Introduction

In certain markets—especially dense urban areas—Pack and Peddle remains a strong model. Reps can build close relationships with store owners, make on-the-spot decisions, and move a lot of product in a single day.

But with that flexibility comes a tradeoff: unpredictability. One stop might need twice the usual order, while the next has barely touched last week’s delivery. That variability makes it harder to plan routes, manage inventory, or train new employees.

With Pre-Sell, Delivery, each stop is clearly defined. Reps focus on delivery, not negotiation. Orders are placed in advance, inventory is planned, and routes move faster. In this article, we’ll compare these two models—where they shine, where they struggle—and help you decide which is the better fit for your operation.

‍

Pack & Peddle: Selling on the Fly

Pack and Peddle has been around for decades. It’s simple in theory: load your truck with various products, visit your stops, and sell whatever you can. However, in practice, it often results in delays, inefficiencies, and lost sales opportunities.

• Pack the truck; sell on the fly: Drivers load up based on estimates and experience. At each stop, they assess shelf space, negotiate with managers, and attempt to close a sale in real-time.
  
• Slow and less predictable: Each stop turns into a mini sales pitch. Time is wasted adjusting invoices and addressing objections, making routing harder to plan and stick to.
  
• Driver sells and delivers: One person handles everything: sales, pricing, order-taking, and unloading. That is a lot to juggle, especially on a tight schedule.
  

While Pack and Peddle might work in smaller, more flexible operations, it’s difficult to scale and even harder to optimize.

‍

Pre-Sell, Delivery: Streamlined and Scalable

More DSD teams are adopting a Pre-Sell, Delivery model, and for good reason. By separating the sales and delivery functions, this approach brings speed, accuracy, and improved planning to every route.

Here are some benefits of moving to a Pre-Sell, Delivery model:

• Pre-sell and deliver what’s needed: Sales reps visit stores in advance, check inventory, and place accurate orders. Drivers simply deliver what’s been pre-ordered with no guesswork.
  
• Fast and optimized: Drivers follow optimized routes with pre-loaded trucks, minimizing time at each stop and increasing daily delivery volume.
  
• Driver just delivers: With drivers focused solely on execution, fewer mistakes and delays occur. Sales reps can spend more time building store relationships and growing accounts.

When paired with mobile tools and real-time inventory visibility, Pre-Sell, Delivery makes your DSD operation faster, leaner, and easier to scale.

Not sure which model is right for your team? The table below breaks down the key differences between Pack & Peddle and Pre-Sell, Delivery, so you can compare their strengths side by side and decide which approach best fits your operation.

Making the Shift

Making the leap from Pack & Peddle to Pre-Sell Delivery isn’t just about changing your route. It’s about upgrading how orders are placed, validated, and fulfilled. IntegraSys offers a modern, flexible suite of sales tools designed for speed, accuracy, and customer convenience. Whether orders come from your reps, your customers, or your support team, the system ensures they’re clean, complete, and ready to go.

Key features of IntegraSys’ solutions include:

• Web Ordering: Customers can place their own orders online 24/7.
• Real-time mobile ordering: Field reps and merchandisers can place orders on the spot using mobile devices.
  
• Call Desk: Your team can enter, schedule, and track orders.
  
• Call-ins: Customers who prefer to order by phone are fully supported.
  
• Real-time inventory checks: Orders are validated against live inventory data to prevent stock issues.
  
• Credit hold & limit checks: Customer accounts are automatically reviewed for credit status before processing.
  
• Minimums enforced: Built-in rules ensure each order meets your minimum quantity and pricing thresholds.
  
• EDI integration: Seamless Electronic Data Interchange for large customers and high-volume orders.
  
• Suggested ordering: Smart recommendations based on sales history, returns, and delivery cycles simplify the reordering process.
  

These tools help modern DSD teams streamline operations, reduce errors, and improve customer satisfaction, all without slowing down the sales process.

With IntegraSys’ DSD Manager, Route Sales Mobile app, and Web Ordering solutions, DSD teams can:

• Eliminate order errors and guesswork
  
• Reduce delivery time per stop
  
• Separate sales from delivery
  
• Improve customer satisfaction
  
• Scale operations without adding overhead
  

If you're ready to transition away from Pack and Peddle, IntegraSys makes it easy to move forward without disrupting your operation.

‍

Conclusion

If your drivers are still juggling sales, delivery, and guesswork at every stop, it’s time for a better solution. Pre-Sell, Delivery isn’t just more efficient; it’s how modern DSD teams maintain a competitive edge.

With IntegraSys, making the switch is straightforward. Our tools are specifically designed for DSD, so your sales reps, drivers, and back office remain connected, efficient, and ahead of the competition.

Schedule a free demo today and discover how IntegraSys can help you streamline your routes, enhance order accuracy, and drive more profitable growth.