The Point

Build DSR relationships.

Ecommerce is putting pressure on distributors. First, we wanted to strengthen existing relationships and build new relationships between McCain and distributors. Second we wanted to help DSRs (distributor sales reps) and distributors bring more value to the operator.

The Plan

See from their perspective.

Distributors are busy. They have resources, but more often than not they lack the time and insights to bring value beyond the box. We wanted to offer consumable real-world support for DSRs who are in the field day after day.

The Idea

Reinvent sales training with VR.

Using virtual reality technology, we were able to transport DSRs to a realistic foodservice environment where they could talk with a restaurant operator, practice consultative selling, learn how to handle objections and build product knowledge.

The Work

The VR system unveiling took place at the 2018 International Foodservice Distributors Association (IFDA) Partners Executive Forum in Orlando, FL, where organizational executives used VR hardware to test the training for themselves.

Leave behind that allowed sales teams and distributors to experience the immersive 360° training with their phones.


The Payoff

Virtual training, real engagement.

Distribution leadership inquired about transporting the full virtual reality setup (including all necessary hardware) to their national facilities in order to run a multi-day, on-site training effort for their sales force.

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