Issue link: https://www.e-digitaleditions.com/i/999236
32 FEDA News & Views rep firm Kain McArthur. e Kansas- based firm participates in Paradigm, a collaboration of five independent rep firms that provide nearly national coverage. "We work hard to make sure that effort is rewarded even when it is away from assigned sales territories or not where the sales order is entered." Mobility Tools Can Deliver Instant Value Similar challenges can be addressed by equipping field salespeople with tablets. As a first step, distributors can digitize and maintain records on manufacturer programs and existing relationships with rep firms, manufacturers and customers. Secondly, communication can be enhanced by including click-to-chat features with easy links to partners for each customer opportunity. Some apps include video with participants positioned in a virtual office to mimic a field visit. And, when data is essential for proving value, tables can provide access to specifics in the initial steps of a sales process, during testing and after the sale for the ultimate proof of created value. Keck sees the value, particularly to help manage travel expenses. "We work with our clients, where they have their offices and facilities, and there can be a need for our partners to be there with us, which means costly trip charges," he says. Tablets can be used for on-demand meetings, replacing planned trips or by adding improvised conference meetings as the need arises. Either way, mobile communications could deliver instant value through enhanced communications and strengthened relationships. And, in a very practical way, value chain partners, such as reps and manufacturers, are more certain that they have a seat at the table for critical conversations. Work Process Automation May Lock In Loyalty Much of Concept Services' deep value is about testing during the presale phase, and supply chain solutions and project management during roll out. All of this requires frequent, ongoing communications with reps and manufacturers to ensure that customers receive excellent, differentiated service. Emerging technology vendors are offering cloud-based project management and work-flow solutions with features that allow collaboration across the supply chain. Eventually, Keck hopes to see more of the technology surface in the foodservice equipment and supplies industry but acknowledges its struggles with change. "Many distributors and KAIN MCARTHUR'S EDUCATION CENTER/TEST KITCHEN