"Some retailers of our products are better than others," says Andre Mitchell, director of sales and marketing for the winery.
An ASP would give us more bang for the buck," says Mitchell
In an ASP partner, Franciscan was looking for technical competency, forwarding-thinking leadership, strong hardware setup, and good technical support.
"We have two guys in our IT department so we needed a partner with a high level of technical competency," Mitchell
allows us to see the reasons for success in 10 states, which we may be able to apply to other states," Mitchell
Whereas in the past the sales force spent three to five days a month formatting data in a way that they could analyze, they now spend an hour downloading reports or drilling through data to find trends and nuances.
"And now we spend three days a month analyzing the data," Mitchell
"Our sales force is probably more informed about the business than they have ever been."
For instance, the sales force can see holes in the distribution system, where sales deviate from the industry or the competition, and what the causes are.
Plus, the system is faster, more accurate, and more reliable than in the past.
And now the IT
department has more time to dedicate to other projects.
"So now we are expanding what we are doing with our B2B and B2C sites," according to Mitchell
Another new effort is to build membership in a wine club, which can be used to provide information to restaurants.
"In the wine business, this is a big deal," Mitchell
Over time, more financial and product availability data will be made available on the company's Web site, to enable the sales force to manage their business more effectively from the field.
In terms of lessons learned, Mitchell
underestimated the amount of memory and computer horsepower needed to successfully host the system.
"Our experience with Interrelate
has been very good.