Consumer Goods

Consumer Goods' CRM Problem

Consumer goods companies live and die by retail execution. Your reps visit thousands of stores, manage promotional compliance, negotiate shelf placement, and relay field intelligence back to HQ. But when those workflows run on manual spreadsheets, homegrown apps, and disconnected systems, the intelligence never makes it where it needs to go. Reps spend hours on data entry instead of selling, and leadership makes planning decisions on data that's weeks out of date.

Salesforce Consumer Goods Cloud is the most mature vertical product on the platform, purpose-built for the retail visit cycle. A Forrester Total Economic Impact study found that organizations deploying it realized a 205% ROI over three years, with a net present value of $20.7 million and payback in under six months. The largest driver was sales rep productivity: reps saved an average of three hours per week through retail execution tools, intelligent route planning, and centralized access to account and product data. For a composite organization with 1,750 reps, that productivity gain alone was worth $20.8 million of the $30.8 million in total benefits.

Who We Work With

• CPG brands managing direct-store-delivery and retail execution programs
• Food and beverage companies with complex distributor and broker networks
• Health and beauty manufacturers coordinating field merchandising teams
• Apparel and lifestyle brands running wholesale and DTC channels in parallel
• Household goods companies managing co-op advertising and trade promotion funds
• Specialty and emerging brands scaling from regional to national distribution
• Agricultural and pet product companies with seasonal demand planning needs

What We Build

We implement Consumer Goods Cloud to replace the patchwork of spreadsheets and legacy apps that slow down your field teams and obscure your retail performance data.

Retail Execution and Store Visit Management: Configured visit templates with tasks for shelf audits, promotional compliance checks, and inventory counts. Reps follow guided workflows on their mobile devices, capture photo evidence, and submit visit data that flows directly into reporting. No more end-of-day spreadsheet uploads.

Intelligent Route Planning and Territory Optimization: Automated route sequencing that reduces drive time and ensures high-priority accounts get visited on schedule. We configure visit frequency rules by account tier, season, and promotional calendar so your coverage matches your strategy.

Trade Promotion Management: End-to-end tracking of trade spend from fund allocation through execution and settlement. We build workflows that connect promotional plans to retail visit tasks so your field team knows exactly what to audit and your finance team can reconcile spend against results.

Order Management and Distributor Visibility: Salesforce-native order capture that reps can complete during store visits, with real-time inventory and pricing data. For companies working through distributors, we build portal experiences that give partners access to order status, promotional materials, and performance dashboards.

Retail Analytics and Planogram Compliance: Dashboards that surface store-level execution metrics, including share of shelf, out-of-stock rates, promotional compliance scores, and visit completion percentages. We configure Einstein Analytics to flag underperforming accounts and highlight trends before they become problems.

Account Segmentation and Key Account Planning: Structured account hierarchies that reflect how your business actually operates, from parent company down to individual store locations. We build planning tools that let key account managers set objectives, track joint business plans, and measure performance against targets.

Common Pain Points We Solve

• "Our reps spend more time on paperwork than they do selling. Every visit report is a manual process."
• "We're running trade promotions worth millions and we can't tell which ones actually drove revenue."
• "Field data comes in through five different apps. By the time we consolidate it, the quarter is over."
• "We have no real-time visibility into promotional compliance. We find out displays were never set up weeks after the fact."
• "Our route planning is basically a rep's best guess. We know we're not covering high-value accounts often enough."

Outcomes

• Three or more hours per week returned to every field rep by eliminating manual data entry and streamlining visit workflows
• Real-time promotional compliance visibility that catches execution gaps while there's still time to fix them
• Optimized route plans that increase store visit frequency for top-tier accounts without adding headcount
• Consolidated retail execution data that replaces quarterly spreadsheet reviews with live dashboards
• Trade promotion tracking that ties spend directly to sell-through results, giving finance the ROI data they need

Technology

Consumer Goods Cloud, Sales Cloud, Service Cloud, Experience Cloud, Einstein Analytics, CRM Analytics, Salesforce Maps, MuleSoft (ERP, distributor, and supply chain integrations), Salesforce Mobile App