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Suntory France Achieves 3x Market Reach Using Datassential

Datassential’s sales intelligence enabled Suntory to triple its point-of-sale base in just one year, align segmentation models across channels, and boost field team efficiency.

As France’s leader in fruit‑based beverages, Suntory Beverage & Food France is accelerating its digital transformation. With a nationwide sales force of 50+ representatives, the company wanted to deepen customer understanding, pinpoint the best opportunities, and equip field teams with smarter, more efficient tools.

COMPANY
Suntory Beverage & Food France
(a subsidiary of Japan’s Suntory Group)
Headquartered in Neuilly-Sur-Seine, France

PRODUCTS
Suntory Beverage & Food France produces and sells non-alcoholic beverages like Schweppes, Orangina, Oasis, and Pulco.

suntorybeverageandfood-europe.com

THE CHALLENGE

In one of Europe’s most competitive beverage markets, Suntory needed a smarter way to focus their commercial efforts where they would deliver the greatest impact. With more than 250,000 outlets and 900 chains across France, traditional prospecting models couldn’t keep pace with the complexity. They approached Datassential with three major challenges:

Gaining a complete and reliable view of every relevant outlet, from national distributors and chains to independents and commercial foodservice.

Identifying locations with the highest growth potential, ensuring that sales and marketing efforts could be prioritised most effectively.

Streamlining targeting and sequencing so field teams could engage the right outlets with the right message at the right time.

THE SOLUTION

Datassential provides operator-level data on millions of food and beverage locations across 80+ countries. By integrating those insights with their CRM through a data matching process, Suntory built a smarter, more focused go-to-market engine, including new tactics like:

A precise segmentation model with a tiered prospect scoring system to help clarify territory planning and account prioritisation.

Dynamic lead scoring models that incorporate key indicators such as foot traffic, purchase potential, and confidence level.

Continuous updates, helping field teams quickly adjust their commercial strategies and improve results with every cycle.

THE IMPACT

Within a year, Suntory has leveraged insights from Datassential to achieve 3x market reach, dramatically expanding its point-of-sale coverage while maintaining focus on high-potential outlets. Their results include:

Tripling their point-of-sale base to dramatically expand market reach in just one year.

Aligning prospect segmentation models with the company’s strategic priorities, concentrating efforts on outlets representing 80% of targeted growth.

Boosting commercial efficiency, with field teams praising the model’s clarity and Datassential’s ongoing support.

WHAT’S NEXT

With clear, actionable insights and ongoing collaboration with Datassential, Suntory continues to expand market reach and drive more targeted growth, focusing on:

Engaging priority outlets with greater precision using data-driven insights.

Unifying the full customer universe across distributors, chains, and independents to maximise opportunities.

Increasing brand visibility across menus and key strategic channels.

Ready to see Datassential in action?

Discover how our food and beverage intelligence can help you prioritise high-potential outlets, uncover growth opportunities, and turn complex market data into clear, actionable insights.

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