Supplements in PocketAdvantage

Supplements in PocketAdvantage

A Note | From Inventiv At Inventiv, we take pride in our ongoing innovation. Our products continue to grow and develop. We are able to keep our wheels turning thanks to the voices and perspectives of you all as our customers. We strive to foster open lines of communication, and as a team, have developed an intuition for efficiency in this group effort to make your wholesale distributions processes faster, smoother, and more transparent.

We like to call ourselves a wine and spirits company that specializes in software rather than a software company that specializes in the industry. We tailor the app options to fit the client’s needs rather than developers dictating how a company runs its business processes. Part of what differentiates us from the competition is our willingness to create new features by spending time on site and in the field with sales reps, delivery drivers, warehouse personnel and upper management. We then make those custom features available for everyone to acquire.

In this booklet, you will find each of the eight Inventiv Supplements paired with collection of prominent benefits and use case(s). The utility of each Supplement will demonstrated streamlining and solving some of the relatively unique challenges that our platform is best equipped to solve or prevent moving forward. We aim for you to use this booklet as a reference for upcoming demonstrations. We look forward to closing the gap on any and all of our platform’s features that best serve you.

Upon request, we will provide you a personalized feature report campaign in order to inform you of certain powerful app options that you may not be fully aware of, whether those features are already available and able to be turned on, or accessible with a fee.

By increasing your awareness of available features and our awareness of which features would improve your day-to-day, we will all have more productive and more targeted meetings, trainings, and demonstrations. We encourage you all to continue including us in personal ride-alongs in the field, because every voice matters and has a place in our development. And believe me, no one is more pleased to share that our pursuit of a truly universal platform is stronger than ever.

After 27 years in the wine and spirits industry, a few things have not changed: our commitment to improving our software, to focusing on the influence of user experience with our products, and to increasing accessibility and transparency for every customer. We keep our company slogan in mind every day:

Every screen tap we save you, adds a second to your life.

Introduction | Supplements in PocketAdvantage Customers expect your entire organization to know who they are and how you can best serve their needs. Here is a simple question to test whether you are ready: how long does it take a new sales reps to get up to speed on the customers in their territory?

If your answer is 6-8 weeks, then your customer profiles are not ready for the digital transformation.

So why do you not have up to date customer profiles? Here are a couple of reasons we have heard:

1 Many sales reps resist giving this information, their contacts, and their daily activities.

2

Which leads to sales managers to not ask their sales team to keep up to date customer profiles.

3

The data is stuck in bits and pieces between Excel, your ERP, and your sales reps personal phone.

If these reasons reflect your business it is time to make a change. Sales reps, in general, do not like to enter data and can comment that these systems are slowing them down. However, their sales managers need the information concerning what the sales reps are working on during each sales call to help their sales team reach their goals.

Sales reps and managers have one app for supplements and order entry, linking these into one app for the sales reps to use enables what we call Accelerated Adoption. Because sales reps use PocketAdvantage for order entry, we can remind them to confirm the data that is accurate. Accelerated Adoption is the ‘secret sauce’ of Supplements.

We know your sales reps are very busy and have way too many apps. We built Supplements, as a helping hand, to enable your sales team to complete this process as quickly as possible on a single platform.

Supplements | Contacts In the bustling world of sales, there was a team of dedicated reps who worked tirelessly to ensure their customers were always satisfied.They faced a daily challenge: keeping track of who handled each order, payment, and delivery. It was a complex task, especially when dealing with multiple buyers, but they were determined to find a solution.

So, Inventiv Software developed and introduced a supplement called Contacts. It was a simple yet powerful tool that allowed reps to confirm contacts within the order process. With transparency at its core, Contacts revealed who was responsible for each step, whether it was one buyer or many, using helpful last name prompts.

The reps were thrilled. They could now record their regular customer visits, whether in person, over the phone, via FaceTime, or Zoom. This feature was invaluable, as it captured all the contacts they spoke with or saw during these meetings. It was especially useful for managers and sales reps covering routes when a colleague was away. Special screens even appear for certain days called on, showing customers in the sequence of their meetings.

The team realized that Contacts was not just a tool for efficiency but also a bridge to seamless transitions. When a rep left the company, the new replacement could quickly get up to speed, thanks to the comprehensive contact information. Even during vacations, reps and managers covering territories remained fully informed, knowing exactly who to contact and meet at each account.

