Work / Beverages · On-trade sales and investment

The outlet, the contract and the investment in one platform.

An international beverage company whose on-trade sales force worked across 22 separate tools. We redesigned the commercial and investment process around the potential of each outlet and built the platform that now runs it.

The companyAn international beverage company with a sales force dedicated to the on-trade: bars, restaurants and hotels. Its reps manage a portfolio of outlets, sign supply contracts with them and request investment and financing to win or keep each account, with regional managers and a finance team approving every step.

How it workedReps moved between 22 separate tools to manage their outlets, prepare contracts and request investment. More than 15 contract types each followed their own route to preparation, approval and filing. Investment and financing requests were calculated by the finance team in a spreadsheet model, and sell-out data reached the company through a paid third-party aggregation service. There was no shared view of which outlets had the most potential.

What was built

One platform between the sales team, the customer and the ERP.

The path of an investment request today, from the visit to the agreement in the ERP.

AIStep performed by AI, reviewed by the teambefore → afterAt each step

Investment needThe customer asks for support to grow

SignatureThe customer signs online

Sales repVisits customers ranked by potential

Sales managerApproves within their limits

Customer recordContracts, sell-out and investments in one view22 tools → 1

AIInvestment requestOffer and documents checked by AI60% incomplete → 0%

ApprovalRouted automatically by amount20 days → 24–48 h

ContractGenerated and sent for signaturemanual → generated

AgreementPrepared for the ERP once signedre-keyed → prepared

DistributorsSell-out by customer

ERPAgreements and payments

during the visitprepares the visitapprovese-signaturesignssell-out dataready to loadCustomerSales teamCommercial
platformSystems

CustomerAsks for support to grow, during the visit

Sales repVisits customers ranked by potential

Customer recordContracts, sell-out and investments in one view22 tools → 1

DistributorsSell-out by customer

AIInvestment requestOffer simulated, documents checked by AIIncomplete 60% → 0%

Sales managerApproves within their limits

ApprovalRouted automatically by amount20 days → 24–48 h

CustomerReceives the contract and signs online

ContractGenerated and sent for e-signaturemanual → generated

AgreementPrepared for the ERP once signedre-keyed → prepared

ERPAgreements and payments, ready to load

Inside the platform

The screens the sales team works in every day.

CONFIDENTIALCustomer and employee names masked

Outlet recordEverything the rep needs before walking in: what the outlet serves, how its contract is tracking against the commitment and what it buys, brand by brand.

Products listed at the outlet, updated at each visit
Committed volume against actual purchases, with what is left to meet the commitment
Purchases by brand over the last 12 months against the previous year, read from distributor data

Team objectivesRegional managers follow the visits and objectives of the whole team, and of each rep, against the targets for the period.

Progress on each objective set against the pace expected to date
Reps ahead or behind flagged on every objective
Missed visits listed so they can be rescheduled

← Back to our work

The outlet, the contract and the investment in one platform.

One platform between the sales team, the customer and the ERP.

The screens the sales team works in every day.

What needs to work better?