our Success cases
casos de éxito
How a B2B platform transformed Horeca channel management through AI-driven PoS-level micropersonalized commercial propositions
Contexto
Context
- Leading beer company with a large and diverse Horeca customer base and a sales force of over 200 people
- Traditional last-mile execution limited proposal relevance, conversion and engagement in a highly fragmented channel
Our approach
Nuestro enfoque
- Designed and deployed a last-mile sales application to support daily Horeca execution
- Prioritised routes and commercial actions based on outlet-level potential
- Used AI to generate micro-personalised commercial proposals per outlet, including recommended assortment, tailored conditions, discounts and visibility materials aligned with each venue’s profile
- Supported adoption through change management and training for 200+ sales representatives.
Deliverables
Entregables
- Last-mile sales application for Horeca execution
- AI-based proposal generation engine
- Route prioritisation and visit planning logic
- Change management and adoption program.
Results
Resultados
30,000+ commercial proposals generated per year
1.8× increase in success rate when acquiring new points of sale
2.6× increase in the introduction of new product references
Higher engagement, with proposals perceived as added value by Horeca owners
StoreLab: Our highway to success
- By leveraging advanced analytical expertise, the company now has a clear, data-driven expansion strategy.
- The structured approach to market entry, combined with AI-driven optimizations, ensures a high-impact rollout. This positions the company as a leader in the global craft beverage market, driving innovation and profitability across Europe and the Middle East.