TOOLS FOR HQ TO DIRECT AND MANAGE THE FIELD

KING OR Queen Bee:

• buzz provides the head of the sales team with a powerful tool to direct and manage the field in real time.

Promo / Event Planning & Marketing Calendar

• Seamless integration with Call Planning, Calls and Orders for communication between the Head Office and Field resources.

• Plan and track consumer deals, public events, tie in to social media, as well as, digital and traditional advertising.

• Promotions can be negotiated with any level of the account hierarchy, yet precision-targeted to the appropriate outlets.

• Supports brand and category level deals and events.

• Can be imported with simple “wizard” tool (Excel, 3rd party systems, etc.)

• Brand and Category Managers can ensure their events are efficiently aligned.

• National/ Key Account can plan their promotions to leverage the consumer brand awareness and demand generated by the events.

• Field users have a full picture of events (ads, consumer events, etc) alongside account promotions.

• Drill down and aggregate capabilities according to account, product and period hierarchies.

• Security to manage visibility to the field based on status, market or line of business.

• Component of larger Programs, such as product launches.

• Drive the integrated Marketing Calendar.

Market & Product Targeting / Segmentation

• Segment your product offerings according to market needs.

• Quickly and easily define criteria-based groupings of accounts that represent your various markets and product offerings and segment these customers according to the way your organization understands their markets.

• Used to target head office directives such as action items and promotions, and to define territories.

• Supports exceptions: can choose to opt out or exceptional add members.

SKU Authorization By Account & By Store

• Define and manage both top down and bottom up account and store/ outlet authorized products (listings), assortments and layouts per various sections and effective periods.

• Can be defined at any level of the Account hierarchy.

• Corporate master layouts can be defined by Category Managers and adapted by Key Account Managers for their accounts’ hierarchies and market clustered outlets.

• Can be imported using simple “wizard” tool.

• Powerful functionality ensures automatic updates for centrally managed changes.

• Outlet level assortments and listings can be adapted and fine tuned by Field resources.

Field Directives (Action Items)

• Powerful tool for Brand/ Category Managers or Key Account Managers to define tasks, surveys or profiling questions within minutes and precision target by market and by role for execution in the field.

• Effective periods, structured responses ensure valuable field time is respected.

• Estimated effort and integrated approval process ensure field capacity is respected.

Territory Management & Call Planning:

• Whether you have a single dedicated field resource assigned per customer or need to manage complex team selling, territories can be defined per role, markets and lines of business.

Reports & Dashboards:

• Designed to be flexible so you can configure it to your specifications, the Reports and Dashboards provide you a snapshot or a detailed dive into your key performance indicators so you know how you're measuring up against your objectives. Regardless of how they are configured, Dashboards are updated in real time whether it’s out-of-stocks status, distribution, share of shelf trending, sales by time period or special action items you are tracking.

SOCIAL MOBILE OPEN

• force.com’s Chatter is a private and secure internal network you can create by team or by project (like a private Facebook).

• Chatter allows for real-time collaboration where updates on the people, projects, and data that matter most are automatically pushed to you.

• Work more efficiently and closely with your colleagues by sharing files, updating the network on progress of your project and following the progress or information of those within your group

• The Sales Cloud's mobile capabilities keep you connected via Blackberry or iPhone.

• With instant access on your handheld device, you can log calls, respond to hot leads, and access vital information like opportunities and dashboards wherever you are.

• Your critical records and information are at your fingertips no matter where you are with salesforce.com Mobile.

• You'll stay on top of late-breaking developments in real time from anywhere, making it easy to collaborate with your team and seal the deal quickly.

• And with Chatter for your mobile device, boost productivity with all business information coming to you, making team collaboration easy to seal the deal quickly.

• It's all about force.com. Flexibility. Easy development of departmental/edge applications. 5x faster, half the cost.

TOOLS TO OPTIMIZE SALES REP EFFECTIVENESS IN FIELD

Territory Management & Call Planning

• buzz provides the sales team in the field with a powerful tool to receive daily updates on key objectives, directives and tactical requirements in real time on a mobile device to maximize each reps efficiency.

Account & Outlet Intelligence

• Ensure your team has a complete and up to date 360° view of your customers.

• Best times for deliveries and for calling on key contacts.

• Dynamic store profile tracking.

• Account and outlet contact hierarchy.

• Define outlet’s specific distribution channels.

• Define call frequency/coverage objectives per role and track achievements.

• One-click access to all ongoing and historical communications, sales activities and initiatives.

Call Planning & Calendar Integration

• Intelligently plan and prioritize calls to be at the right place at the right time, based on best times, personal call objectives and head office directives such as tasks, upcoming and in-store promotions.

• Plan around fixed appointments.

• Respect capacity.

• Save time by multi-selecting and mass generating calls.

• Calls can be both generated and re-scheduled into calendar with simple drag and drop functionality.

Call Routing

• Integrated mapping allows users to visualize and optimize route for planned calls based on geographic location and call priority.

• Drag and drop functionality to move calls, to sequence calls within day, move to another day within week or different week.

• Review upcoming calls without needing to leave the screen.

Call Preparation / In-Store Activity

• Review the most up to date information relevant to the call and prepare accordingly, either several weeks or only minutes before calling on the store.

• Users can align their own objectives with Head Office directives.

• At-a-glance last call data summary; complete previous call data is only a click away.

• Web-Mobile and Native iPAD* application under development.

• Single tool for all in-store activities that match your process flow: Capture store conditions, track compliance, respond to head office directives, cut in new products and even prepare orders in an efficient, structured and logical flow according to the store layout.

• Respond quickly and easily to tasks and surveys.

• Numerous prebuilt types of data columns means the system administrator can define organization specific audit columns within minutes.

• Tasks or surveys linked to specific products appear alongside the specific call detail.

• Easy to configure rules to define “universe” of products based on assortments, order history or other specific requirements.

• Track competitor products as easily as your own.

• When meeting with store manager:

• • Show relevant presentations directly from within the call

  • Easily summarize highlights for discussion.

Orders & Booking

• Order both stocking orders and plan demand.

• Supports your DSD service.

• Easy to configure workflow alerts for 3rd party supplier involvement.

• Seamlessly integrated account promotions.