Case Study: Hershey achieves faster retail execution and higher field-sales productivity with Salesforce

Mobile apps are a sweet addition to Hershey’s business

The Hershey Company, maker of iconic brands like Hershey’s, Reese’s and Twizzlers, relied on 1,300+ field reps to drive in-store merchandising and promotions across the U.S. and Canada. Their legacy custom devices were hard to maintain and didn’t give reps the visibility or interactive tools needed to engage store decision-makers and execute merchandising ideas effectively.

Hershey built a custom mobile app on the Salesforce platform, giving reps planning tools, near–real-time analytics, promotional materials, route and POS insights, call history and contact management on smartphones and tablets. The app boosted rep engagement with retailers, increased sales, delivered a more professional partner experience, supported talent development, and—via Salesforce–SAP integration—reduced printing and support costs, with plans to expand to additional routes and capabilities.

Hershey

Richard Primus

Senior Director Global Commercial Systems