![Page 1: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/1.jpg)
Sales Force Enablement & Merchandising through Mobility
A PepsiAmericas Case Study in Improving Efficiencies
![Page 2: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/2.jpg)
Introduction• Former Director of Sales Operations at PepsiAmericas
• 10 years in the Field - Finance / Mfg / Sales (Retail & OP)
• 10 years at corporate working on cost reduction & productivity improvement initiatives:
– Presell conversion
– Channelized sales structure
– Demand planning / Centralize dispatch / Voice-pick in warehouse
– Merchandising
– KPI development / reporting
![Page 3: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/3.jpg)
Background• Merchandisers are hourly EE’s who manage inventory in store
– Stock shelves
– Build Displays
– Manage backroom
• DSD system
• Sales in 13 states
• Thousands of merchandisers
• Paper-based process
• 3 Person system (salesman / driver / merchandiser)
![Page 4: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/4.jpg)
Agenda
• Current State / Issues
• Strategy
• Future State / Solution
• Benefits
![Page 5: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/5.jpg)
Current State / Issues• Labor & Ops Cost Increases
• Productivity Decreases
– Increased # of SKU’s and points of distribution in store
– Shift of volume to supercenters
– Store demands for service
– Lack of permanent displays
– Static / manual scheduling
Costs increasing faster than earnings
Hourly manufacturing labor rate trend comparison(U.S. dollars for manufacturing workers 1975-2006)
Source: U.S. Dept. of Labor, VentureOutsource.com, February 2008
![Page 6: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/6.jpg)
Challenges Faced• Static / Manual Scheduling
– Stores assigned by geography
– Stores assigned by account type and volume
– Routes generally don’t vary to keep consistency in stores
– No historical information available for future schedules
– Peaks and Valleys due to Ads
• Workload Balancing
– Overtime
– Under-utilization of labor
![Page 7: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/7.jpg)
Challenges Faced• Clock in / Out
– Honor system for majority of field-based merchandisers
– Clock-in at depot adds commuting hours
– Lack of management to validate accuracy
– Administrative time to do weekly payroll
– Was the merchandiser actually in the storeand if so, how long?
• Mileage Re-imbursement
– No audit system
– In most cases pay what’s submitted
![Page 8: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/8.jpg)
Making the Case
• Generate the idea – Sell into senior management
• Get executive sponsorship for capital & resources
• Partner with IT, HR , PMO, Field Sales
• Vendor selection
• Configure & integrate solution
Entire process took > 1 year
Focus on People, Process & Technology
![Page 9: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/9.jpg)
Key requirements for automation:
• Schedule people based on in-store service requirements (i.e. ad
schedule changes & day of week)
• Full accountability for paid time & mileage reimbursement
o Remove “Honor System” and feed info to backend systems
• Provide merchandisers with “task list” at each account
• Simplify schedule changes with real-time re-assignments
• Increase historic knowledge of service time & understand cost to
serve
• Better KPI reporting capabilities
• Solution that can grow/adapt to changing business needs
Strategy – What did we need?
![Page 10: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/10.jpg)
The Solution
![Page 11: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/11.jpg)
Spring WirelessSpring Wireless
Spring Wireless Merchandising Solution to Address Entire Cycle
![Page 12: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/12.jpg)
Spring WirelessSpring Wireless
Effective route plans & resource
coverage
Effective route plans & resource
coverage
Out-of-the-box surveys & formsOut-of-the-box
surveys & forms
Improved compliance & field execution
Improved compliance & field execution
Track visits & deploy actions in
real-time
Track visits & deploy actions in
real-time
Full access to customers & planograms
Full access to customers & planograms
On-line analysis of patterns &
market insights
On-line analysis of patterns &
market insights
Spring Wireless Merchandising Solution to Address Entire Cycle
Promotions-based activity management
Promotions-based activity management
![Page 13: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/13.jpg)
Spring Wireless mSeries™ Solution Features
Master Data Management Planning Execution Tracking Intelligence
Centralized Mobile Data
Source
Resource & Activity
Planning
Productivity & Intelligence
Real-time Tracking
Analyze & Respond
![Page 14: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/14.jpg)
Master Data ManagementCentral data source for all mobile apps
• Off-line access to key business info
• History of visits & activities
• Data dynamically synchronized & updated
• Integration engine allows constant and consistent master data updates
![Page 15: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/15.jpg)
PlanningPlan Field Execution
• Routes built based on target service time
• Visit schedules based on calendar recurrence, marketing cycles & ad types
• Dynamic assignment of activities based on visit type
• Flexible route views (list or agenda-style, visit type, status)
• Real-time assignments & route adjustments
![Page 16: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/16.jpg)
ExecutionProductivity & Intelligence in the Field
• Out-of-the-box surveys + forms:
• Consistent field execution
• Agile response to market demands & competitive actions
• Improved customer knowledge and satisfaction
![Page 17: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/17.jpg)
TrackingTrack Activities, Location & Results
• Track field execution to improve planning and assure visit quality
• Real-time info of field execution & business results
• Location tracking
• Breadcrumb trails of routes
• Reports & alerts for speeding violations, total mileage, number of stops, time per stops etc.
001
015
006
User: Chris GrimesWorked time: 4:20 hoursShift time: 8 hoursEvent: BreakReason: Lunch
![Page 18: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/18.jpg)
• Built-in business intelligence:− Dashboard: field results at a glance
− Reports: out-of-box business info
− Analytics: get tailored info through ad-hoc analysis
• Prebuilt KPIs: working days, visit
coverage, out of stock issues,
executed surveys, …
IntelligenceMeasure, Analyze & Improve Field Process
![Page 19: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/19.jpg)
Solution Video
![Page 20: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/20.jpg)
• System fully configured & ready to pilot
• Productivity gains / labor reduction expected 4-6%
• OT reduction @ 10-20%
• Under utilized time identified and eliminated
• New reporting metrics developed and used
• Reduced Out of Stocks
• Consistent processes = Consistent service
Results
![Page 21: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/21.jpg)
Appendix
![Page 22: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/22.jpg)
![Page 23: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/23.jpg)
![Page 24: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/24.jpg)
![Page 25: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/25.jpg)
![Page 26: Pepsi sales force enablement & merchandising through mobility](https://reader038.vdocuments.us/reader038/viewer/2022102804/54bd0a4a4a7959df4b8b4692/html5/thumbnails/26.jpg)