Insights Success has curated a list of “The 10 Most Innovative Solution Providers in Food & Beverages 2019”. These organizations are not only creating valueadded offerings, but are also providing unprecedented experiences to consumers.

1. +
Vol. 08 | Issue. 10 | 2019
The 10 Most Innovative Solution Providers in Food & Beverages-2019
Rony Granros
Founder & President
Oak Barrel Software
Oak Barrel Software Solves Data Frustration
via DigiFacturing
Oak Barrel Software
Franchise Ecosystem
Is Franchise a
profitable stroke
of business?
Infrastructure Transformation
AI Moving Transformation
of Industries
Pitching Success
The Importance of
a Sales Strategy

4. E
It won’t be surprising to say that nowadays, humans don’t eat to live, instead they live to eat.
ecades ago, food was just a necessity of a human to stay alive. But now, it includes satisfying their soul too.
DConsumers have become more interested and curious about the variety of the food they eat, and hence, to them,
taste plays a crucial part. Similar is the case with beverages too. The love for food and beverages among people is
inexplicable.
Be it meeting someone, celebrating the happiest moments of life, raising a toast, or a craving for food, we always count on
variety of food cuisines and beverages to make those moments enriching.
Food and beverage industry has witnessed a severe rise in its graph in past few decades. This vast industry encompasses
various segments including groceries, oils and fats, food additives, functional foods and beverages, packaged foods, health
and natural foods, canned food, baked food, baby food, animal food, soft drinks, alcoholic drinks, energy drinks, and
packaging.
Whenever we talk about leveraging technology into this industry, we often come across the ultimate convenience businesses
have been able to provide to consumers, which they were looking for. For instance, food delivery apps such as Uber Eats are
enabling people with busier lifestyles to order food anytime, anywhere at their doorsteps as per their convenience.
As we are gradually surging towards the digital era, certainly more technological innovations will emerge to shape the future
of the food and beverage industry. Many organizations are already redefining the industry by delivering cutting-edge
Eat to Live? Or Live to Eat?

5. solutions. With an intent to shed light on the contributions of these organizations, Insights Success has curated a list of “The
10 Most Innovative Solution Providers in Food & Beverages 2019”. These organizations are not only creating value-
added offerings, but are also providing unprecedented experiences to consumers.
Oak Barrel features as the cover story of this edition. With the mission of creating the next generation of world-class
enterprise solutions, Oak Barrel Software, LLC is targeting Process Manufacturing issues that have been unaddressed by the
large software/service leaders. The organization is a food industry technology provider that solves one of the most pressing
business issues food manufacturing companies face today: digital data management to meet all of the operational and
compliance requirements in this industry.
Oak Barrel invented the term “DigiFacturing” ™ to uniquely describe all of its solutions, which include intelligent document
conversion and data capture, process management and publishing digital content to address nine categories of needs.
Intelligent date management and pre-configured reminders automate information housekeeping to ensure data accuracy,
compliance management and ongoing change control.
Also, make sure to scroll through the articles written by our editorial team and CXO standpoints of some of the leading
industry experts to have a brief taste of the sector.
Let’s start reading!
The love for food and beverages will
never come to an end
“ “
Hitesh Dhamani

6. 08Cover Story
Oak Barrel Software
Solves Data Frustration
via DigiFacturing
Franchise Ecosystem
Is Franchise a Profitable
Stroke of Business?
22
Infrastructure
Transformation
AI Moving Towards
Tranformation of Industries30
Articles
Tech-Know Insights
What a tech CEO can teach
your business about digital
34CXO Standpoint
Tessa Clarke
How to Do Your Best Work when You're
not Actually Working! Maintaining a
personal and professional life balance20
Pitching Success
The Importance of
a Sales Strategy
42

7. Contents
16Company of the Month
Double Dutch Drinks
Redefining the Mixer Market
in the Drinks Industry
Driftless Glen
Delivering Unprecedented
Experience of Unique Spirits
26
TouchBistro
Supporting Restaurateurs
Since Inception 38

8. sales@insightssuccess.com
August, 2019
Editor-in-Chief
Co-designerSenior Sales Manager Business Development Manager
Marketing Manager
Technical Head
Technical Specialist Digital Marketing Manager
Research Analyst
Database Management Technology Consultant
Pooja M. Bansal
Managing Editor
Anish Miller
Executive Editor
Hitesh Dhamani
Assistant Editors
Jenny Fernandes
Visualizer
David King
Art & Design Director
Amol Kamble
Associate Designer
Rahul Kavanekar
Kshitij S Peter Collins
John Matthew
Sales Executives
Max, Anish, Irfan
Business Development Executives
Steve, Joe, Alan,Jacob Smile
Aditya Andy Mitter
SME-SMO Executive
Prashant Chevale Calvin Jones
Circulation Manager
Robert Brown Stella Andrew David Stokes
Poonam Mahajan
Co-designer
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10. Rony Granros
Founder & President
Oak Barrel Software

11. Food industry data management
is different and we can begin to
solve your formula
tracking/creation, compliance
mandates, auditing and storage
expiration needs easily and as fast
as 96 hours to see gains.
COVER STORY
F D
AND
BEVERAGES 2019
Most Innovative
Solution Providers in
10
THE
OAK BARREL SOFTWARE SOLVES DATA FRUSTRATION
VIA DIGIFACTURING
Oak Barrel Software:

12. With the mission of
crea ng the next
genera on of world-class
enterprise solu ons, Oak Barrel
So ware, LLC is targe ng Process
Manufacturing issues that have been
unaddressed by the large
so ware/service leaders. The
organiza on is a food industry
technology provider that solves one
of the most pressing business issues
food manufacturing companies face
today: digital data management to
meet all of the opera onal and
compliance requirements in this
industry. Oak Barrel invented the
term “DigiFacturing” ™ to uniquely
describe all of its solu ons, which
include intelligent document
conversion and data capture, process
management and publishing digital
content to address nine categories of
needs.
Intelligent date management and
pre-configured reminders automate
informa on housekeeping to ensure
data accuracy, compliance
management and ongoing change
control. Oak Barrel offers three
unique capabili es that currently
aren't available today: real/provable
results within 96 hours of
licensing/using; an itera ve data
add/expand/change capability of any
data (structured or unstructured)
and business intelligence capability
(with infused AI) to improve business
decisions.
Our game-
changer approach
says this is easy
now: just drop in
one data doc at a
time and
continuously input
as you go.
Oak Barrel supports the Australian Food and Grocery Council by
creating a standard format to exchange technical food
industry information.

