MOM Brands is the third largest manufacturer of cereals in the United States, and a subsidiary of Post Holdings, the largest consumer packaged food companies in the world. For a company of this size, analyzing sales and performance metrics can be daunting.
Part of the metrics they tracked included results from audits performed on 15,000 individual stores. They also looked at data by market and by store group. Much of their data, however, was stored in various formats making consolidated reporting a challenge. According to Ed Alencewicz, Director of Retail Experience, "We had all sorts of information, but it wasn't in a useful format for reporting.” Also, the data gathering process in the field was time consuming and cumbersome, with reps using manual data entry and spreadsheets.
EnterBridge teamed up with Canvas to deliver a consolidated reporting process that translated different reports into a single “language” that allowed leadership and sales to analyze and evaluate results in a consistent way. Additionally, the EnterBridge team used Canvas to create smartphone apps for use in the field. The applications facilitated store shelf verification of product and compliance to existing distribution contracts. For the first time, the company had insight into this level of compliance at the store level in near real time.
By integrating the new reporting solution with MOM’s existing Excel-based reporting system, the client did not have to adopt a new system, but could use their existing tools. With the new solution, they now had complete transparency between the data and reporting, resulting in better, more timely decisions. They could now make sure merchandisers were compliant, which helped to maximize shelf space and inventory stocking and to accelerate product movement. They also had a better understanding of how product was being purchased as well as when to stock and when to alter product mix and shelf space to maximize sales.
“EnterBridge understood that the technology is only one aspect of our partnership. They understood the needs of our business and were able to dive deep into the nuances of our reporting," said Alencewicz.
Xpedx is a North American leader in business to business distribution of packaging, facility, and printing supplies. They provide storage and distribution solutions that help customers improve operational efficiency, streamline purchasing, and reduce overall costs. In 2014, they merged with Unisource Worldwide to create Veritiv (veritivcorp.com), which continues to serve customers across virtually every industry.
They needed pricing strategy and tools to support their 1,300 sales reps. Sales leadership realized that "their judgement was as good as it gets," but they lacked the data and tools to analyze their competitors or to understand what was required to issue a winning bid.
Vice President of Sales Operations, Marsha Herzog commented, "EnterBridge and Advanous understood the market perspective to pricing. They approached us as a long-term project and became part of our business." The EnterBridge team developed a solution that included price guides and price management tools to give the entire sales team greater insight into pricing decisions and customer behavior.
"EnterBridge delivered technology that was focused on business results, and it wasn't just technology or analytics for the sake of data or supporting software. It was about results that drove our pricing conversations. More than a provider, they became a trusted advisor," said Herzog.