FERRERO WINS BIG AT 2019 SHOP! MARKETING AWARDS

Most retail execution reporting proves that something happened at the same time as something else. Compliance went up in Q3 and sales went up in Q3, therefore compliance drove sales. Perhaps it did, or the weather was good, a competitor was out of stock, a category promotion ran, and compliance improved because your best representatives were reassigned to your best stores.

The Pitch stage industrializes what good representatives do instinctively. The platform creates a custom pitch for that store buyer, for that moment in time, provides options rather than a single script, tracks the usage of the pitch through breadcrumbs so it can be analyzed later, and automates the administrative process of turning a sales pitch into an order.

Somewhere in the system there are dozens of exception rules firing daily into a representative’s task list. They flag out-of-stocks, price gaps, compliance failures and distribution voids. The rules work. The alerts are accurate. Even so, adoption is somewhere south of forty percent, because the representative opens the list, sees eighteen items, has time for four, and has no principled way to choose.