13. So ware that Makes Life Easier
When it comes to products, Oak
Barrel So ware offers nine specific
categories of solu ons;
Ÿ Supplier Compliance and Risk
Management: Collabora ve
portal-based processes provide
an easy way to con nuously
assess risk and remain in
compliance of FSMA, ISO, GSFI
and/or other quality/safety
cer fica ons;
Ÿ Supplier Specific Management: A
one-stop single portal combining
technical data and documents,
ePIF and other informa on for
suppliers, brokers, distributors,
co-packers and contract
manufacturers;
Ÿ Supply Chain Voyance: Risk and
compliance processes and
transparency across all products
to the lowest level of the value
chain to meet customer
mandates, minimize risks and
validate product claims. This
includes open end-point web
services, document-to- data
transforma on and automated
conformance valida on which
minimizes the me to collect,
validate and publish risk and
compliance data at all levels of
the value chain;
Ÿ Project Catalog and
Configurators: A simplified
catalog front end to products and
guided level-by-level product
configurators streamline product
or component re-use. This
minimizes the innova on and
R&D me to vet and deliver
similar or redundant products
and new (ve ed) products, and
improves consistency and
quality;
Ÿ Project Requirements
Management: The ability to
automate new or product change
processes, samples or product
informa on requests and stage
gate processes to minimize cycle
mes, project/iden fy issues
earlier and meet customer
service levels;
Ÿ Product Informa on Publishing:
Unites mul ple product content
sources of customer, ingredient
and technical data, plus key legal
and specifica on documents to
create customer specifica ons or
ePIFS, sales sheets, cost quotes
and generate product
informa on for websites, Amazon
and Walmart market places;
Ÿ Opera onal Quality
Management: This fills the gaps
between corporate PLM data and
ERP/QMS quality applica ons,
Gold Quality Steps, QAS sheets,
SOPs, process flows, HACCP
diagrams, magnet checks, lab
equipment calibra on, chief table
product crea on comparisons,
approvals and publica on. By
delivering easy access to this
wide-spectrum opera onal data,
companies gain improvements in
mul ple areas like batch-to-batch
consistency, minimizing spec
batches and audit risks;
Ÿ Opera onal Recipe and Spec
Management: A comprehensive
solu on for uni ng mul ple
recipe and specifica on content
sources to easily spec and create
plant/line-specific recipes. It
leverages S95 equipment lines
and includes general or site/line
specific steps so that recipes can
be flow-designed or assembled.
This step assembly process
minimizes variability and
improves both quality,
consistency and ul mately
customer sa sfac on;
Ÿ Opera onal Quality Voyance:
This is Oak Barrel's silver bullet
for seeing, flagging and
minimizing cri cal quality
management issues through
mul ple processes and
technologies, including ar ficial
intelligence. By “DigiFacturing”
processes, conver ng documents
to data, accessing PLM, ERP and
Opera onal Quality data and
automa ng comparison spec
data, and automa ng
communica ons, companies can
immediately predict, catch
and/or minimize bad outcomes.
This module facilitates spec
correc ons, quaran nes,
correc on, out-of-tolerance
no fica ons, and streamlines
rapid correc ons. It includes
automated no fica ons to R&D,
communicates SOP correc ons
and minimizes the impact of
worst-case situa ons like recalls
that can damage brands.
Deploying this module can save
food manufacturers hundreds of
thousands of dollars in damages
or lawsuits and is cri cal for
problem recogni on, ac on and
risk mi ga on.
The Veteran Industry Leader
Rony Granros, Founder and
President of Oak Barrel So ware, is
an enterprise so ware industry
leader and manufacturing industry
veteran. Mr. Granros was a
forerunner in introducing a wide
variety of technology industry firsts
in the food and beverage industry,
including new MRP, ERP, Data mart-
based analy cs, PLM, SCM and EAM
solu ons. He is a progressive thinker
with deep technical, product, sales,
services and leadership experience
across all aspects of process
manufacturing.
Mr. Granros always stays on the
cu ng edge of new technologies to
solve real business issues. Therefore,
in the fall of 2019 he will reset the
bar for food and beverage industry
technology solu ons when he leads
Oak Barrel into the formal launch of
COVER STORY

14. his nine-part, mul -tenant, cloud-
based solu on.
When Data Frustra on Inspired
Leading- Edge Innova on
When it came to inspiring the
leading-edge innova on behind Oak
Barrel So ware's solu on sets for
manufacturers, two words inspired
innova on the most; customers'
“DATA FRUSTRATION”. The solu on
for that data frustra on is
DigiFacturing: effec vely, efficiently
collec ng, managing and changing
data easily/accurately, as needed.
This is not a new problem, it's been a
frustra on for manufacturers since
the first plant was built, and with the
rapid growth of the food & beverage
industry, the U.S. and Global
economy, complex trade
agreements, even more complex
regula ons and compliance
requirements – manufacturers’ data
frustra on problems has grown in
size and scope.
Today, as new technologies have
emerged suppor ng digital
transforma on, Oak Barrel
So ware's solu on takes another
step forward to solve this problem.
The Next Thing
As a company that is always looking
to leverage “the next thing” and not
stay glued to old technologies and
solu ons, Oak Barrel So ware's
single biggest challenge is not so
much a challenge but an
opportunity. With each new wave of
technology, industry capabili es and
infrastructure is developed (for
example, mul -tenant cloud hos ng,
mobile data communica ons,
analy cs, ar ficial intelligence, etc.)
The organiza on challenges itself to
take advantage of the best of those
capaci es and deliver them to our
customers as part of its solu ons.
Helping to Seamlessly Collaborate
and Manage Data
Oak Barrel So ware delivers
precocious pre-planning for “what’s
to come” and rescues customers
from data frustra on woes without
locking them down. For over 20
years, customers have been stuck
with enterprise systems that largely
Oak Barrel’s multi-audience (role-based) data portals provide an easy, trackable and
audit-ready way to manage the multiple food industry stressors facing executives.

15. Client Feedback
“Oak Barrel understood that we could go directly from documents to 100% data
overnight. Based on risk, we selectively rolled out data-oriented processes while
improving our compliance gaps with digitized document control.”
- QA Manager, Food Copacker
“Oak Barrel's intelligent object and document date management and reminders
allowed us to initially eliminate a large team of temporary staff and ramp from
500,000 documents to over 3,000,000 documents without adding staff.”
-PLM Business Owner, Food Manufacturer
“Oak Barrel's focus on ease of use for internal and our partners has results in 96%
supplier participation and 90% first pass approval of supplier data.”
- QA Director, USA Copacker.
"Oak Barrel enables us to manage 24 pages of material specification
content to the farm, ocean or ranch."
- PLM Business Owner, UK Copacker.
We call it the
three 'I's:
Input, Iterate
and Insights;
this is
DigiFacturing.
This is what
we do.
managed data (and daily ac vi es)
via excel, word and PDF documents.
Both small and large food
manufacturers are struggling with
document control, but Oak Barrel
So ware's compe tors' data-
oriented solu ons are complex,
expensive, and difficult to change.
They struggle to manage the
escala on of documents from
disparate sources and on disparate
formats.
Oak Barrel also allows food
manufacturers to seamlessly
collaborate and manage data and
documents to eliminate re-entry of
data. It also supports internal
collabora on, receives and inputs
data from mul ple systems, and
manages the analysis and repor ng.
Oak Barrel protects its customers
from expensive mistakes like lost
knowledge (from one-off, yet cri cal
internal or external data sources),
increases product quality controls,
reduces compliance risks, and
accelerates innova on. This can
result in significant bo om and top
line growth.
When it comes to the future, Oak
Barrel So ware is leveraging the
newest digital technologies to
deliver to market a unique cri cally
important food industry solu on
that does not exist today, which is an
industry game changer!

