Introduction

A global consumer goods leader in Latin America faced challenges with in-store execution, impacting productivity and sales growth. Fragmented processes, lack of real-time data access, and manual inefficiencies hindered the company’s ability to meet its ambitious growth targets. This LATAM productivity case study highlights how partnering with a leading global consulting firm, the company implemented a Salesforce-powered integrated platform and hybrid mobile application to revolutionize its retail execution capabilities.

Challenge

The company required a robust solution to standardize and streamline retail processes across 16 countries in Latin America. Existing systems were inefficient and failed to accommodate diverse regional technology preferences, leading to inconsistent in-store execution and lost productivity.

Solution

1. Strategy & Vision
   To set the foundation for success, the project focused on:

• Standardizing business processes across LATAM before technical design workshops.
• Establishing a scalable and modular development framework to ensure the solution could be adapted for future growth.

2. Design & Pilot
   User experience became a central focus during the design phase. The team developed a responsive mobile application optimized for both iOS and Android, considering the diverse technology landscapes across the region. Features included:

• Offline optimization to ensure seamless functionality without internet connectivity.
• A user-friendly interface to enhance employee adoption.

3. Launch & Refine
   The mobile application was integrated with the company’s Data Warehouse to provide real-time access to point-of-sale data. Automation of manual processes allowed for consistent execution and more time for sales development. Key features included:

• Store auditing tools to ensure compliance and performance tracking.
• Automated out-of-stock reviews to improve inventory management.

4. Optimize & Scale
   The Salesforce platform was architected for standardization, minimizing the need for extensive customizations while allowing for localized configurations. This approach enabled:

• Efficient scaling across 16 countries.
• Mobile and language localization tailored to regional needs.

Results

The integrated platform delivered remarkable outcomes:

• 20% increase in productivity, enabling employees to focus on value-adding activities.
• 100% adoption of the solution within 45 days of rollout.
• Deployment across 16 countries, ensuring a consistent and scalable retail execution model.

Impact Metrics:

• Customer Experience: 5/5
• Employee Engagement: 5/5
• Productivity: 5/5
• Growth: 4/5

Conclusion

This transformation demonstrates how an integrated Salesforce solution can enhance retail execution, optimize productivity, and drive sales growth. By focusing on user experience, standardization, and regional adaptability, the company successfully achieved consistent results across Latin America. This LATAM Productivity Case Study serves as a model for leveraging technology to overcome operational inefficiencies and achieve scalable growth.