The magic of Contacts extended to order confirmations. Just like Amazon, the team could notify customers of new orders placed. Each night, as invoices were processed (whether from PocketAdvantage, EDI, Provi, Diver, eCommerce website), customers received emails detailing the day’s delivery invoice, ensuring they knew what to expect. For COD accounts, pricing and totals were automatically sent out, streamlining the process.

Sharing information became a breeze. Reps and managers could export data from Contacts as a PDF or list and share it via email with preselected recipients. Communicating with customers was as simple as sending an email, text, or FaceTime with just a few taps. Additionally, Contacts allowed them to target specific individuals involved in orders, statements, and deliveries, enhancing their email marketing campaigns.

In this world of sales, accurate contacts are the foundation of the customer experience. With Contacts, the team could tailor messages to the roles and preferences of their customers, providing an open list of personal and collective contacts for common substitutions and new employees. Full contact information is always accessible in the PocketAdvantage subview, ensuring that the team’s magic never faded.

And so, the team of sales reps moved on with their day, confident that with the help of Contacts, they could deliver exceptional customer service every day.

Supplements | Attributes Our dynamic sales team continues their day, but now has a daunting task to add to their daily schedule: to streamline their sales information and enhance customer visibility within the company. Enter the new tool, Attributes—a set of “Non-Survey” Surveys designed by Inventiv to gather and manage critical information without the usual hassle. This tool promised to place all necessary details at the fingertips of both our sales reps and managers, ensuring that the sales information were more organized than ever before.

However, not all was smooth sailing. Some sales reps were initially resistant to provide detailed information about their contacts and daily activities. This reluctance often resulted in outdated customer profiles, leading to inefficiencies. But the team’s management knew they had to overcome this hurdle and decided to leverage Inventiv’s innovative Attributes tool. With Attributes, the integration of sales data became seamless. Information was efficiently tied together across Excel, the ERP system, and the sales reps’ mobile devices. This harmony of data meant that reps could now easily locate data among various categories and update customer profiles with ease. Updates were automatically shared with other reps and managers who needed access to those accounts with a simple refresh.

This system was coined as Accelerated Adoption. It was a proactive approach that ensured the capture and maintenance of accurate and current data. Sales reps were periodically prompted to verify and update the information, building their confidence in data organization and product management.

In the field, the sales team began to see the benefits.They could quickly access updated product lines, making them more agile and responsive to customer needs. With the PocketAdvantage platform, which was indispensable to their daily operations, the team started to thrive. Each rep was encouraged to view and update their details promptly, knowing that the updated entries would be shared with their colleagues, thus fostering a culture of collaboration and shared success. The concept of keeping information current was not just a practice but a necessity in all of the distributor’s operations. It addressed the common challenges of onboarding new information and ensuring its accuracy going forward.

Thanks to the customizable fields and the diligent work of the sales team, clients saw an improvement in service delivery and satisfaction. The sales team, once hesitant, had transformed into champions of data accuracy and customer service excellence. In no time, our sales team became the gold standard in the distribution world, showing that with the right tools and mindset, any challenge could be turned into a victory.

All Customer

On Premise

• Delivery Day Preference • Delivery Time Windows • License Information

• Wine BTG, Wine List • Spirits Menu, Well, Backbar • Beer Tap Handles, Menu

Off Premise

Chains

• Displays • Cold Box • Shelf

• Displays • Cold Box • Shelf

Supplements | Presentations A typical day in the life of our sales rep is a dynamic blend of strategic planning, customer interaction, and data management. The day often begins early with a review of the day’s schedule, which includes meetings with potential and existing clients. The sales rep must ensure their presentation materials are up-to-date and tailored to address the specific needs and challenges of each client.

Our team uses tools like Presentations to streamline their process, ensuring every detail is logged, from the presentation time to whom it was presented, and any follow-up actions required. This preparation helps maintain transparency and accountability in their sales process.

Throughout the day, our sales team travels to various locations, meeting with clients to introduce new products or discuss current offerings through Presentations. During these meetings, they focus on understanding the client’s needs and providing solutions, capturing client reactions and feedback using their presentation tool to refine their approach.This allows for a personalized touch, maintaining the essential human element in sales that goes beyond mere analytics.

In the afternoon, our sales team updates their sales strategies, shares insights, and stays updated with product knowledge all by using the Presentations Supplement. Additionally, this information updates for their managers, providing transparency into their sales activities and client interactions.

As the day winds down, the sales rep reviews their accomplishments and plans for the next day, ensuring all customer interactions are documented and any follow-ups are scheduled. This continuous loop of preparation, client engagement, and reflection defines the proactive and client-focused approach that characterizes a successful sales rep.