16. Address :
Country :City : State : Zip :
Date :Name :
Telephone :
Email :
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Insights Success Media Tech LLC
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Dublin, OH 43017, United States
Phone: (614)-602-1754,(302)-319-9947
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18. Joyce & Raissa de Haas
Co-founders
Double Dutch Drinks
August 2019insightssuccess.com 16

19. Redefining the Mixer Market in the
Drinks Industry
Double
Dutch Drinks
Founded in 2015, Double Dutch is a UK based
premium tonic and mixer brand, selling over half a
million bottles per month across 23 countries, with
more than 5,000 bar stockists across the UK alone. Using
molecular pairing techniques, Double Dutch’s drinks have
been specifically designed to enhance the taste of higher-
quality spirits, while offering an innovative alternative to
standardmixers.
Double Dutch was the first mixer brand to launch quinine-
free tonic and being underpinned by both a genuine founder
story and credible expertise, they have established
themselves as a reputable brand in the space, providing a
refreshing and vibrant alternative to incumbent brands.
Double Dutch aims to continue their growth by entering
into new international markets as well as more domestic on-
tradevenuesandretailstores.
MolecularPairingTechniques
Double Dutch creates a range of versatile mixers that can be
drunk with a range of spirits, and taste equally delicious on
their own as they do in a cocktail. All their flavours are
developedthroughmolecularpairingtechniques.This
August 2019insightssuccess.com 17

20. technique identifies the chemical components and aromas
shared between specific spirits and certain ingredients, with the
corehypothesis beingthatingredientscombinebetterwhen they
share key flavour aromas. The process starts with determining
and quantifying the aroma compounds of a particular
ingredient. The next step is to then combine this ingredient with
others that share the same intrinsic properties to create unique
and counter-intuitive flavour combinations. This results in
flavours thatenhanceratherthanmaskthequalityof spirits.
ChallengingTheMarket
With consumers now becoming more and more health
conscious, low-calorie drink purchases are currently accounting
for 27% of all drinks sales. Double Dutch’s drinks are all
naturally low in sugar and only use 100% natural and organic
ingredients.This is one of the ways Double Dutch is challenging
the original tonic and mixer industry and encouraging the
market to become more diverse and consumer friendly. The
company is looking forward to seeing how the market
continues to grow and change and they plan to stay at
theforefrontof thesechanges.
PerfectlyBalancedLeadership
Double Dutch was founded by Dutch twin sisters,
Joyce and Raissa de Haas, who have a natural affinity
with superlative drinks and excellent blendings. Both
Joyce and Raissa have continued to personally direct
the brand from key positions, with Joyce overseeing
the financial and operational aspects of Double
Dutch, and Rasisa looking after sales and
marketing. Both have the perfect balance of
overseeing the function-critical aspects of the
business and are more than determined to bring
flavour, funandexcitementtothemixermarket.
OvercomingChallenges
One of the biggest challenges Joyce and Raissa
faced when they founded Double Dutch was they
had no prior experience in the Food and Beverage
industry which meant they also had limited
industry contacts. As many start up brands, their
budgets were very small compared to their big
corporatecompetitorswhichmadeithardtoreach
““We are committed to
supplying our customers
with the most refined
and highest quality
ingredients.
August 2019insightssuccess.com 18

21. the massive MOQ’s for production runs in a big brand
landscape. There was also the challenge of being stocked by
Wholesalers.
Joyce and Raissa overcame these challenges by building a
large brand presence on social media as well as constantly
increasing their network of industry influencers and investors
who have been able to directly help the brand. Joyce and
Raissa will always undertake a lot of personal research before
making big decisions, for example, their work with agencies
is limited as they know that internally undertaking work has a
personal touch and that people always react better when you
maketheeffortyourself.
FutureAspirations
Double Dutch aims to revolutionise the drinking
experience! Along with leading in flavour and
innovation Double Dutch is looking to leave a
positive impact on the environment by ensuring they
become 100% carbon neutral. They are also
continually exploring new flavours to add to their
range as they believe there are still many flavour
profile opportunities. It is through this flavour
development that they plan to take on the leading
brands head-onwithsuperiortastingproducts.
Seasonality, low calorie drinks and healthy living are
three trends that the company will be focusing on for
the next two years as it looks to align with the trends
that are driving consumer behaviour. Continued
international growth is a big focus as well. Double
Dutch wants to be easily accessible from all around
the globe, so as well as continued expansion in their
current markets, they are always looking to enter new
markets.
COMPANY
OF THE
MONTH
August 2019insightssuccess.com 19

22. HOW TO DO YOUR
BEST WORK WHEN
YOU'RE NOT
ACTUALLY WORKING!
In my role as chief evangeliser for OLIO – the
world’s only neighbour-to-neighbour food sharing
app – I speak about our work and journey at a lot of
events. And without fail I’m almost always asked
something along the lines of “How do you juggle
having a family with a start-up?” Whilst this is an
extremely valid question – and it touches on a topic
that’s very close to my heart, it really frustrates me
because I never hear the same question levelled at male
peers. As a result, this seemingly innocuous question is
laden with an enormous amount of gender bias,
generally to the exclusion of men. I would suggest that
if we want to achieve a fulfilled balanced life for all –
male and female – we have to ensure that we’re all
participating in this debate about work/life balance, and
that inclusivity needs to be the starting point.
Another challenge in this area is, funnily enough,
the gender bias experienced by men who choose to
be the “stay at home Dad”! Several years ago my
husband and I decided that given our respective
career paths and motivations in life, it made
sense for me to be the “bread winner” and for
him to look after our two kids and home,
whilst developing property in his remaining
time. This has given me the flexibility to
pursue the opportunities for OLIO with full
vigour, and has been absolutely invaluable in
terms of helping me to achieve a balanced
life. However, sadly, my husband
experiences more than the occasional
disparaging passing comment and has even
been asked “When are you going to get a
proper job?” Thankfully he has no self-
Tessa Clarke
Co-Founder & CEO
OLIO
Maintaining a personal and professional life balance
August 2019insightssuccess.com 20

