Transforming B2B Sales with Ai2’s ProSel Platform

About Martignetti Companies

Martignetti Companies stands as one of the United States’ premier wine and spirits distributors, commanding a network of over 500 sales representatives serving thousands of accounts across New England. With an expansive portfolio and a sophisticated distribution network, Martignetti ensures retailers and restaurants receive timely access to the premium brands their customers demand. Renowned for its operational excellence, Martignetti has built a legacy of delivering quality and reliability at scale.

The Challenge

Legacy Systems Stifling Growth

As Martignetti’s business grew, its outdated order management system (OMS) struggled to keep pace with the company’s complex operations. Managing thousands of SKUs, intricate multi-tiered pricing rules, and dynamic promotions across a vast customer base exposed critical inefficiencies:

• Manual Processes and Errors: Sales representatives were bogged down by repetitive tasks, such as manually rebuilding weekly “regular orders.” Complex pricing structures led to frequent errors, slowing order entry and eroding customer confidence.

• Limited Inventory Visibility: Without real-time access to inventory data, reps couldn’t provide accurate stock availability or delivery timelines, undermining their ability to serve customers effectively.

• Time-Intensive Workflows: Tight field schedules amplified the impact of slow order processes, causing missed next-day deliveries and lost opportunities to engage key decision-makers at retail locations.

• Payment Friction: Accounts receivable (AR) limitations delayed orders, as payments couldn’t be processed in the field, further straining customer relationships and cash flow.

These challenges created a cycle of inefficiencies, frustrated customers, and overburdened reps, threatening Martignetti’s ability to sustain its growth trajectory and maintain its reputation for excellence.

The Vision

Empowering Sales Advisors for Strategic Success

Martignetti sought more than a basic OMS replacement; they envisioned a transformative platform that would streamline operations and elevate their sales force into strategic advisors. The ideal solution needed to:

• Provide real-time access to inventory, customer histories, promotions, and delivery statuses, even offline.

• Automate complex pricing and promotion logic to eliminate errors and manual adjustments.

• Generate personalized order guides based on customer buying patterns, seamlessly synced with custom pricing.

• Enable in-field payment processing to resolve AR issues instantly.

• Free reps from administrative burdens, allowing them to focus on building relationships and driving sales.

This vision demanded a mobile-first, robust, and customizable solution tailored to Martignetti’s unique operational complexity.

The Solution: Ai2’s ProSel

A Game-Changer for Distribution

Martignetti partnered with Ai2, a leader in mobile order management solutions with over 40 years of expertise in empowering wholesale distributors. Ai2’s ProSel platform was meticulously configured to integrate with Martignetti’s ERP system, aligning seamlessly with their workflows and delivering unparalleled functionality.

Key Features Driving Transformation:

• Mobile-First Efficiency: ProSel’s native mobile app enables reps to capture orders offline, with seamless synchronization once connectivity is restored. This ensures uninterrupted productivity in any environment.

• Automated Pricing and Promotions: ProSel handles Martignetti’s intricate multi-tiered pricing and dynamic promotions with precision, eliminating errors and manual adjustments.

• Real-Time Insights: Reps gain instant access to inventory levels, customer histories, delivery schedules, and promotional offers, empowering confident, data-driven customer interactions.

• Personalized Order Guides: ProSel automatically generates tailored order guides for each customer, leveraging buying history and syncing custom pricing in real time, streamlining the ordering process.

• In-Field Payment Processing: Reps can resolve AR issues on the spot, improving cash flow and reducing order delays.

• Scalable Performance: ProSel effortlessly manages Martignetti’s extensive SKU catalog and large customer base, delivering lightning-fast performance without compromising functionality.

By replacing their legacy system with ProSel, Martignetti transformed their sales reps into strategic advisors, equipped to deliver personalized, high-value customer experiences.

The Results

Unprecedented Efficiency and Growth

The implementation of ProSel delivered transformative outcomes, redefining Martignetti’s sales operations:

• Increased Order Value: Average order sizes grew by 15%, driven by streamlined processes and enhanced upselling capabilities enabled by real-time data and promotions.

• Boosted Rep Productivity: Sales efficiency improved by over 13%, allowing reps to visit 2–3 additional accounts daily by eliminating repetitive tasks and manual data entry.

• Enhanced Customer Satisfaction: Accurate order statuses, faster delivery confirmations, and seamless access to promotions strengthened customer trust and loyalty.

• Improved Cash Flow: In-field payment processing resolved AR bottlenecks, accelerating order fulfillment and optimizing financial operations.

• Unified Operations: ProSel’s robust integration ensured consistency across Martignetti’s vast sales network, supporting scalability and operational excellence.

Martignetti’s Executive Vice President of Sales declared, “ProSel handles more data than any other mobile ordering solution we’ve seen. Our reps are thrilled with its speed, reliability, and ease of use.”

Conclusion

A Foundation for Sustained Leadership

By partnering with Ai2, Martignetti Companies transcended the limitations of their legacy OMS, adopting a future-ready platform that empowers their sales force, delights customers, and drives operational excellence. ProSel has not only streamlined processes but also positioned Martignetti for continued growth in the competitive wine and spirits distribution market. With Ai2’s innovative technology and unwavering support, Martignetti is redefining industry standards and solidifying its leadership.

About Ai2

Ai2 is a pioneering enterprise software provider delivering cutting-edge mobile order management solutions tailored for wholesale distributors. Our ProSel platform sets the industry benchmark for speed, functionality, and reliability, enabling seamless order processing, inventory management, and real-time insights. What distinguishes Ai2 is our commitment to human-centered support—responsive, dependable, and always accessible—ensuring clients achieve their goals without complexity. With Ai2, experience SaaS without the sass: transformative technology backed by a team dedicated to your success.