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Bartons Brewery: clearer deals and a truer view of margin

Bartons was managing customer deals and orders across Merlin and spreadsheets. Workbie brought branch costs, pricing and delivery costs into a more consistent workflow, helping sales staff build accurate deals and giving management reports from Merlin data.

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THE CHALLENGE

Where the work was getting harder.

Bartons sells drinks to pubs, bars and cafes across multiple branches. Customer deals and orders were tracked between Merlin and spreadsheets. Product price changes had to be entered into deals manually, and working out customer markups was laborious. That made it easier for sales staff to create incorrect deals, sometimes at a loss. Fuel and delivery costs were not associated with the relevant business activity in the system, so it was difficult to understand the full cost and profitability of a deal.

WHAT WORKBIE CHANGED

A process built around the team.

Workbie brought information from Merlin into a structured system and built management reports from that data. Deal pricing was made more consistent by applying the relevant product costs and customer markups through a standard process, reducing reliance on manual spreadsheet calculations. Fuel and delivery costs were associated with the relevant orders and deals so they could be considered alongside sales and product costs.

THE IMPACT

The practical difference.

  • Reduced the manual work involved in updating product prices and customer deals.
  • Helped sales staff create more consistent, accurate deals and avoid pricing that lost Bartons money.
  • Connected fuel and delivery costs to the relevant work, giving a fuller view of deal economics.
  • Gave management reports based on information brought out of Merlin, improving visibility of sales and costs.

Sales teams can build deals with clearer pricing, while managers can see more of the costs behind the numbers.

YOUR NEXT STEP

Does part of this sound familiar?

Tell us where information gets re-entered, progress gets lost or your team has to chase the next step. We'll discuss what to keep, connect or simplify first.

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