23. esteem issues, and thinks he has the best job in the world!
But I highly doubt that in this day and age anyone would
ever dare say this to a woman; and so why to a man? If
women are to be truly equal in the workplace – and to
achieve a balanced life, then we need to adjust our
perceptions of what it means to be a male in a modern
society, and accept that this will require men to taking on an
increasingly prominent role in the delivery of childcare –
which is to the benefit of all involved, not least the children!
Gender issues aside, I spend a considerable amount of
mental energy working towards achieving a ‘balanced life’.
I prefer the terminology of a ‘balanced life’ rather than
‘work/life balance’, because when you’re an entrepreneur
(and especially an entrepreneur working from home), the
two can become very mixed! And to suggest that ‘work’
and ‘life’ are the antithesis of one another surely isn’t what
we should aspire to. In the very early days of setting up
OLIO, it was pretty much impossible to lead a balanced life
because we had to achieve so much, in so little time, and
with virtually no resources. As we’ve grown the business
and the team however, both Saasha my Co-Founder and I
have achieved a much more balanced life – which is
important, because the start-up journey is a series of
marathons, not a sprint, and so it’s essential to avoid
burnout. We find that working predominantly from home is
extremely helpful in achieving balance (5-10 hours per
week gained back through not having to commute!), and we
both carve out time during our working days to exercise. In
the early days we used to feel quite guilty about exercising
when we ‘should’ be working, but now we recognise that if
we’re to perform at our best then we need to be mentally
and physically fit and exercise is absolutely critical for this.
Plus, I find that I have many of my best insights and
inspirations for OLIO when working out, so it really is
killing two birds with one stone!
As well as working towards a balanced life for ourselves,
we’ve really baked this into the DNA of the company too.
And this has manifested itself in a couple of important
company policies. The first is our holiday policy – we have
no cap on the number of day’s holiday an employee can
take; however we do have a minimum and insist that
everybody has at least 20 days off. This is because we saw
research from other companies who had adopted a limitless
holidays policy, and it actually showed that the number of
days worked by employees increased, not decreased! We
also think it’s really important for the team to have a
collective break over the Christmas holidays so everyone
can really relax, confident in the knowledge that their email
inbox isn’t rapidly filling up! We also ensure that in every
employee’s induction, we talk about the importance of a
balanced life, and in our line manager training, we stress
that the line manager is responsible for working with their
direct reports to ensure that they are achieving a balanced
life. What this means is that on a day to day basis our team
chat will often show someone walking the dog at mid-day,
someone else with their kids at 3pm and others heading off
to swim or yoga. Each team member is responsible for
ensuring that their work is done, according to whatever
schedule best suits them, and as a result, we have an
incredibly motivated and productive team, the majority of
who say that working for OLIO is the best job they’ve ever
had! If you aren’t already talking about how you can
achieve a balanced life as individuals and as a company,
then I can highly recommend spending some time on it, as
the rewards will be enormous!
Tessa Clarke is the Co-Founder and CEO of
OLIO, a free app tackling the problem of
food waste by connecting neighbours with
each other, and volunteers with local
businesses, so that surplus food can be
shared, not thrown away. Since its inception
in 2016, 850,000 people have joined OLIO
and have together shared over 1.2 million
portions of food.
OLIO also publishes ZeroWasteWeekly.com,
a website and newsletter that aggregates all
the best zero waste news from around the
world. Prior to founding OLIO, Tessa spent
10 years as a digital Managing Director in
the media, retail and financial services
sectors, and gained her MBA from Stanford.
Tessa is passionate about the sharing
economy as a solution for a sustainable
world, and is equally passionate about the
importance of leading a ‘balanced life’.
ABOUT THE AUTHOR
August 2019insightssuccess.com 21

24. Technology, technique—name it,
the world has bestowed some
remarkably adaptive
implications and stimulated them into
becoming a global brand. Yet, many
organizations are striving to attain the
full benefits of being a globally
recognized brand. To stretch out
confinements, various organizations
often offer franchise licenses to
franchise owners in potentially
profitable regions for acquiring a better
customer approach. Instead of starting
from a scratch, an individual can
purchase a franchise and start with a
proven business model that has a more
probability of achieving success.
With adequate management and
guidance, one can easily flourish in the
business world. Franchise business
strikes down certain hardships and
struggles that might be faced in the
start-ups. Choosing franchise
August 2019insightssuccess.com 22

25. businesses over a start-up could prove
as a better idea, as it has more fruitful
benefits that of any initial-staged
businesses.
An Established Open System
Unlike any start-ups, a franchise
business allows an individual to carry
out the operation directly from the
established foundation. From brand
cultivation and marketing to future
plans and customer base, a new
franchise owner is blessed with almost
everything. An outlet of a franchise
ensures the idea of following the
similar business modules and
operational methods can be more
effective. And, implementing some
new tweaks in such absolute aspects
makes the task easier for a distributor.
In addition, it also allows professionals
to overview the business reports and
key performance indicators which aid
compassion over choosing a franchise
which is more suitable with a
purchaser’s business ethics. This
reduces the risk of being dominated by
franchisors and other investor entities
and helps in drafting own rules to
follow on.
Though a franchise comes with a well-
established platform, it does require
consistent efforts on bringing the
organization upwards. According to
various reports and facts, it has been
also stated that the success rate of
franchise business is quite higher than
an independent entrepreneurial
venture. As franchisees operate under a
systematic business model, they get an
indirect training in marketing as well
as staff handling. With a large-scale
marketing, the franchisees can
promptly attain more customer
attraction resulting into a higher
growth rate.
one to adapt and make appropriate
business decisions. Besides, a strong
support system is often a necessity
rather than a want. It supports an
individual in maintaining balance
between both independent ideologies
and the brand’s business modules. The
support mostly includes the vast
knowledge about the franchise and an
expertise outlook on products. With
such system, many new business
personalities can perpetually sustain in
the massive markets.
Less risk factor and Higher Success
Rate
One of the primary concern factor and
the misconception in franchise
business lies within the limitation of
autonomy. Unlike individual
enterprises, a franchise business might
be facing some problems regarding
receiving a full scale autonomy which
can be overruled thereafter. It requires
Franchise Ecosystem
August 2019insightssuccess.com 23

26. Instant Customer Access
Customer engagement is one of the
most crucial and difficult processes in a
business to bear. To gain more number
of customers, an organization has to
invest their time and efforts on
processing various marketing aspects.
In case of franchise business, the odds
are quite similar but with fewer efforts.
As most of franchise brands have a
national or a global recognition,
franchisees are required to contribute
into a “marketing budget” through
which the parent companies could
process out an extensive promotion
campaigns. Meanwhile, franchisee can
also start an independent campaign in
order to gain instant customer
engagement.
Below are some methods through
which franchisees can uplift the
business, independently.
Focusing on target audiences—instead
of exaggerating over customer
approaches, one can narrow down the
target audiences to highly qualified
prospects. It allows business owners to
concentrate and come up with best
prospects to deliver.
Return-policy—being the most
traditional and effective way to attract
customers, utilizing return-policies in
franchise business will aid the
franchisees to get better customer
approach. Providing something in
return and offering various schemes
helps in creating an adverse marketing
network.
How Franchise Business works?
Quite a few requirements are needed to
be fulfilled by a prospective franchisee
owner in order to get qualified for
licensing the brand’s name. The
qualification requirements significantly
vary from one franchisor to other. It
often includes maintaining a higher net
worth and a good credit score for a
larger initial investment. In addition, a
franchisee must be having another
source of income also an
industry/management experience for
guiding business effectively.
Subsequently considering all the
factors, the franchisor determines
whether the prospective owner is
worthy enough to be qualified for the
business or not.
A Franchise agreement includes certain
sets of terms which are required to be
followed by the franchisees. After
being qualified, an individual signs an
agreement where he/she has to pay a
franchise-fee in order to acquire the
license to use the brands name and its
business processes. Simultaneously,
the franchisor assists franchisees with
allocation, supplier connections, store-
management and staff training.
However, it also bestows various facets
like specific tested operating system,
with creative marketing strategies.
Initially, the opportunities of
implanting reinvention in franchise
business are narrowed down as the
focus of a franchiser is on delivering a
consistent experience across all the
locations. A multiple franchised
locations, a franchisee can easily attain
increased purchasing power. Also,
Franchise business allows business
persons to be flexible to try new
products or services in order to test in
the real-time market scenario. Thus by
considering above aspects, it can be
concluded that the franchise business is
most secure and best option to
invest in.
August 2019insightssuccess.com 24

