Adult Beverage Distributors: Faster Sales Execution Blueprint

1. 4 FEATURES YOU NEED NOW FOR FASTER SALES EXECUTION:​ A BLUEPRINT FOR ADULT BEVERAGE DISTRIBUTORS BUYING, BUILDING OR RETROFITTING THEIR SALES EXECUTION TOOLS​ ​ ​ ​ PART OF A HOW TO GUIDE SERIES FOR ADULT BEVERAGE DISTRIBUTORS​

2. CONTENTS Contents INTRODUCTION __________________________________________________________________________________________________ 3 Who we are What is Vineforce Chapter 1 _____________________________________________________________________________________________________ 6 Feature 1: A single tool capable of managing the complete sales incentive lifecycle CHAPTER 2 _____________________________________________________________________________________________________ 9 Feature 2: Sales team should have personalized view of all their accounts CHAPTER 3 _____________________________________________________________________________________________________ 13 Feature 3: Ability to automatically match sales opportunities CHAPTER 4 _____________________________________________________________________________________________________ 17 Feature 4: Real-time view of sales commissions CHAPTER 5 _____________________________________________________________________________________________________ 21 Feature 5: Generate reports that provide line of sight on what’s happening in the field CONCLUSION _______________________________________________ 25

3. INTRODUCTION WHO WE ARE Our software currently powers incentives for over 2000 sales reps , processes over $20 million+ in chargeback and commissions annually. • Founded in 2012 as BrightPath Software, Inc., an enterprise software developer.​​ • 2013 – Built the first incentive system for the nation’s largest adult beverage distributor.​​ • Spent 5 years immersing ourselves in the incentive world in order to build and perfect this incentive system for them.​​ • 2017 – Started working on an advanced cloud version called Vineforce.​​ • 2018 – Renamed company Vineforce to focus exclusively on building the best incentive-management tool possible.​​ • Vineforce is comprised of a team of over 30 people located in India, Pakistan, Philippines and Florida.​​ • Our largest customer is Southern Glazers Wine and Spirit.​​ INTRODUCTION|3

4. INTRODUCTION WHAT IS VINEFORCE? • Vineforce is a software service designed specifically for adult beverage distributors to manage supplier incentives. • Features are rolled out monthly and quarterly at no extra cost • Access everything via a web browser on your laptop or tablet • Fast comprehensive support via email, live chat, and FAQs at no extra charge INTRODUCTION|4

5. IF YOU'RE PLANNING TO BUY, BUILD OR RETROFIT YOUR SALES SOFTWARE TOOL, ​ HERE ARE SOME FEATURES THAT WOULD MAKE A HUGE DIFFERENCE​ TO YOUR EFFICIENCY AND SUCCESS. ​ INTRODUCTION | 5

6. Feature # 1 Your sales execution tool should be a single tool capable of managing the complete sales incentive lifecycle – program creation, distribution, commission management and chargeback – with built-in analytical dashboards and reports. CHAPTER 1| 6

7. WHY IS THIS IMPORTANT? ​ The proliferation of sales execution tools amongst adult beverage distributors is partially an effect of how they're organized as multiple operational entities within their local markets. As a result, each market developed their own hodgepodge of tools using local resources, with little or any central administration or vision of the end product. Having a single tool provides a clear tactical advantage as it helps the organization move faster by standardizing, packaging and reusing processes, data and human capital across the enterprise. ​ ​ CHAPTER 1| 7

8. DISADVANTAGES OF HAVING MULTIPLE TOOLS ​ • Reduces Productivity – Switching between tools is time-consuming. ​ • Increases Costs – More systems to maintain and user licenses to buy.​ • Impedes Collaboration – Teams can't collaborate easily across multiple systems.​ • Minimizes Adoption – More tools require more training, which affects how often each tool is used.​ • Limits Executive Visibility – Generating insights via reports and dashboards becomes difficult when your data is scattered across multiple systems.​ CHAPTER 1| 8

9. Feature # 2 Your sales reps and sale managers should have a personalized view of all their accounts based on assigned route and people they manage.

