% Increased Sales Force Motivation and Performance
Solution
- Mobile Field Sales
Objective
- Improve Visibility at all levels
- Improve Field Sales Performance
- Automate Decision Making
Relevance
- CPG, Food & Beverage
- Fashion, Retail
- Hi-Tech Industries