28. Driftless Glen
Delivering Unprecedented Experience of Unique Spirits
Driftless Glen is set just
around the hillsides of the
Baraboo valley, purposely.“
Founded in 2015, Driftless Glen Distillery is a Grain to
Glass Craft Distillery. Most recently rated by Whiskey
Advocate with a “90” for Bourbon Whiskey, the company
has been named “Wisconsin Distillery of the Year”, by New York
International Spirits Competition and shared as a “Top Ten US
Spirits Brand You Must Try”, by London Spirits Competition. Its
American spirit has over 5,000 barrels aging on-site making a name
for itself Nationally and Internationally. "Grain to Glass and back to
Farm" is the company’s philosophy which means it is a 0% waste
distillery in terms of the creation of the spirits.
Driftless Glen recycles 100% of the by-product. The spent mash
and grain go to feed local livestock, while the wastewater is sent
off-site to an anaerobic digester, converting it back to energy. The
used bourbon and whiskey barrels are sold to breweries, cideries,
and wineries to create unique brews or are re-purposed by local
artisans to enjoy in their homes which makes the company an
environmentally focused distillery. Moreover, At Driftless Glen, the
creativity doesn’t stop with the spirits. It also offers distillery
inspired cuisine, a menu with delicious food created with its spirits
as well as unique mixology by using its olive oils and balsamic
vinegars.
Driftless Glen
The 10 Most Innova ve Solu on Providers in Food & Beverages-2019/ Dri less Glen Dis llery
August 2019insightssuccess.com 26

29. An Eminent Leader
Renee Bemis is the CEO and Co-Founder of
Driftless Glen Distillery. She leads the team
working with each member to make executive
decisions and assist where hurdles are presented.
Renee isthe Elections Chairman for the American
Craft Spirits Association. She and her husband have
been awarded with the prestigious honour of being
featured in an upcoming publication as Inc.
Magazines Top 5,000 Fastest Growing Companies,
as an Entrepreneur 360 Company and Renee has spoken
at many Business Conferences and Woman Empowered
Leadership Summits, sharing her story, leadership and
successes within the spirits and food and beverage
industry.
Delivering Experience
Driftless Glen believes that its impact on its customers is
driven by their experience. They experience Driftless
Glen first-hand when they visit the distillery. Bourbon
August 2019insightssuccess.com 27

30. and Whiskey groups are finding the enterprise online and
socially, reaching out for their own private barrel picks.
Consumers are hearing about it on the radio and through
other media outlets. The team at Driftless is constantly
promoting its spirits at events, with on and off premise
locations in every state that carries the products.
Stereotypical Adversities
According to the company, one of the major challenges that
it faces right now is the misconception that Bourbon
originates only from Kentucky. Apparently, there is a saying
that goes, "You can’t call it Bourbon, Bourbon comes from
Kentucky." which the company believes is not accurate.
Yes, the majority of bourbon comes from KY., but that is
due to the pure water sources that are available there. Pure
water sources make for the best bourbon. The water used in
Driftless region is sweet and clean as it flows through 700
feet of sandstone and limestone, one of the purest aquifers,
this natural resource of a double filter for the water was one
of the reasons the company built its distillery on the
Baraboo river.
Another current challenge is educating the consumer that
not all distilleries hand craft their spirits. Driftless Glen is
competing in the marketplace with popular products that are
mass produced in a plant, and then sourced to the craft
distilleries. There is no initial investment of all the
equipment. Those craft distilleries put their own label on
the product.
Thoughtfully Planned Growth
Driftless Glen envisions thoughtfully planned growth and
expansion for sharing its spirits throughout the United
States and beyond. It currently distributes to ten states and
will also soon be distributed in Costa Rica. The company
has considered additional locations for tasting room
experiences within the states it is distributed. Its focus is on
the core regions to ensure success as the brand awareness
continues to grow.
Clientele Assessments
“Driftless Glen is more than craft; they are pumping out a
lot of Bourbon and Rye with over 5,000 barrels aging which
is a huge number. Some smaller craft distillers have in the
range of 200-300, so this is an impressive operation. We did
a special blend and called it First marriage. It is really
good. If you are looking to step out with a new craft
distiller, this is a good one to go with.” - Blake Riber,
Seelbach.com and Bourbon R Review
“Review Tasting Notes - Driftless Glen Bourbon Whiskey -
Some unique things going on here with a beautifully
designed bottle with thumbprints on the side. A unique
Bourbon Nose. Spicy, and well done!! Rich flavour and
melts away. No real burn or bite which you would typically
find from a 48% ABV. You can really start to find the barrel
and the brown sugar. Unique flavors. Damn Good
Whiskey.” - Daniel and Rex- Whiskey Vault
Renee Bemis
CEO, Co-founder
August 2019insightssuccess.com 28

32. AI
n the recent years, Artificial Intelligence (AI) has
Itransformed various industries and helped to perform
better and achieve success in their respective arena. An
ideal amalgamation of human intelligence and machines has
proven that it can create wonders in the businesses. This
attachment of human intellect with the machine assists
businesses, to automate their day-to-day activities, to
understand customer behaviors, to decrease work
expendituresandtocreateoccurrenceson anindividuallevel.
Therefore, business individuals need to keep a close eye on
the latest developments occurring in AI industry. This
information can be vital as they can utilizeAI in areas where it
cancreateprofit for them.
There are various industries that are already utilizing AI in
their respective business functions and are getting benefited.
Following are some of the leading industries that have utilized
AI asaninstrumenttooptimizetheiroperations:
1. Healthcare
Healthcare sector has shown a positive response to assimilate
AI in its field. That is the reason; Healthcare has received
enormous funding to develop and execute AI. The modern
day machine intelligence is assisting healthcare sector to
examine medical data extracted from X-rays, CT scans and
variousothertests.
Segregation of this information is important as doctors go
through the patient's history to check and diagnose illness.
Healthcare experts are dependent on their years of experience
and prefabricated algorithms to acknowledge the symptoms
of an illness. However, sometimes they overlook and make
mistakes unconsciously. A BBC report titled 'AI Early
Diagnosis CouldSaveHeart and CancerPatient'statedthat
Moving Towards
Transformation of Industries
August 2019insightssuccess.com 30

