Routesaver Better Manages Time, Offering Cost Savings

August 1, 2005
/ Print / Reprints /
/ Text Size+

Routesaver Better Manages Time, Offering Cost Savings

Hoffman Beverage Co. Inc. in Virginia Beach, Va., a longtime Mickey Truck Bodies customer, became one of the first RouteSaver users when it purchased three of the trailers in July 2004 and 12 more in February. According to Kirk Baldwin, vice president of operations and a 30-year veteran of the company, Hoffman is using the RouteSavers exclusively for convenience store and drug store delivery, which is reflective of a marketplace dominated by the convenience channel.
When Hoffman put its first three RouteSavers on the road last July, it was able to completely eliminate one route. When it put the 12 newest units in circulation this February, it was able to eliminate two more routes. “We have been able to redirect some manpower and eliminate some equipment,” Baldwin explains. “At the same time the RouteSaver has allowed us to accommodate all the current delivery requirements of the stores.”
Typically the Hoffman driver will park his truck on the side of the lot, roll the carts off the back and right into the store’s front door. The driver has a preprinted ticket so the clerk seldom has to come out from behind the counter – all of the product is visible from the carts.  
“With the electronic efficiencies of a pre-sell system and the RouteSaver equipment, the driver leaves the truck once with the product, and puts it in the store. If the driver sells 100 cases, he only moves 100 cases,” Baldwin says.
As a Budweiser wholesaler, Hoffman uses “geographical routing” vs. “full-truck routing,” mainly because it wants the same driver calling on the same customers on a regular basis. As Baldwin explains it, “Our people are long-term employees and they have established good relationships with their customers. They know their customers, and they can also do some suggestive selling in addition to the pre-sell. We’re also visiting the stores more frequently with this pre-sell system, and we feel that will increase sales. We can still make our deliveries, we can still pack the boxes and do all the things we need to do, but we can do it in less time and that allows the driver to put more stops on one truck. It also allows our driver to serve as a salesperson and a customer service rep.”
The drivers average about 12 stops per day, working every stop twice a week. “You have to keep in mind that we are a Budweiser house,” Baldwin says. “We have a 53 percent market share, and we want to retain our people because they help maintain and grow that share. This system helps us lengthen the driver’s career. Experience, customer service and knowledge of the customer are always important factors to a Budweiser house. We don’t want to send a different delivery person every time the truck goes out. You have to consider the driver’s familiarity of the lot, the equipment and the parking situation – all in addition to his knowledge of the customer. We want to maintain our good customer relationships, and just as importantly we want to take care of our drivers.” BI

 Did you enjoy this article? Click here to subscribe to Beverage Industry.  

You must login or register in order to post a comment.



Image Galleries

Dinner with Tequila Don Julio

Diageo is taking its Tequila Don Julio brand on the road this summer with a rolling Airstream Speakeasy mobile craft cocktail bar. The team stopped in Chicago on July 29 to share some specialty tequila cocktails paired with food from Chicago restaurants Honey Butter Fried Chicken and The Radler as well as dessert venues Black Dog Gelato and Baker Miller. (Photos by Jennifer Haderspeck)

9/17/14 2:00 pm EDT

The Path to New Product Success: Navigating the latest trends for new beverage development

By attending this webinar, you will learn about the top trends and how they fit into the CPG market, which channels are influencing new products and technology, how Packaging fits into your product development, and ways you can use innovation to increase sales.


Maintaining beverage dispensing equipment

Iuliana Nita, Saint-Gobain Performance Plastics global marketing manager of food and beverage, offers her insights about ensuring sanitary performance of beverage dispensing equipment in foodservice applications. She also will offer some tips about choosing the right kind of tubing to handle acidic beverages.

Beverage Industry Magazine

BI September 2014 cover

2014 September

The September 2014 Beverage Industry includes a cover story on our Wholesaler of the Year, The Odom Corp., as well as articles about single-cup and iced coffees, cconvenience store growth, vegetable flavors, and more. Check it out today!

Table Of Contents Subscribe

Beverage Insider eNewsletter

Are you an Insider? Subscribe to Beverage Industry’s weekly e-newsletter to receive news headlines, new product information and magazine highlights.   

Coffee Segments

Which coffee segment will be impacted the most by coffee bean increases?
View Results Poll Archive


Cleaning-in-Place: Dairy, Food and Beverage Operations, 3rd Edition

This book addresses the principles of cleaning operations, water supply issues and the science of detergents and disinfectants.

More Products


Beverage Industry Webinars are an easy, effective and convenient way to get educated and informed on the latest industry trends and topics. All Webinars are FREE unless indicated. For more information, check out our Events page!


facebook40 twitter    youtubelinkedgoogle+ icon 40px