Manufacturer Sales and Distribution Management

Synygy helps global manufacturers adapt to change, bring innovation to sales operations, and increase margins.

World's Largest Beverage Company

Organization:

World's Largest Beverage Company

Location:

North America

Business:

Beverage Bottling and Distribution

Description

Largest independent branded soft drink bottler in North America ($1B annual sales)



Before Synygy

  • Missing opportunities to increase sales by incentivizing employees
  • Wanted to include performance-based elements in their sales compensation plan
  • Lacked expertise in incentive compensation program design and implementation

With Synygy

Sales Strategy Enablement

  • Realized potential of pay-for-performance through proof-of-concept (POC) pilot
  • Confirmed compelling business case for large scale rollout of new comp plan
  • Leveraged efficiency by integrating incentive comp processes with existing systems

Sales Force Motivation

  • Embraced variable comp to drive sales performance in roles throughout the organization
  • Achieved goals for gross margin, unit volume, shrink, profit per location, and more

Sales Performance Insight

  • Improved efficiency by automating goal adjustments, payment adjustments, and approvals
  • Gained insight into sales performance to promote data-driven decision making


Technologies Powering the World

Organization:

Technologies Powering the World

Location:

North America

Business:

Manufactured goods and services

Description

Technologies Powering the World is a global business leader providing manufactured goods and services for major infrastructure projects, businesses, and governments in over 140 countries.



Before Synygy

  • Decentralized management of sales processes for over 2,500 salespeople
  • Inability to support increasing variety of business models and comp plans
  • Knowledge gap when experienced IT resources left the company
  • 1:40 ratio of administrative/IT resources to sales people

With Synygy

Sales Strategy Enablement

  • Increased agility through centralized integration with business-level adaptability
  • Reduced cost through knowledge continuity and ongoing strategic transformation
  • Enabled continuous improvement by leveraging Synygy expertise

Sales Force Motivation

  • Elevated trust with transparency, all but eliminating shadow accounting
  • Increased engagement through ‘what if’ scenarios that reps control

Sales Performance Insight

  • Leveraged innovation through automated data extraction, processing, and reporting
  • Created visibility into sales performance and compensation at all levels
  • Drove efficiency to improve support staff-to-rep ratio from 1:40 to 1:200


Global Food & BeverageGiant

Organization:

Global Food & Beverage Giant

Location:

Global

Industry

Food and Beverage

Description

Global Food & Beverage Giant is a leading global food and beverage company with brands that are respected household names throughout the world.



Before Synygy

  • Overpaying by millions annually due to antiquated sales performance management system
  • Quota system did not account for customer dynamics, product segments, and territory size
  • Resulting quotas were often unrealistically easy—or impossibly hard—to attain
  • Inconsistency in pay for performance led to widespread discontent in the sales force

With Synygy

Sales Strategy Enablement

  • Align sales strategy and corporate strategy using Synygy plan design expertise
  • Enhance agility by separating compensation from product price increases
  • Cut annual payroll by $16 million through innovative, data-rich processes

Sales Force Motivation

  • Raise morale though equitable and transparent pay-for-performance system
  • Boost incentive with each successive dollar sold paying more in compensation

Sales Performance Insight

  • Align compensation by integrating every combination of product mix and customer location
  • Improve forecasting outcomes by mining sales data to calculate revenue potential



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