33. nearly 20% of experienced doctors make mistakes while
diagnosing patient's illness. Therefore, this arduous as well as
dauntingtaskiscertainlymadeeasierbyAI.
There are famous examples of utilization of AI in healthcare
sector. The Babylon AI doctor app avails speech recognition
to interact with patients cross-examines carefully against its
database and provides necessary treatment. Another
interesting healthcare AI, Molly by Sense.ly -virtual nurse
app- links patients to scientific recommendations and help,
with the assistance of proprietary categorization engine pays
attention to the patients and replies appropriate response to
them. Microsoft's Hanover project utilizes machine
comprehension with natural language processing to forecast
productivecancerdrug compatibletothepatient.
2.Automobile and Logistics
Automobile industry is witnessing crucial shifts such as
autonomous driving, connectivity, electrification and divided
mobility. It is anticipated that the automobile industry will
experience rise in economic growth by shifting from
conventional to disruptive technologies and unconventional
business models.
On October 14 2015, Tesla announced that it is going to
launch an autopilot car i.e. a car with self-driving capability.
The car is expected to drive itself from coast-to-coast with the
help of autonomous navigation. Other car makers are aiming
to implant AI services like Amazon's Alexa. This will
authorize passengers to self-command car technologies with
thehelpofnaturallanguagevoiceorders.
German premium car maker Mercedes-Benz has deployed
voice command personal assistant in CES show 2018 held in
Las Vegas. Its arch business rival BMW followed the
footsteps and decided to adoptAlexa and its assimilation into
its handpicked BMW and mini automobiles. KIA Motors has
also proclaimed that it is thinking about assimilating Google
assistantinitscars.
It is the need of the hour for any business to perform better in
its services and increase profit as much as possible. It is
expected that machine learning (ML) will empower systems
to an extent that they will comprehend the data and utilize it to
increase their performance. This is where AI comes into the
picture. The association between AI and ML can create
wonders inlogistics,wheretimeisaparamountentity.
The logistics sector gathers extensive data from diverse
sources such as websites, smartphones and various telematics
tools. Predictive analytics not only rearranges delivery
schedule but also predicts subsequent orders which gives
logistics sector an advantage to utilize its resources
effectively.
Infrastructure Transformation
August 2019insightssuccess.com 31

34. Interestingly, AI does not stop there. It assists in semi-
autonomous driver assistance, autonomous fleets for ride
sharing, engine overseer and forecasting maintenance for
automobiles.
Also,AI has been assisting logistics sector to construct supply
chains beforehand with the help of advanced systems. This
computer assistance in automobiles delivers goods in the
efficient manner which is essential for the success of a
logistics company. The forecasting helps logistics to avoid
disastrous calamities such as difficult weather situations,
trafficdelaysandmanyunexpectedoccurrences.
3. MarketingandAdvertising
Marketing sector has changed drastically over the years.
Customers anticipate for a personal experience and it is the
need of the hour for marketing sector to change itself and
adjust accordingly. They are required to leave the
conventional methods of marketing and concentrate on
enhancing their communication, execute demands as well as
aspiration. This adaptation of AI is vital for marketing sector
as reluctance to implement this new technology can lead to
loss of business for thecompany.
AI assists marketers to find and forecast customer attitudes.
This precious information allows marketers to carry out
impactful keywords and communicate with consumers on a
more personal level. Moreover, chatbots also help to execute
this communication in a less expensive, effective and in a
persistentway.
On top of it, AI generates ideas which are subdivided into
many sub ideas. This way the risk of catering a sole idea is
eliminated and various ideas can be catered according to
customers and their preferences. Brands have started to
acclimatize on this useful technology and are focusing on
selected customers. Startups have also begun to applyAI with
the help of AI automated personalization and compelling
videocontent.
4.VirtualAssistant
A Virtual Assistant can help you to handle smart home
devices. This feature will allow you to administer door locks,
lights, appliances and many smart home devices. There are
Virtual Assistants available in the market, which show the
capacity to function as an intercom. A user needs to place
VirtualAssistants in every room to communicate with others.
Amazon Echo's 'Drop In' feature enables users to interact with
eachotherfromdifferentrooms.
Users can also utilize VirtualAssistants to shut down and start
TV sets on compatible television models. In addition, a
Virtual Assistant in the kitchen can also be utilized to handle
kitchenmachines.
Virtual Assistants such as Amazon Echo as well as Google
Home incorporates 'Routines' attributes which allow these
Virtual Assistants to carry out many tasks on a single
command given by the user. This means a user can create a
'Routine' command which will instruct theVirtualAssistant to
startmultipletasks itsupposed toexecute.
Industries are constantly trying to update themselves by
adapting new technologies. AI is transforming industries and
helping them to grow their businesses. It is going to advance
into more sectors. It will help human beings to operate risky
tasks, decode universal issues and take care of various human
tasks. We can definitely anticipate a future where AI will be
thenew normal.
August 2019insightssuccess.com 32

36. Pam Bateson
CEO & Co-founder
Thrive Partners
August 2019insightssuccess.com 34

37. What a tech CEO can
teach your business
about digital
About the Author
Pam Bateson is an expert coach and
mentor in business, training others to
Masters level qualifications and
supervising coaches. She has worked
within the healthcare, retail, hotels,
construction, media, agencies, education
and public sector. She specialises in
Coaching, Mentoring, Employee
Engagement, Change Management,
Learning and Development and
Organisational Design. She has worked
with all levels in organisations from
g ra d u at e s to t h e C EO. S h e h a s
designed change programmes that
connect projects, outcomes, training and
coaching. The performance outcomes
have been outstanding. She is CEO
andCo-founderat ThrivePartners.
am Bateson set up ThrivePartners,
Pan on-demand coaching company,
three years ago. In this article, she
shares her point of view on how important
humans are in a more digital world, what
she’s learned as a tech CEO, and what this
means when you’re looking to use tech in a
way that’s both disruptive and works for
customers. In October 2015, I gave up a
successful career as a management
consultant and coach to set up Thrive
Partners. Lots of people thought I was
crazy. I was approaching 50, with two
children still at home. But for the decade
running up to that decision, I’d been
thinking about a better way to deliver
coaching – supported by digital, to share
more widely the coaching tools I’d used to
helpclientsformanyyears.
This was the business I set out to build
three years ago.Today, we’re working with
25 clients on five continents – delivering
ourown brandof
on-demand coaching, backed with insights
for the whole business. The learning curve
has been steep – particularly for someone
who, bytheirown confession,didn’thave
Tech-Know Insights
August 2019insightssuccess.com 35