See below our customizable lists for reps to simply tap and select statuses Presented For

Presented Status

Presented Next

Presented Followup

Presented Reaction

Supplements | Sections Continuing the day of sales, where every moment counts and every opportunity must be seized our sales team was known for their keen eye and ability to navigate the complexities of product placement with ease. However, even the best teams found it challenging to keep track of every item status across multiple accounts.

Inventiv Software once again created a solution that our team discovered. A new tool called Sections It promised a customized way to define item status, ensuring no placement opportunities were missed. Intrigued, the team decided to give it a try. With just two taps, Sections revealed which product slots were empty, whether in the ‘gin’ section or more specifically, ‘Italian Reds’.This newfound ability allowed the team to restock in a timely manner and reveal their percentage of owned placements.

On Premise

Off Premise

Grocery Chain

Wine List

Shelf

Beer and Spirits

Reserve List

Cold Box

Digestifs

BTG

Display

Table Tent

Back Room

Wine Color, Grape, Region

Back Bar

Commodity

Well

Country

Gain Time & Peace of Mind

But Sections offered more than just inventory management. It enabled sales to prioritize placement categories and even map the entire account. Merchandisers were on hand to assist with setting up Sections, leaving the sales team with minimal manual entries. This streamlined process saved the team valuable time and effort, allowing them to focus on other important tasks.

Sections also provided transparency and tracking of stock levels without the need for in-person visits. This meant sales could spend more time face-to-face with clients and maintain other accounts during their busy schedules. The tool became an indispensable part of the team’s day, helping them avoid shelf slot turnover to the competition and stay ahead in the game.

Eddie Poe’s Bistro

Eddie Poe’s Bistro

With Sections by their side, the team transformed their role as a sales rep, becoming more efficient and effective than ever before. It was just another supplement that made the day in the life of a sales rep more manageable and rewarding.

Supplements | To-Do Our sales team starts their day with a cup of coffee and a quick glance at their digital calendar. Their schedule is meticulously organized, thanks to the efficient calendar invite system that automatically coordinates their appointments with customer contacts, sales managers, and suppliers. This system not only saves them time but ensures everyone is always on the same page.

At 9 AM, our team has their first appointment with a potential client. As they prepare, they check the categorized customer information on their iPad. The details include the client’s current Status, any previous Notes made, and the Plan for today’s meeting. They quickly review the Recap from their last interaction and outlines the Next steps to discuss today.

During the meeting, our team presents the planned presentation and diligently records any new insights or follow-up items directly into the system. The efficiency of having all customer-related information and presentation statuses at their fingertips ensures the meeting goes smoothly, impressing the client.

After the meeting, our team updates the Item-based info with the meeting’s outcomes, marking the presentation as completed and noting the follow-up actions required. This level of detail is crucial for accurate online rollup reporting, which her manager later reviews to track team performance and strategize future actions.

Before heading to the next appointment, our team checks their calendar. They see an automated calendar invite for tomorrow’s meeting has already been sent to the next client and relevant stakeholders, courtesy of the integrated system. This seamless integration enables them to focus more on client interactions and less on administrative tasks.

As the day wraps up, our team feels accomplished, knowing that the organized system not only boosts their efficiency but also enhances the overall performance of the team.

The streamlined process allows them to maintain strong client relationships and continue succeeding in their sales role.

Sales Manager

Sales Rep

Planning

Planning

• Provide Focus Items and Goals • Determine Customer Attributes

• Analysis of Customer Attributes • Record Plan of Manager Review

Scheduling

Scheduling

• Review Sales Team Schedule

• Connect Buyer Contacts

• Support Team During Week

• Record Weekly Schedule

Manager Review

Presenting, Recap

• Review Recaps and Next Steps • Review New Plan for Next Week

• Present Plan to Buyer • Record Results and Next Steps

Supplements | To-Do Our seasoned sales representative, readies themself for the day. They are armed with the latest tool from Inventiv’s PocketAdvantage Suite and feel confident about their packed schedule. Today, they will visit a package store and a restaurant, engaging with clients, ensuring product placements, and capturing essential photos.

The first stop is a well-known package store, with customers browsing the aisles filled with an array of spirits. The representative greets the store manager and heads straight to work. The task is to ensure that a supplier’s whiskey is prominently displayed and has the correct number of facings on the shelf.

Rather than jotting down notes or sketching out shelf placements like in the old days, the representative uses the PocketAdvantage app. Opening the survey within the app, she selects the appropriate survey task, clicks a picture of the whiskey display, and sends it off for approval. With just a few taps, there is confidence the image will reach her manager for review, all within minutes.

