How Positec took the sales rule out of the rep's head and digitized 208 sales reps.

Context

Positec is a manufacturer with an outside sales force: 208 sales reps who visit customers in the field and close orders.

The traditional operation of this model is one of the most inefficient in B2B retail. The rep writes down the order in a notebook (or a spreadsheet on a laptop). Tries to remember the discount rule that applies to that customer, in that region, at that volume. Checks with the manager by phone to see if the rule changed. Sends a WhatsApp message to the office. The office enters it into the system. The rep calls to confirm with the customer. The customer confirms, or questions some detail that wasn't written down correctly. The cycle starts over.

The challenge

Positec knew where the problem was. It wasn't a lack of capable sales reps. It was a lack of system, in two dimensions. The first: the sales rule was rep memory, not system data. Experienced reps knew it. New reps learned by making mistakes. Reps who left took the knowledge with them.

The second: the digital order arrived slowly. The customer closed the deal in the field, but the order only entered the ERP at the end of the day (or the next day), delaying billing, delaying logistics, delaying receivables.

The solution

NexUnio built a web-based ordering platform integrated with Positec's ERP, with a commercial rules module applied in real time.

The rep's workflow became: open the app in the customer's office; select the customer (pre-registered, with history); add products; the specific commercial rule for that customer, in that region, at that volume applies automatically: progressive discount, bonus, seasonal policy, special condition; the customer sees the summary and signs (digitally or on paper); the ERP receives the order instantly.

The commercial rule stopped being the rep's private knowledge and became a system rule. New reps operate at Positec's standard from day one.

The results

• 208 sales reps active on the platform.
• More than 53,000 orders processed through the platform.
• R$ 125 million in revenue through the platform in the measured period.
• Order time dropped from hours to minutes: the customer sees the right discount on the spot, closes on the spot, the ERP receives it on the spot.

What this unlocks

Memory freedom here is literal: Positec's commercial rule stopped being human knowledge and became system knowledge. A rep leaving is no longer a loss of the company's intellectual capital. Training a new rep no longer takes months.

And more importantly: Positec's commercial policy is applied the same way across all 208 reps, in every region, with every customer. No room for creative negotiation in the field.