Miller Food Service see 12% growth month-on-month with sales-i
With over 3,500 product lines and short lead times from order to delivery, tracking each customer’s sales data had been a very difficult task for Miller Food Service.
Since they started using sales-i, they’ve been able to:- Achieve a +12% growth month-over-month
Sales data not keeping up with the pace of business
Vanessa Carter, Sales Manager at Miller Food Service shares: “We were very reliant on out-of-date information from a monthly printout for each van run from Swords, our back-office system, which could only be accessed by one person."
"It was really very, very outdated information. To look and see what customers were actually ordering day-to-day, we had to search each account’s individual orders. It was very complicated and time-consuming.”
Simple integration with existing systems
sales-i integrates with Miller’s existing systems, such as Swords, to get actionable insights into the hands of all users that need it.
“It gives us up-to-date information. Plus, with features like Sales Vs. Gaps, which is fantastic, we can instantly look at what products have dropped off before we go into a call, check what they’re buying and what they were buying a year ago,” comments Carter.
The Miller team is armed with this instant data whenever and wherever they need it using the easily accessible sales-i app on their mobiles, tablets, and desktops.
“When the reps come out of a call, they use their iPads or their phones and use voice recognition to record their calls, as well as update their diary. This is great for me and Gareth, our Managing Director, as we can quickly see the week’s progress by rep, where they’ve visited, and what was discussed in the calls. It really eases my workload as a manager, too.”
All seven field sales agents take advantage of sales-i to record call information, notes, follow-up plans, and insights by logging details using its voice-to-text technology, making their lives easier and saving hours of valuable time by eliminating the manual process.
A data-driven sales team
sales-i helps Miller tackle the common challenge faced in food service, which is a competitive and price-led industry, “If I get called to a meeting at short notice, I can see how much the customer has spent, what they’ve been buying and what has dropped off. So, if anything flags up as red, I can say ‘I’ve noticed you’ve not bought butter this month, are you still using butter or had a competitor quoted a cheaper price?’ So that is our priority – we can see where products have dropped off.”
Vanessa added, “With sales-i, we have upgraded our in-house technology and responsiveness to match the service we already offer our customers. Now we have all the information we need, and it has made a massive difference.”
Who is Miller Food Service
Serving the catering industry for 50 years, with over 3,500 product lines, Miller has earned thousands of loyal customers from their excellent service and delivery, which includes next-day orders and online requests to ensure products reach their customers in time.
With a warehouse over 40,000 sq. ft, Miller Food Service operates significant distribution facilities, including 60 multi-temperature vehicles, to ensure produce stays fresher for longer. This level of service continues to build a strong reputation and customer relationships, whilst contributing to their business success.
Vanessa Carter, Sales Manager at Miller Food Service, shares: “We’re owned by a larger company, Kitwave. We were one of the first service businesses that they own to start using sales-i. Since then, Kitwave has introduced sales-i into several other companies.”