Bringing digital transformation to the snack aisle

Creating market separation

Nearly 30,000 new consumer products enter the market each year. Differentiating from the competition in fast-moving CPG sales separates the industry winners from the brands that trail behind. 

A global giant in the snack industry looked to strengthen their lead by improving the sales experience for store managers. The brand’s reps sold physical store displays to managers, but the managers struggled to see how the displays would impact their bottom line. 

“The field reps were meeting with store managers to pitch themed displays for their company’s products, but they didn’t have the data to consistently land the sale. The customer needed an out-of-the-box solution.” 

Thomas Stone, Sales Director at Pitcher

What was missing

The company looked for a solution that could:

• Uncover value: Show store managers the value of store displays for holidays, sporting events, and other themes.  

• Unify sales: Give reps a single app that has everything they need to sell and present quality data. 

• Improve sales: See a 50% increase in store displays sold from their field force 

• Provide quality metrics: Collect data from display rep activity to understand successes and challenges 

The new reality

The company chose Pitcher for CPG to transform the sales experience for reps and provide store managers with a tailored experience that brings store displays to life. 

After a successful U.S. pilot, Pitcher for CPG has been rolled out to over 1,200 reps in their field force. 

Here’s how Pitcher makes a difference: 

Rep adoption and efficiency 

Pitcher is the intelligent selling solution reps actually want to use. The company reported that in the first six weeks, reps used Pitcher to sell over 30,000 displays. 

Leveraging CRM data to transform meetings 

Reps can present recommended displays based on previous purchases and predict revenue for each display based on past sales for that store. Data is shown in automated dashboards that store managers can understand at a glance. 

Augmented reality display visualization 

Pitcher takes store displays a step forward. During meetings, reps can show AR images of the displays, giving store managers the complete picture of what reps are selling. 

Management insights 

Data is collected from every sales interaction through the Pitcher platform, giving leadership the data they need to make team-wide improvements. 

Customer experience 

The customer reported that Pitcher’s fierce attention to detail, open and transparent communication, and lightning fast delivery all influenced their decision to continue using Pitcher for CPG after the pilot.