38. a lot of experience in learning technology. So here, I wanted to
share some of the things we’ve learned – and what it might
meanforyourbusiness.
Dreambig
I didn’t really set out to build a business that would be
considered disruptive, but my background as a lean engineer
and coach did mean that we ripped up the rulebook when it
came to the coaching industry. We scrapped the idea that you
needed to meet face to face, and that sessions had to last an
hour, or even two hours.And we made it a lot easier for people
to access a coach to answer the questions they had there and
then – increasing access so people could chat to an expert
withinanhour.
Working with my co-founder, we then rebuilt the industry by
asking the biggest questions we could imaging. What if we
could make coaching available to whole organisations? What
if we could get listening as valued as speaking? And what if
wecouldhelporganisationslearnasquicklyasindividuals?
Ifoundthesequestionsirresistible:
I wanted to do for coaching what Uber had done for getting a
taxi, Netflix had done for home entertainment, and Tinder had
done for dating. It’s these big dreams that have galvanised our
success in the last few years – and which has set us in the right
directionforthefuture.
Buildformodernusers
Despite big dreams, we’ve also made our fair share of
mistakes!Alot of them mistakes happened when we took our
attention away from our end customers. It sounds obvious to
see it there on the page. But it can be easy to lose sight of the
customers that matter most, especially when, as a tech CEO,
sometime we get preoccupied with a shiny piece of new
technology.
So, what to consider first when it comes to users? The main
thing to bear in mind is that they expect experiences that are
easy and fast to access – a shift brought about by what we call
the ‘Amazon Prime Mindset.’ In this era, clunky user
experiences reduce the chances of uptake of services. In short,
if your technology can’t match or exceed the quality of digital
experience people get in their everyday lives, then you’ll need
togobacktothedrawingboard.
Createwins forthemany
So, if users come first – who else can we harness the power of
technologyfor?
Our answer?Everyoneelseinthesystem.
Early on in the development of our MyThrive platform, we
realised that delivering digitally would enable us to do more
than just scale and facilitate coaching in global organisations;
it would also mean we could spot trends and patterns within
communities of users, in organisations or society at large. Just
as carefully listening has a powerful and transformative role
in one-to-one coaching conversations, carefully listening to
and analysing anonymised version of the conversations we
host has a powerful and transformative role within whole
organisations.
The whole-system insights we produced has helped to make
sales processes smoother, improved communications and
createdmoreopportunitiesforpeopletolearn.
Keepithuman
With suicide being the biggest killer of men under 45,
loneliness sweeping through developed economies in
epidemic proportions and a third of all young people suffering
fromanxiety,
I strongly believe that we have a duty to keep talking to each
otherasasociety.
We believe that keeping the art of conversation alive in this
digital age is essential; only humans can master creativity,
empathy, humour and imagination in a way that’s compelling.
Information is everywhere, so we’re using technology
differently – to offer real human experiences at scale, at any
time of the day, whenever our clients need a conversation, for
everythingyoucan’tGoogle.
And what of the future? Curiously, even the structures of
artificial intelligence and machine learning look set to mimic
human patterns. It’s still early days, but leaders in this space
talk of ‘deep learning’withAI – by layering up different tools
thatconnectinthesamewayasourbrain’s neuralnetworks.
And so, thenextthreeyears?
My recent experiences have led us to ask even bigger
questions than we did to begin with – which I suspect will lead
to our next irresistible set of adventures! What if we could
transform learning management systems into learning
ecosystems? What if any community of learners could
connect with any community of teachers?And what if a better
understanding of outcomes from learning could help both
individuals,organisationsandsocietytothrive?
Iforonebelievethereareexcitingtimesahead.
August 2019insightssuccess.com 36

40. Supporting Restaurateurs Since Inception
With the goal to support the passion of
restaurateurs through cutting-edge technology,
TouchBistro was founded in 2010. As an
organization, TouchBistro knows that while passion is
plenty in this industry, time and money usually aren't. That's
why TouchBistro was built as an iPad POS and integrated
payments solution that helps restaurateurs put more money
in their pockets and more time back in their day.
In an interview with Insights Success, Alex Barrotti, CEO
& Founder of TouchBistro describes the story of the
organization.
Below are the highlights of the interview between Alex and
Insights Success;
Give a brief overview of the company, its uniqueness
and its vision.
TouchBistro is an iPad POS and integrated payments
solution with every feature designed for the unique
workflows of restaurants to achieve optimum operational
efficiency, deliver an exceptional dining experience for
patrons, and take the guess work out of making business
decisions to improve the bottom line.
Describe your company's cutting-edge food & beverages
solutions which address all the needs of your customers?
TouchBistro was built from the ground up to work as the
heart of a restaurant's operations by streamlining and
simplifying all aspects of running a restaurant – from order
The 10 Most Innova ve Solu on Providers in Food & Beverages-2019/ TouchBistro
Alex Barrotti
CEO & Founder
August 2019insightssuccess.com 38

41. taking, payment processing, menu management,
accounting, reporting, and inventory management, to staff
scheduling and customer loyalty – and continues to add
functionality that restaurateurs need most. We carefully
listen to our customers to guide product development, so we
solve the problems they have. As we are focused only on
the restaurant vertical, our award-winning product
development team gets to design workflows and use cases
that are specifically tailored for restaurants and benefit the
lives of restaurateurs. This creates a best-of-breed solution
for the restaurant vertical.
Cost is a sensitive issue for restaurateurs. With TouchBistro,
they don't overpay for features they don't need that are often
found in POS solutions that were designed initially for
other types of businesses, like those that sell clothes or
repair cars. In TouchBistro, the functions are essential to
running a restaurant – such as our patented bill splitting or
combining feature, management of restaurant staffing,
inventory tracked against dinners served, table assignment
and reservations control – which may not be found in other
POS solutions that are not specifically built for restaurants.
High cost proprietary POS hardware has also been a
problem for restaurateurs with legacy systems. To resolve
this problem, TouchBistro was designed to run on any off-
the-shelf iPad available at an authorized reseller. In addition
to lower or comparable monthly license fees, TouchBistro
offers a flexibility in the choice of integrated payment
processors, so restaurateurs can choose the one they prefer.
Many POS solutions do not offer this flexibility which can
significantly impact the total cost of ownership of a POS
solution with higher bill processing fees.
With the escalating number of food & beverages
solutions providers, how is your company creating an
impact on its customers?
TouchBistro immediately stands out with its rich feature set
and intuitive graphical user interface – restaurateurs can
literally download the app and learn how to operate it in 30
minutes or less as it automates the actual workflows and
processes that are already familiar to people in the
restaurant business. Staff can be rapidly trained on it as
well, which is important with the high turnovers that are
common in a restaurant.
Enticing photos of menu items, along with ingredients, can
be displayed on the iPad to show to diners and to rapidly
respond to allergy concerns, helping customers with meal
choices and providing servers with a great upselling tool.
Servers are prompted with a pop-up display of modifiers to
customize menu items, such as well-done or rare for a
steak, or for adding combos like fries or a salad to a burger.
This feature prompts servers to upsell specific items
automatically, lowering the burden of training or
memorizing while increasing the bill. Customizing the
system for items like daily menu changes or seating
rearrangement can be easily done by management in-house
without requiring any costly outside programming.
August 2019insightssuccess.com 39

