Camelot Chilled Foods is a foodservice manufacturer and distributor serving over 900 retail and corner stores with packaged foods, as well as homemade snacks under their own brand names.

Industry:

Food & Beverage

Headquarters:

London, England

It’s been great. The PDA used to crash all the time, but the Apple hardware just works.

Kirtan Patel
Sales & Marketing Manager
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Increasing Margins with Better Business Intelligence

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THE CHALLENGE:

Camelot required a solution that would increase their profitability and give sales reps more control over the ordering process.

THE RESULTS:

Time saved has allowed reps to increase productivity from 18 to 30 customer visits per day.

Camelot’s sales reps find Handshake much easier and efficient to use than their previous PDA system.

With access to updated product information, Camelot reps can now upsell with ease.

THE STORY:

LIFE BEFORE HANDSHAKE: OUTDATED MOBILE TECHNOLOGY & SUFFERING MARGINS

Before finding Handshake, Camelot reps were using a PDA-based ordering solution, one that would regularly crash or go unresponsive for up to 45 minutes. The highly analog technology lacked imagery, had illegible text, and even required the use of a stylus. Altogether, it was an outdated user experience that left much to be desired. Updating the devices with new product information was also cumbersome, requiring reps to make a trip to Camelot headquarters at the start of every day.

The biggest problem Camelot was facing, however, was related to profitability. Because the PDA was unable to provide reps with the sales and ordering intelligence they needed to advise their buyers, reps had to rely too heavily on the customer to build the order for their store. And because Camelot bears the financial burden of all unsold items, there was no risk to the customer to simply place the same order, week over week, even if they weren’t able to sell the full quantities. It was clear that until the business was able to put control of the ordering process back in the hands of the sales rep, they were going to continue to lose money.

LIFE AFTER HANDSHAKE: A SMARTER, FASTER, EASIER SALES APPOINTMENT

The desired technology was a user-friendly application that would work on everyday consumer mobile devices and give their sales reps the data they needed to control the sales conversation. Fortunately, Camelot found this solution in Handshake Rep, with a mobile order writing application the reps could use on their iPads. Since implementing Handshake, Camelot’s sales reps have experienced a more user-friendly ordering experience, more customer appointments, saved time, and smarter selling with customer reporting.

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