Pre Sales, Van Sales and DSD: Which Model Fits Your Channel
Pre sales, van sales and Direct Store Delivery get used as if they're competing approaches. They're not quite that; each answers a different question about the same route.
The confusion usually starts because all three terms describe field distribution, so they sound like alternative flavors of the same thing. They're actually answers to three separate questions: when is the order taken, when does the vehicle carry stock, and does delivery go through the retailer's own warehouse at all.
| Pre sales | Van sales | DSD | |
|---|---|---|---|
| Order taken | At the visit | At the visit | Varies |
| Goods delivered | On a later route | Immediately, from the vehicle | Straight to the outlet, bypassing the retailer's DC |
| Stock carried on vehicle | No | Yes | Yes, typically |
| Typical channel | Larger outlets, planned routes | Traditional trade, smaller outlets | Short shelf life or high-turnover products |
Pre sales and van sales are about the visit itself: does the rep sell from what's on the truck, or take an order for later. DSD is a distribution model question that can sit on top of either: goods bypass the retailer's central warehouse regardless of whether the order behind them was taken at the visit or on a prior route.
One system covers both models, including mixed routes where part of a rep's customer base runs pre sales and part runs van sales.
Why most real routes mix models
A distributor rarely runs one model exclusively, and the same mix shows up across distributors across other segments. A route might carry the Sellion field sales app covering a chain of smaller kiosks van sales style, stock and invoice generated on the spot, alongside a set of larger outlets on a pre sales model, where today's order ships on tomorrow's route through delivery management. Which model applies is a property of the customer record, not a separate system or a separate login for the rep. Some outlets order through NORA by B2Bee instead of a rep visit, sitting alongside these field models rather than replacing them.
For the formal definitions, see the glossary.
Frequently asked questions
If your routes mix the two models, or might in future, yes. One system covering both avoids splitting your reps across separate tools.
What was loaded onto the vehicle is reconciled against what's still on board at the end of the route, captured through the same visit data as the sales themselves.
It's most common there, but the model, bypassing the retailer's own distribution center, applies anywhere frequent restocking matters more than centralized logistics.
Map your own routes against these models
Most routes are a mix. We'll help you see where each model actually applies in your operation.