42. Product updates and enhancements are provided to users about
every eight weeks at no charge. These are simply downloaded
by users when they chose to implement that functionality.
What challenges does your company face in providing your
solution and how is TouchBistro tackling them?
TouchBistro is leading the charge in overseas markets in
partnering with payment acquirers so we can offer
greater operational efficiencies and financial services to
our end users by integrating with banking services.
Finding the right partners, localizing the app with
translations and tax/legal regulations and local
currency are all challenges faced when expanding into
a new market. TouchBistro has already partnered in
this new model with JPMorgan & Chase in the USA,
BarclayPayments in the UK, and EVO Payments in
Mexico.
What could be the potential future of TouchBistro
and how do you envision sustaining its competency?
The total addressable market for TouchBistro is $72
billion. Our SaaS business model enables us to open
and expand markets around the world with
extraordinary agility. To support sustainable and
profitable growth, we are continually fine-tuning our
operations, expanding our product features, opening
new markets, and adding new partnerships. Most
importantly, our product quality is unmatched. No
other system is able to duplicate our design, making
TouchBistro the most innovative solution for
improving restaurant operations.
About the Leader
Alex Barrotti, TouchBistro CEO & Founder, is a
successful serial entrepreneur who has emerged as a
visionary in the advanced technologies that help retail
and hospitality businesses expand. Alex launched
TouchBistro iPad POS solution in 2011. As of today,
TouchBistro has helped over 16,000 restaurants in
more than 100 countries to increase sales, improve the
customer experience, and make better business
decisions.
Before TouchBistro, Alex was at the forefront of e-
commerce development when he founded INEX in
1997. While others doubted online shopping would one
day become the norm, Alex persisted in developing a
novel turnkey solution that enabled storeowners to
create online storefronts with pre-designed templates.
At 29 years old, Alex sold INEX for $45 million.
We are restaurant experts who are
passionate about improving the
experience of restaurant owners,
staff and customers. We build easy
to use world class technologies
that inspire success.
“
August 2019insightssuccess.com 40

44. Every business thrives solely on
its sales as the revenue
generation revolves around the
efficiency of its sales strategy. This
strategy can only be devised by
engaging in the creation and
implementation of a sales management
system. It is a technique of formulating
sales strength, synchronizing sales
operations, and applying sales skills
that lets a business to constantly
improvise and exceed its sales targets.
Sales management aids the functioning
of activities and tasks which are
involved in the dispersal of goods and
services.
Selling a product or a service, even to
an average consumer needs strategic
planning and its effective
implementation. One thing evident in a
product’s life cycle is that sales
management isn’t as easy as it sounds.
It depends comprehensively on crafting
the organizations’ offerings in terms of
the targeted market needs and desires,
and using evaluation, communication
and distribution.
Sales management as a terminology
directly applies to the section of a
business that interacts with a
prospective customer and attempts to
convert it into a sale. Although this
task sounds effortless, prolonged
research and planning are involved
behind its execution. On a less
technical note, sales management can
be called as the art of assessing and
surpassing the sales objective of an
organization through efficient planning,
controlling, budgeting and effective
leadership. An efficient sales
management strategy can act as a
massive turnabout for any organization
in its long run.
The process involved in sales
management:
Ÿ Planning the Sales Process:
The primary task in the hands of
anyone managing the sales of an
organization, before even forming a
team is planning the sales process.
One has to analyze who’d be the
prospective buyers and construct a
sales plan to meet their
requirements. For instance, an
organization which sells computers
plans to enter a new market. To do
so, it will have to devise a sales
plan based on an extensive research
about that market’s economy and
the scope of their product’s sale
potential. The channels of targeted
audience; be it online or offline
should be adequately analyzed, and
recognizing the geographical areas
where the organization would
thrive should be considered as a
priority while planning a sales
process.
Ÿ Hiring the right people:
Efficient staffing plays a vital role
in the accurate functioning of any
devised strategy. To be precise, a
sales workforce is as important to
the organization as increased
profits. Evidently, both these factors
are inter-dependent. Therefore, a
sales manager or any employer has
to craft up a proficient team to meet
the organization’s desired goals.
This task of staffing competent
sales representatives requires an
employer to consider certain facts.
For instance, if the organization
functions locally, a sales
representative with the knowledge
of the local language would be the
desired candidate. Other such
constraints, which should be
considered while hiring a candidate
include, familiarity with local
geographies, willingness to travel,
to work on varying time zones etc.
An effectively working sales team
will carry out all the vital tasks that
directly lead to the sale of a
product, thus resulting into
increased profit.
Ÿ Designing the Sales Strategy:
A sales strategy is fundamentally
the most vital requirement of an
organization in order to sell its
products and gain profits. This
strategy is usually formulated by
the aforesaid sales team. But for a
strategy to be derived, the manager
of the team has to provide insights
and essentially indulge in the
activity. This strategy should be
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45. Ÿ based on the factors considered
during the planning of the sales
process. The designing process of
the strategy should include clarity
and shouldn’t jeopardize the
integrity of a team member. Every
team member’s performance should
be assessed and provided with
guidance during difficulty in
attaining targets or deadlines.
Regular appreciations and rewards
account for improved work
motivation and performance. Such
a design of the sales strategy when
implemented, prove to be beneficial
for the organization as well as the
team members.
Ÿ Forecasting the Sales Results:
Positive sales forecasting is
possible only by a productive
analysis of the organization’s sales
patterns and also considering the
current trends in the industry. This
allows one to interpret the number
of sales one can achieve in the next
term. This analysis is provided by
the sales team with the data they
have collected over the time, about
the amount of leads turned into
customers and the leads which are
yet to be converted for business. By
the use of sales forecasting, the
future sales plan can be assessed,
providing an opportunity to employ
experimental strategies and
methods. This also allows one to
expel the old and unproductive
strategies.
Ÿ Reporting the sales:
The sales reporting process inspects
the efficacy of the various sales
strategies applied currently or
previously. It is essential to
measure the performance of the
sales team as well as the proposed
sales strategies to evaluate their
productivity. The sales team should
be required to provide reports of the
tasks executed based on which, the
future decisions must be taken by
the management to implement
measures of improvement.
Ÿ Analyzing the Sales Efforts:
The resulting productivity of the sales strategies should
be constantly measured. Every strategy implemented
must be evaluated pertaining to the data of its
performance, so as to understand how well it has been
executed. This aids the sales team in analyzing common
errors in the strategies and achieves enhanced sales.
Why sales management isn’t a walk in the park:
It’s a common stereotype that sales people work
comparatively less than people in other departments. The
role of a sales representative is not just making voice calls
and having conversations with people. It involves a giant
of an effort in converting a lead into a customer. This isn’t
feasibly possible unless a sales representative possesses
equivalent skills and smart work techniques. The sales
department in contrast to any other workforce is
accountable to target achievements and regular
performance reviews. This creates a constraint
which evidently proves the complexity involved
in the profile of a sales representative.
Since sales people personally interact with a
probable customer, they gain the benefit of
being able to gain knowledge which will
help in performing their sales pitch and
offerings to the customer. A sales person
is also responsible in building trust and
loyalty between customers and
businesses. This can only be achieved
pertaining to the transparency
between the sales person and the
customer. While making sales
interactions, urging a customer to
recommend a friend or provide
positive feedback draws an impact
on the development of the business
through brand awareness and sales.
Efficient sales person not only make a sale,
but also build a continual impact on the
customer. Long term customer associations lead
to repeated customer referrals that increase the
organization’s reputation. To conclude, sales
play a pivotal role in the all-encompassing
growth of an organization and thus, cannot be
overlooked.
Pitching Success
August 2019insightssuccess.com 43