Empowering sales teams with data intelligence on the field

Latino Factor is a Dallas-based distribution company on a mission to share Latino culture by distributing top Latino products to all stores.

The company wanted to transform its distribution business of snacks and beverages into a digital ecosystem enabling a platform for Latino products, services, and experiences in the United States’ Hispanic market.

Latino Factor needed to optimize their internal processes; create better tools for their business customers; and uncover new avenues of growth to reach their full potential.

By 2017, Latino Factor had grown from one small warehouse, five associates, and one brand into six warehouses, a fleet of 100 vehicles, and 200+ SKUs.

The company wanted to transform and grow the value they offered to brands, stores, and the end consumers who were currently far removed from the core of the business. Latino Factor reached out to us to help them figure out how their business model could evolve in the next 3 years. They wanted to bring consumers closer to the brands they love, all while enhancing the value for their immediate customers and increasing the power of their internal operations to reach even more stores.

To bring Latino Factor closer to their purpose–for everyone to be able to enjoy the best Latino brands–we designed an ideal customer experience journey based on the needs uncovered through research conducted in existing, and potential, new points of sale.

We created a data-driven ecosystem to enhance the experience for every stakeholder. Our horizons strategy transformed and brought to life new specific touch points. Each initiative and touch point were designed to address people’s needs, and to capture data to improve processes and inform new products and services development for future growth.

We had conversations with stakeholders inside and outside of Latino Factor to validate existing opportunities and identify new ones. The team also conducted an internal audit to identify the technology and operational gaps based on best practices in the industry.

We pinpointed the processes with the highest impact on internal teams, buyers, and the end consumer so we could create an ideal service blueprint. This visual tool served as a guide for the Latino Factor team to operationalize the transformation and bring to life the new platform vision. We also helped the Latino Factor team survey and select the best software solutions to enable the new designed experiences.

We created service models, inspired by the stakeholder needs, that served as a stimulus for a co-creation process with the Latino Factor team. Once we prioritized and enriched our strategy with diverse perspectives, Propelland evaluated and refined each concept according to its potential impact on the set objectives of the company’s purpose: to generate two service categories, B2B and B2C.

Latino Factor has leveraged the vision, processes, and technology plan to implement a supply management system leading to year-over-year growth. The new system will inform the development of new customer segments, markets, and products and services.

The roadmap brought value to Latino Factor and all the stakeholders involved, creating powerful sales tools for their team, customers, and beyond. The company is better positioned than ever to accomplish their aim of sharing Latino culture with everyone.