April over prior year. That review produced useful statistics that helped management and the sales team see progress broken down into the eight main sales channels we employ (e.g., sales team new start, route salesman new start, online new start, etc.). The management team quickly saw a glaring need, and we were immediately able to put plans in place to react to our new data. I don’t share that story to be applauded for my savvy computer skills or chart-producing abilities but rather to illustrate how quick and easy a good route management and reporting software suite can make tangible differences in understanding your companies and your customers.
Helpfulness of Handhelds
“The first rule of any technology used in a business is that automation applied to an efficient operation will magnify the efficiency. The second is that automation applied to an inefficient operation will magnify the inefficiency.” – Bill Gates Get Centralized Most companies have moved their customer data to electronic form, and, as that’s the basis for all further technology, it’s an important starting point. If you want to improve your distribution system, my first suggestion is that you place all customer account information on a centralized server. You can have your pick of several technology suppliers who will be more than willing to help you get your customers organized 22
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electronically; you might want to use industry-standard SQL-compliant databases with software for each computer or mobile device to easily access that data in smart, intuitive ways. With easy access to your customer data, you can spot trends and gather important sales and distribution information— and that translates directly into profit. Recently, I spent about 20 minutes gathering sales data for the month of
Once you have your centralized server up and running, I suggest you connect the handheld computers used by your route salespeople to the customer database. As I’m sure you are painfully aware, today’s distribution methods—handling multiple routes and employees—are complex. Delivery drivers can no longer rely on a binder of paperwork that contains all the information they need to complete their daily tasks—everything from directions to their scheduled stops to previous delivery data and customer information. Such paperwork has to be updated constantly, obviously, with new stops and customer-related information, which leads to long hours of manual data entry by an employee whose time would be put to better use gathering new business and growing the route. While those same delivery details and information are as important today as ever—they are far more accessible thanks to technology. All you need is a modern smartphone. The widespread and open platform that Android has brought to the table is a game changer for deploying technology into the field,