In preparation for the national sales meeting this year, a client analyzed the first year of RNI system usage in order to determine ROI. Unbeknownst to us, they completed their audit and then scheduled a year-in-review meeting. The first slide was a big thank-you. The business results and system usage were impressive. The sales team was not only adept at using the platform, but it is producing sales results which obviously is the goal.
Overall System Usage
- Average Number of Total Views Per User Per Week 23.7
- Average Amount of Time on the System Per User is under 24 minutes per day
Results
- Increased Points of Distribution +21,021; +19%
- Increased Purchasing Accounts +3,683; +41%
- # of Premier Dealers +101; +10%
- Avg. Points of Distribution/Premier Dealer -2; -16.0%
The increase in points of distribution (POD’s) and purchasing accounts (PA’s) was dramatic up 10% and 41% respectively. Which should lead to additional sales gains in 2020. The number of premier dealers also grew 10%. The higher base of premier dealers naturally brought down the average number POD’s per premier dealer. This is an opportunity to leverage RNI’s Distribution Driver™ in 2020 to grow POD’s with these new customers. Utilizing the RNI Sales Accelerator Platform™ the sales team will have everything they need to grow the business in 2020.
The conclusion of the ROI analysis is that the RNI platform is being used extensively by the sales team to drive both sales and new distribution. The results speak for themselves. Users are efficient in using the system. They are using the system regularly but in the quick bit-sized chunks of time needed to prepare and succeed at sales calls with retailers and distributors. Additional training conducted at the sales meeting is expected to drive even higher deliverables in the coming year.
