Spring Success Story
How Coca-Cola bottlers significantly increased field team productivity using Spring mobile apps.
Spring Mobile Solutions was chosen to help major Coca-Cola bottlers across North America reduce operational costs, increase workforce efficiency and drive revenue growth.
“We needed a solution and a partner with the sophistication to meet today’s needs and the agility to grow with us. Spring has delivered.”Terrence Gee, CIO, Coca-Cola Beverages Florida
Improvements Coca-Cola bottlers have reported:
The Coca-Cola Company works with licensed bottlers to distribute Coke products. Spring teamed up with CONA Services, a Coca-Cola system IT services company, to provide some of the largest U.S.-based Coca-Cola bottlers (representing 90% of the U.S. market) with a common mobile field application.
“It’s been almost overwhelming when it comes to exposing the opportunities we have in the field…there are millions to be made!”Beeland Nielsen, Director of Commercial Leadership, Coca-Cola Bottling Company United
Major Coca-Cola bottlers across North America were held back by a legacy field-management solution that was antiquated and slow, plus required ruggedized PCs that were heavy and expensive.
Field reps experienced frequent syncing and integration issues, leaving them without the critical information they needed to complete store visits efficiently and build trusted relationships with local retailers. They also found the user interface of their old solution to be cumbersome and confusing, which often caused them to skip important steps in the sales process. Worst of all, managers could only access limited insights into field activities, which gave them almost no oversight over their reps.
With their old mobile field solution, these Coca-Cola bottlers consistently struggled with:
- A high volume of support tickets
- Significant user dissatisfaction
- A high total cost of ownership
- Poor solution architecture and scalability
In an effort to find a better solution, nine of the largest North American Coca-Cola bottlers worked with CONA Services, the IT group within The Coca-Cola System that is responsible for finding and vetting technology partners. The bottlers wanted their field reps to be able to focus more on strategic selling. In identifying a new solution, CONA wanted to provide:
A vastly improved user experience that would enable reps to become consultative sellers instead of just order takers.
Real-time insights to enable field reps to sell more effectively and managers to coach field team activities more closely.
Improved selling processes to help field reps uncover missed opportunities and focus on higher-value activities.
The Spring mobile field app offered a way for Coca-Cola Bottlers to quickly deploy a solution that would address their biggest challenges without the need for extensive customization.
Spring’s primary benefits included:
- ‘True Offline’ functionality (so reps could operate effectively, even without a WiFi connection)
- Immediate, out-of-the-box operability without the need for elaborate reconfiguration
- Advanced syncing and data-replication (that reps don’t even notice)
- Simple integration with Coca-Cola bottlers’ existing applications and databases
An out-of-the-box success!
“Spring has revolutionized our go-to-market strategy. We’ve heard nothing but positive reviews from our sales reps. They absolutely love this tool!”Adrian Pete Hernandez, Director of Sales Capabilities, Swire Coca-Cola, USA
The Spring app has had a significant impact on Coca-Cola bottlers’ field activities. Since implementing the Spring solution, head offices have seen substantial time savings and greater visibility into field activities.
Managers have been able to address critical field issues with targeted coaching, resulting in improved sales performance, greater productivity and increased revenue.
Spring’s modern and intuitive user interface has also had a profound impact on field rep productivity. Field reps now have easier access to critical sales information, resulting in more efficient store visits. This has prompted significant time savings along with field reps prioritizing sales over order taking.
Spring has facilitated:
- Increased field productivity, resulting in less order-taking time and more selling
- Increased ability to influence outlet-level dialog with store managers
- Increased use of suggestive selling techniques thanks to easy-to-access ‘Picture of Success’ documents and store sales metrics
These improvements are all helping Coca-Cola bottlers to drive revenue growth. Because reps now have easy access to important retail metrics (e.g., drain, growth areas and specific product sales), they are becoming more efficient and consultative in the field, thereby increasing sales.
Spring offers easy-to-configure, cloud-based mobile apps and management portals that help consumer goods companies leverage data to drive efficiencies, increase field-team productivity and grow sales. Spring customers are able to transform their operations quickly by deploying out-of-the-box solutions that can easily be configured with a complete array of award-winning features.
Coke One North America or CONA (www.conaservices.com) equips Coca-Cola bottlers with the state-of-the-art technology they need to offer superior service to their customers. By defining a common set of processes, standards and solutions, CONA helps Coca-Cola bottlers across North America drive business innovation and achieve a superior customer experience.