Efficiency Is Everything for Global Specialty Chemicals Brand Sika 

Retail pressures add challenges for
rep-client engagement

Earning retail space is harder than ever with massive competition and product development spanning across all consumer categories.  

High-pressure, short meeting windows with retail clients add additional challenges, making it critical for brands to provide a smooth selling process and buyer experience. 

For Sika — a global leader in the development of systems and products for bonding, sealing, damping, reinforcing, and protection — every second in the field counts. Giving their retail field team efficient access to the right sales materials was a necessity to lead focused and impactful meetings with clients. 

“Our sales reps and area managers are in constant contact with store teams, often working within very tight timeframes. They need immediate access to the right information, with zero friction. That’s why we chose Pitcher, and the benefits were instant.”

Yannick Toinon, Sales Director, Sika France

Sika sought a sales enablement solution to provide:

• Easy access to product and promotional materials for reps during client meetings, even with poor network availability. 

• On-the-fly content updates to match the direction of the meeting and present relevant opportunities. 

• Time-saving capabilities for reps such as route optimization and automatic CRM updates. 

• A polished and professional buyer experience that positions Sika ahead of the competition.

Bringing in Pitcher: The Sales Enablement 2.0 Solution

Sika selected Pitcher as a sales enablement solution to serve hundreds of global field reps across eight territories.  

Sika reps can access all the content, resources, and on-the-fly data needed to engage with clients in one platform.

Here’s how field rep performance has improved with Pitcher:

Streamlined access to content 

Sika field reps use Pitcher to access sales enablement content and customer-facing presentations. With a few clicks, they have instant access to the latest marketing materials to take on any opportunity: product sheets, commercial campaigns, pricing grids, and selling arguments.  

Flexibility during client meetings 

With Pitcher, reps no longer have to search through content to find what they need in the moment. Instead, it’s instantly available, even in completely offline environments. 

“No more struggling with poor network coverage or digging through outdated folders. Pitcher allows us to seamlessly switch between documents based on the flow of the conversation — from a product presentation to a promotional offer or visual merchandising. This agility leads to faster decisions and more orders taken in stores.”

Patrick Lecourt, Technical Sales Representative, Sika France

Time-saving route optimization 

The Sika team makes use of the geolocation features within Pitcher, allowing teams to see the distance to nearby customers, optimize daily routes, and efficiently cover their territory. This adds significant value when every minute between site visits matters.  

Automated CRM updates for better internal collaboration 

Through integration with Salesforce, Pitcher automatically updates customer records based on voice dictation of the sales reps’ calls. This saves reps valuable time on admin work after each meeting. 

Another benefit is that the customer service team and sales team are heavily aligned on the conversations happening with each client. 

Seamless IT integration 

Pitcher fits smoothly into Sika’s enterprise architecture. The most important aspect of the integration occurs with the team’s global document management system. This allows marketing to automatically push corporate materials to Sika reps across markets and limits manual upload and file maintenance.  

Through the integration, administrators see a reduced workload while ensuring that field reps always work with the most up-to-date content.