SMA

The information listed in the diagram above is approved by your sales managers and automatically pushed down to the rep every day. When they go to a customer to place an order they have to order the product or give a reason why they are not ordering. 

Qualified Distribution can be defined a number of ways depending on what you decide with your suppliers. Here are some examples of options you have

• Case or bottle sold in the last 3, 4 or 6 months
• Average of number of cases sold over the last 3,4,6, or 12 months
• Case or bottle sales of more than one flavor or size during a specific time period
• Current shelf or back bar inventory

It is up to you to work with you supplier to determine by brand what qualifies as new distribution and select the right accounts to target. Our software will help you manage it in the time frame you select.

Promo is designed to improve compliance by giving your sales reps up to three weeks notice about an upcoming promotion and weekly reminders if needed. You can enter the information locally or have the suppliers enter it and have it pushed down into your system. The goal is to have once central source for all this information. Here are some of the promo types

On Premise

• Optional or mandatory
• Ongoing or limited time offer
• Promo types
  • Wine list
  • Wine by the glass
  • Drink list
  • Drink Feature
  • Cordial
  • Well
  • Premium
  • Back Bar
• Authorized product
  • Special select or culinary products can be setup to reduce chargeback issues
  • Cases only or bottle on rules care available

Off premise

• Ad type
• Ad price
• Start and end dates
• Display
  • Endcap
  • In aisle
  • Out of Section
• POS information and how it is to arrive

Reporting:Promo and Qualified Distribution includes

• Program start and end date
• Number of qualified accounts selected
• Daily updates on
  • Account orders
  • Reason an account is not ordering
    • Manager not available
      • Date prompt for when manager will return
    • Manager refused
    • No budget
    • Too expensive
    • Program did not work last year
    • Inventory on hand
  • List of accounts yet to be presented

Key point: Sales managers will no longer have to spend valuable time collecting this data. Rather they can now work with their sales reps to secure new distribution and sell cases

What about the sales reps? We have shown this to a variety of sales reps and here are some of the things they have told us

• Thank you, there are so many things to remember and having this information right in front of me will make it much easier
• I do not always bring my computer into an account but I will now so I have this information in one place
• This will help me sell more cases

What about sales managers? In our conversations with a variety of managers they all tell us the same thing - there are too many things to do and they cannot keep up. When they see how many hours a week they will save because they have the reports automatically filled in with the orders as well as the reasons and accounts are not ordering they are thrilled.

What about suppliers? We have shown this to a number of large wine and spirits suppliers and they immediately see the benefit of having one way to communicate promotions and qualified distribution. They are most interested in seeing the reasons why an account is not ordering so they can adapt their programs going forward.