Case Study: Gerber achieves 200% month-to-month sales growth and lifts Short Stack demos from 14% to 70% with GoSpotCheck by FORM

Gerber Hunts Down Data with GoSpotCheck to Optimize Product Rollouts

Gerber Gear, a longstanding leader in outdoor tools, faced a rollout challenge with its multi‑tool Short Stack: after unveiling it at the SHOT Show, months elapsed before retail availability, and reps were not consistently discussing or demonstrating the product. Tracking via emailed Excel sheets delivered poor compliance and only about 14% of account calls mentioned the Short Stack, limiting in‑store placement and early sell‑through.

Gerber implemented GoSpotCheck Missions — a simple daily survey (including a yes/no “Did you show the Short Stack?”) plus a hands‑on Short Stack Challenge for reps — to drive accountability, training, and real‑time visibility. Within 90 days demonstrations rose from 14% to 70% of account calls, sales jumped 200% month‑to‑month during the final 60 days of 2015, and improved field data enabled better forecasting, planogram placement, and sustained sell‑through.

Gerber

Brian Petrucci

Channel Sales Manager