10. WHY IS THIS IMPORTANT? ​ Quick access to information significantly improves sales rep productivity. Providing your sales reps with outdated account lists delays and distracts from their ability to schedule site visits, plan sales strategy and identify sales opportunities. For sales managers, line of sight on all the accounts and activities of the sales reps they manage helps them keep their team on track. CHAPTER 2| 10

11. BENEFITS • ​ • Quick, up-to-date view of accounts for all sales reps.​ • Sales reps can optimize their sales planning process.​ • Sales managers get line of sight on reps' account activities. ​ CHAPTER 2| 11

12. BELOW IS A SCREENSHOT FROM THE VINEFORCE APP SHOWING CUSTOMERS FOR A SALES MANAGER​ • What's in the screenshot:​ • ​ • General account details – account name, store #, route number, with one-click access to the customer’s profiles, call day, incentive opportunities, and service history. ​​​​ • Call days/times – sales reps can quickly view accounts they need to visit on a given day and what time of day is best.​​ • Sales opportunities – blue badge with count shows new sales opportunities for this account.​ • Quick filter – provides sales reps/managers with multiple filtering options​, allowing sales managers to see their accounts as well as people below them team by call day, chain or premise. CHAPTER 2| 12

13. Feature # 3 Your sales tool should have the intelligence to automatically match sales opportunities with a sales rep’s customer accounts.

14. WHY IS THIS IMPORTANT? ​ Inspiring faster sales execution requires giving the sales rep quick access to everything they need. Recommending sales opportunities alongside accounts frees the sales rep to focus entirely on selling, helping them meet sales quotas and stakeholder objectives. ​ CHAPTER 3| 14

15. BENEFITS • ​Saves time by making your sales team focus on their sales performance.​ • Reduces missed sales opportunities by supplying sales reps with full details of relevant opportunities for each customer account. ​ • Provides personalized opportunity recommendations for each sales rep based on their position, route, selling division, chain account association, etc. ​ CHAPTER 3| 15

16. BELOW IS A SCREENSHOT OF THE VINEFORCE APP USING OUR PROPRIETARY ALGORITHM TO MATCH INCENTIVE OPPORTUNITIES WITH A SALES REP​ • What's in the screenshot:​ • ​ • Customer profile – from the account list, one click gives them 3 tabs: profile, incentive opportunities for that customer and service history.​ • Incentive opportunities – Our proprietary algorithm using the sales rep's profile to find relevant incentive opportunities. ​ CHAPTER 3| 16

17. Feature # 4 Your sales tool should have a real-time view of sales commissions already paid and those being processed.

18. WHY IS THIS IMPORTANT? ​ Most sales reps in the adult beverage industry earn the bulk of their salary from sales commissions. Giving them transparency as to how much they earn in real-time helps to build trust and motivate reps. ​ CHAPTER 4| 18

19. BENEFITS • ​Frees up your back-office team from time-consuming pay detail requests from your sales team. ​ • Sales reps and sales managers can spot errors before payroll is processed. ​ • Helps sales reps forecast future pay in order to plan personal budgets. ​ CHAPTER 4| 19

20. BELOW IS A SCREENSHOT OF THE VINEFORCE APP SHOWING A SALES REP'S VIEW OF THEIR SALES COMMISSION​ • What's in the screenshot:​ • Total pay – Shows sum of all sales commissions paid to the sales rep to date.​ • Unpaid – Shows total commissions that have been processed but have not been paid.​ • Commission list – Shows a list of all commissions to be paid or already paid, their pay date, the associated incentive and their type: cash, trip or other.​ CHAPTER 4| 20

21. Feature # 5 Your sales tool should provide sales managers with reports that provide line of sight on what’s happening in the field.

22. WHY IS THIS IMPORTANT? ​ Field sales managers are entrusted with keeping your sales team on track. To accomplish this, they need actionable intelligence on the activities of all the sales reps they manage in a simple, digestible format. ​ CHAPTER 5| 22

23. BENEFITS • ​Gives sales managers a transparent, consolidated view of their sales team’s service activities. ​ • Improves schedule-planning for sales reps, with an aggregated view of their customer’s service history.​​ CHAPTER 5| 23

24. BELOW: GAIN INSIGHTS INTO WHAT YOUR SALES TEAM IS DOING IN THE FIELD WITH REAL-TIME SERVICE REPORTS THAT TRACK DAILY CUSTOMER SERVICE ACTIVITIES​​ ​​ • What's in the screenshot:​ • ​ Field report – Groups service activity by account in the order they were performed, outcome of the visit, etc.​ ​ CHAPTER 5| 24

25. OTHER CONSIDERATIONS:​ The user interface should be simple – the fewer buttons the better.​ Ability to save reports for offline access.​ Ability to access tool on both tablets and laptops/desktops. Every single data set should be set up in such a way that managers and executives can see what's going on with their subordinates with simple drill-down/filtering functionality.​ CONCLUSION| 25

26. WANT TO SEE IT IN ACTION? BOOK A DEMO AT: www.vineforce.com OTHER WAYS TO CONNECT SALES TEAM: connect@vineforce.com