After sealing the order for the week, the representative heads out to the next appointment: a popular restaurant known for its exquisite wine selection. The restaurant hums with the sounds of clinking glasses and lively conversations. Our rep prepares to make a wine presentation, a chance to showcase the premium range the distributor offers.

During the presentation, our rep takes the opportunity to snap a picture of the restaurant’s By The Glass wine list. This snapshot is invaluable as it shows the supplier’s wines featured prominently in the menu. Again, using the PocketAdvantage app, the image is submitted for the manager’s approval.

The day doesn’t end just yet. Later, in the evening, our rep’s manager, logs into the EISWeb report.The manager can see all the photos taken by the sales team—from whiskey shelf arrangement to the wine lists of restaurants, end caps at grocery stores and so much more. Each photo is neatly categorized by survey, allowing the manager to efficiently review and either approve or deny them.

The manager takes a moment to appreciate the comprehensive integration Inventiv has provided.

With a simple click, the manager approves sales representative’s submissions, confident that these images will meet the suppliers’ expectations and help maintain strong partnerships.

As the sales representative wraps up her day, they reflect on the ease and efficiency the PocketAdvantage Suite has brought into their work. It’s not just about meeting targets but ensuring that suppliers see their products presented in the best possible way, strengthening relationships with each client interaction. With Inventiv’s tools at their fingertips, sales teams feels ready to tackle the challenges of tomorrow.

By leveraging the power of technology, our sales team can ensure that every detail is captured and presented with precision, turning each day into a success story.

Supplements | When Called On In looking at The Day in the Life, our sales team, who relies on the PocketAdvantage app to manage daily tasks efficiently. Through the app, they access vital information about whom to contact, when to make these calls, and which medium to use for communication. This allows them to seamlessly manage recurring or one-time calls and adapt to changes by selecting an optimal type of call–whether in-person, via phone, FaceTime, or Zoom.

The app ensures our reps can send calendar invites with necessary details, making the day organized and efficient. It provides a map of travel routes, links to Apple Maps, and access to information about nearby accounts not originally on the schedule, allowing to adjust the route for maximum efficiency.

Throughout the day, our reps engage in various meetings, such as a recurring Zoom call with a client, an in-person wine tasting event, and sommelier training. The PocketAdvantage app integrates with the company’s ERP system, retaining customer data and extending its lifecycle. This integration provides transparency to managers and allows colleagues to step in seamlessly if needed.

When Called On is one of several tools we have deployed in order to ensure that your sales force functions seamlessly regardless of the common occurence of sales reps replacement whether due to a sick day or job transfer. With Supplements, you will possess all of the necessary details and information that would otherwise be left to onboarding between reps personally.

By day’s end, our reps use the app to review performance, assessing what went well and where improvements can be made. This technology not only keeps the day structured but also enhances interaction with customers, showcasing the importance of digital tools in modern sales operations.

Supplements | Future Customers Finally, there is a super convenient way to track all of the info regarding potential customers, what is known about them, what phase of licensing and build-out they are in, and all the info your accounting system needs to set up a new customer all-in-one.

Within the Keep Current tab, Future Customers offers a plethora of column fields to enable you to catalog as much information about your upcoming customer prior to onboarding them. This function may resemble similar forms your team uses to document customer details.

The best way to acquire those new potential customers is through the New Customer feature in RouteMaps. RouteMaps is designed for sales managers to customize sales rep territories in order to accomplish sales team optimization. Using this web-based UI, this tool can be used via a Windows laptop or PC. In this larger screen format, we are able to fit the two key parts of the tool, the map and the sales/commission data.

This tool simplifies the visualization of sales territories so that you could reassign reps on a daily basis, if necessary. Since RouteMaps is backend integrated, all changes are reflected as soon as the data is available to your reps in PocketAdvantage, which eliminates time between demo and go live.

Our New Customers feature gives your team the upper-hand on reaching new businesses before the competition.The first sale at a brand new account is always the biggest. With RouteMaps, reps receive notifications on new license applications and approvals in the area.

Each sales rep’s territory displayed gets its own colored pin. The colors are automatically generated by default to ensure maximum contrast. But you are also able to select custom colors if you have a preference or think some colors are too similar. Inside the pins, without increasing the size of the pin, we add a single letter to indicate the Customer Category (On Premise, Off Premise, Military).

We know that some managers like balancing territories based on sales numbers and that other managers prefer using commission data. In RouteMaps, we offer both. The sales history comes from PocketAdvantage, so you will see the same data that your reps see.