Leading Beer Manufacturer in Poland Achieves Revenue Growth with Ivy Retail Execution

Solutions: Ivy Retail Execution
No. Of Users: 300+
Monthly Orders: 6,500+

One of the largest beer manufacturers in Poland has been using our route-to-market solution since 2018 to improve its field sales and service capabilities, partner engagements, and drive-up revenue. The company has five international brands under its portfolio other than the regional beers it produces.

Challenges of the Legacy RTM Solution

The beer giant was using a legacy system that could not integrate with other apps in its business, like CRM, Customer Support and Service, Inventory, and Operations management. The company wanted to implement one platform for its sales team, customer service, support, logistics, and control. It means bringing all customer information to one place, providing a 360 view, a single source of data, and a single source of truth.

Their inability to maintain a customer database in the legacy system was a significant setback for the organization. The beer giant approached us with one goal of simplifying sales processes to increase the efficiency of field forces. With a high-performing mobile application to manage field operations and provide real-time visibility, the company was looking to build a solid foundation to instill data-driven decision-making and increase revenue.

Achieving Perfect Store Execution with Ivy’s RTM Solution

We provided the beer giant with a state-of-the-art cloud-based Retail Execution Solution that supports catalog-based ordering, contract management, visit planning, promotion tracking, and more on their iPads. We integrated our Salesforce-based solution with their ERP and other applications, including SAP, B1, CTI, and Satellite Systems.

After various meetings with business stakeholders, we defined perfect store parameters for the company to enable all merchandisers to adhere to the sample store against planogram compliance, stock check, the share of shelf, etc. The merchandising team also uses the “Freshness Check” module in the app to conduct quality checks on the expiry dates and freshness of the beers on the shelves. Additionally, the Assets Management module within our solution allowed tracking of serialized assets across bars and stores in the region.

Rep Productivity and Collaboration

With our user-friendly and intuitive solution to manage sales and service for the business, the beer company saw its sales team come together for the first time. With improved collaboration with other business teams, the company saw an immediate impact on critical business metrics. For example, with better visibility and real-time information about a customer, the conversion rate per visit increased by 18%, and the bill value increased by 7% per order.

With our cloud-based, agile, and easily integrable solution, the beer giant achieved its financial goals and could keep internal stakeholders engaged and informed. The company now aims to expand into other regions with our solution and plans on implementing AI-based recommender systems to improve their analytics and recommendations for the sales team.

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