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Portable Presentation Case Study ViewSonic® projectors make Nestlé USA's sales trips sweeter  Challenge: To make the case for Nestlé USA's innovative consumer products, salespeople used to have to schlep bulky presentation equipment around the country-or rent it at outrageous rates. ViewSonic projectors are lightening their load and reducing travel costs. Solution:
Results:
 The Customer
Based in Glendale, California, the sales team for Nestlé USA works with distributors and retailers nationwide to bring Nestlé products to customers. Mark Nichta, director of sales information strategy for Nestlé USA, estimates that salespeople from the Glendale office are responsible for 85 percent of the $7 billion in sales represented by Nestlé Brands Company and Nestlé Prepared Foods Company-household names like NESTEA®, NESCAFE®, STOUFFER'S®, LIBBY'S®, and POWERBAR®. The sales team spends much of its time researching new products and retail trends, and visiting big retailers like Wal-Mart, Target, and Albertsons, as well as myriad smaller regional markets. The reseller OfficeMax is a leader in both retail office products and business-to-business office product solutions. OfficeMax customers are served by more than 40,000 associates through direct sales, catalogs, the Internet, and nearly 1,000 superstores. Now joined with Boise Office Solutions, OfficeMax had pro forma revenues of $8.3 billion in 2003. The Challenge The sales staff at Nestlé USA relies on presentation software and video projectors to make the most of the time they spend with clients. But traditional high-quality projectors are too big and fragile to bring along on flights. Because salespeople don't have time to wait for checked equipment-not to mention the possibility of damage or loss-they often leave the projector behind and rent equipment from hotels or conference centers at mercenary rates. Nichta's sales team has paid as much as $750 a day to rent projectors. The Solution Nichta looked for help from Technology Specialist, Jennifer Sorensen, part of OfficeMax's business-to-business solution team in Los Angeles. Sorensen understood the request right away. "Anytime you can reduce the size and weight of anything, especially a needed sales or presentation item, there's a benefit to the company and salesperson," she says. "Especially for some women or older workers in the field, the weight of peripherals is important." With Sorensen's guidance, Nestlé USA decided on several ViewSonic PJ255D projectors. The small and powerful projectors are no larger than a hardbound novel and slip right into a standard carry-on bag, so sales representatives no longer have to choose what to carry on and what to check. The Results This solution is now implemented in more than 15 Nestlé USA field offices around the country, and in its headquarters in Glendale, California. "We keep a few here at our corporate headquarters for trips, which defrays the costs that hotels charge," Nichta says. Even with peripherals, the 2.1 pound ViewSonic PJ255D is little more than 3 pounds, compared to 8 or even 10 pounds for other projectors. As a result, more Nestlé USA salespeople can fly without checking luggage, so they can spend less time in airport lines and more time selling Nestlé products. back to top |
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