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Coca-Cola Enterprises' 2,500 field sales representatives were spending too much time assessing whether stores were effectively displaying the company's products and too little time selling.
The company turned to an iPhone app and photo-recognition technology. Now when a rep visits a store, instead of counting the bottles on each shelf and entering data into a spreadsheet for later analysis, the rep takes photos of the displays. The app sends images to a cloud storage facility and a photo-recognition vendor for overnight processing. The vendor sends results back to Coke's CRM system, which generates a report with objectives for the next call at that store and sends it to the rep's iPhone.
Stores report increased sales of as much as 18%. And sales reps say they're more efficient: In Great Britain, they're making 100,000 additional calls annually.
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