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Mobile Solution Boosts Sales Team’s Spirits

19 May 2016 by Susie Steckner

Deutsch Family Wine & Spirits knew it had a winner in its midst.

But it wasn’t a gem of a French wine. Or a perfectly smooth vodka.

It was a 2-in-1 laptop. And its impact was significant, saving an estimated 300 hours of staff time each week.

Deutsch Family Wine & Spirits considers the 2-in-1 game changing, as it boosted the productivity and efficiency of its sales staff almost immediately. The device is used by 75 salespeople, providing mobility and greatly reduced prep time for sales calls.  

More time means more selling time, and that’s critical for a company of any size.

“Thanks to the 2-in-1 laptop, I estimate that we’ve recouped 300 hours a week companywide for more selling time, says Mark Salmon, division vice president for the central United States. “This should help increase both revenue and job satisfaction for our people.”

On-the-go solution

Deutsch Family Wine & Spirits continues to reap the benefits and the company is not alone. Enterprise-friendly detachables are consistently praised for their versatility, light weight design and performance.

Not surprisingly, detachables are seeing phenomenal growth. An analysis by IDC earlier this year found:

· Shipments for detachable tablets reached an all-time high of 8.1 million devices in 2015.

· Detachable tablets more than doubled their shipments since the fourth quarter of last year.

While 2-in-1s make sense for workers on the go, they also make sense for the C-suite. Not only do they offer extreme portability, they offer the workforce flexibility and the power needed to get the job done anywhere.  All that means real productivity and a boost to the bottom line.

Leaving the laptop behind

Deutsch Family Wine & Spirits finds top wine and spirits around the world and introduces them to the U.S. market. The family business started in the 1980s with two employees importing a few family producers from France; three decades later its roster of clients include Château Bonnet, Kunde Family Estate and Yellow Tail.

Deutsch Family Wine & Spirits in recent years looked to revamp its technology, turning to state-of-the-art laptops. While the salespeople were mobile, the laptops were not and were often left behind because they were too bulky.

 “Salespeople complained about the weight of the laptops,” says Michael Rajendran, IT associate manager. “They printed out what they thought they needed for their calls and left the laptops behind.”

The also spent time looking up sales figures and any other information that could possibly need for a client meeting. Without the convenience of a mobile device, accessing details on the spot simply wasn’t an option.

Rajendran had been hired to help the company modernize its tech, with a focus on improving its sales tools. The idea of the sales force taking meetings with piles of paper wasn’t what he had in mind to get the company to the next level.

What’s more, all that pre-meeting prep was a huge time waster. Add up the hours spent, across dozens of salespeople, and that created the hundreds of hours in lost productivity.

Rajendran kept looking for the best field device to fit the company’s needs.

Searching ends

Enter the Surface Pro 3.

When Microsoft introduced the Surface Pro, the company was ready, loving the light weight, convenient size and touch screen. The sales team could simply carry all the information they needed with them. The stashes of paper and hurried searches for sales figures became a thing of the past.

As important, the sales team could use Microsoft Office 365 to access whatever materials and account information they needed while on the road.

Beyond sales, the Surface Pro 3 has been a great solution for enhancing distributor sales training. The company hired a partner to develop touch-enabled gamification applications that train through play, allowing sales people to “play” through the selling journey.

“Instead of delivering a boring one-way presentation, we hand the Surface to our distributors and let them play a game that teaches them the same skills,” said David McDade, senior vice president of sales development. “We see far greater participation and retention.”

Increased mobility. Enhanced productivity. Greater flexibility. A happier workforce.

The Surface Pro 3 and Surface Pro 4, which was released in October 2015, are delivering solutions to enterprises every day. That’s good news for more than just the Deutsch Family. Small and medium business leaders everywhere will raise a toast to these results.

There’s no limit to what you can achieve with the versatility and power of Surface devices, and they’re available from Insight. As one of Microsoft’s leading global partners, we offer unmatched expertise in delivering and deploying Microsoft hardware, software and cloud solutions. Talk to a specialist to learn more.