Case Studies Selector


EXECUTIVE SUMMARY
Summary
Name :
Glacier Chilled Foods
Business :
Distribuotr of chilled foods
Reps :
5 reps
Comms :
Telecom CDMA
Financials :
Rees
Device
Kyocera
Business Situation
Glacier Chilled Foods had 9 reps and 7 office staff servicing 800 customers. Productivity gains were sought in improving call efficiency, cutting down on data entry, reducing incoming phone queries, reducing paper and improving the warehouse picking operation.
Solution
Using SalesLink Mobile software, orders are wirelessly transmitted on Telecom Kyocera 7135 smartphones over the Paciic.net. wireless network and transferred into Rees Accounting Software
Return on Investment
600 % in the first year. Staff numbers have reduced, communication costs are down, stationery savings were made and the efficiencies both out in the field and in the warehouse have been significant.
Introduction
Glacier Chilled Foods is a Nelson based chilled food distribution business servicing Nelson, Tasman and the West Coast. Managing Director Merv Randle has been in the chilled food distribution business for thirty years. They have three trucks on the road as well as two key account reps, so they’re handling both the route trade and key supermarkets within the territory.

Company Background

Merv formed Glacier Chilled Foods in 1995 – his business was going well, but he knew there were a number of areas that could be improved. They hold over 4,000 stock lines servicing over 800 customers. Sales Orders were received at base in one dollop at the end of the day – the goods were then picked that evening so that they were ready for dispatch the following morning. In the office, Glacier were fielding phone calls throughout the day from eight reps who needed an instant answer re stock availability. Reps were calling on a number of customers but Merv believed their journey plans and call rate could be lifted, and the sheer paper war meant their office staff totalled seven people.

Business Operation
Glacier Chilled Foods implemented SalesLink Mobile in 2003. Utilising Telecom’s Kyocera 7135 Smartphone and the Pacific.Net’s Wireless network, orders are transmitted as soon as they’re received back to the office and into their Rees Accounting Software system.

Merv quickly received benefits in four key areas.

•  The reps on the road were able to lift their route trade call rate from 15-20 calls a day to over 30.
•  They had instant access to stock on hand information and able to make stock and pricing decisions on the spot.
•  Key Account reps were able to double their call rate from 5 calls a day to 10.
•  Today, Glacier employs three less reps in its workforce.

With orders being entered as they were received, Merv was able to get an accurate fix on call cycles and journey plans. In the office, things became a lot quieter – no orders to key in and far less incoming calls. Glacier’s monthly phone account decreased by over 30% - an annual saving in excess of $30,000. Also, with natural attrition, the office staff numbers have reduced from seven people down to four. And the stationery bill is down by 25% year on year.

Additionally, Merv is able to analyse orders daily and assess the viability of sales being made – previously this would happen after month end, when reports could be run.

A payback of two months puts Glacier Chilled Foods as one of the leading examples in the marketplace for benefits received by implementing Saleslink Mobile.

 

Testimonial
"SalesLink has been bloody good for me."
Merv Randle, Managing Director.