Lion Labs Increases Order Frequency and Drives Retail Sales Using PoST
Learn how Michigan seller, Lion Labs, increases order frequency and drives sales using LeafLink’s Payment on Sell-Through (PoST).
Company Overview
The Challenge
In 6 years of business, Lion Labs has had no problem getting products on retail shelves. But actually collecting payment for those orders has proved a bit more challenging.
COO Erik Root has a background in consumer packaged goods, an industry that relies heavily on a pay-by-scan model. He had already been offering pay-by-scan to a few select retailers, but managing it manually was a nightmare and he knew it wouldn’t scale. So when he learned about Payment on Sell-Through (PoST) from LeafLink, he was immediately interested.
“Some retailers struggle to prioritize payables, or are still improving their internal planning. Even some of the retailers using our pay-by-scan [consignment] model were having trouble paying me.”
Erik Root
COO, Lion Labs
For Erik, having LeafLink as a third party facilitator would eliminate the manual work and allow him to scale the program with significantly lower risk.
“PoST removes much of the risk for us by making sure the retailers can pay and automating that payment. There’s no need for us to chase them down. We can see how much we’re getting paid each week, and we just know the money is going to flow.”
The Solution
With PoST, the Lion Labs sales team can proactively monitor the sell-through data for each order and collaborate with retailers in real time to make adjustments and drive sales.
“I tell my sales reps: if you’re 4 weeks in and not seeing 40%+ sell-through, do something different. Maybe it’s a menu issue, or maybe there’s a promo you can run. Work with the retailer to figure it out.”
This proactive sales approach has paid off in the form of more frequent orders from some of his customers.
“Normally we’d go a few months between orders. Now we’re consistently sending smaller orders, keeping product on the shelves instead of letting it run out because they can’t afford the next order.”
The Results
And with the PoST dashboard, there’s no more manual work needed to track account receivable.
“The dashboard is easy. I can send the data to my accounting team so they know exactly how much is coming in each week.”
Learn more about PoST or request a demo.
