For a Sales Management team, negotiation preparation determines the entire year. Yet it often remains a low-visibility exercise: heterogeneous data, incomplete reporting, differences in interpretation between retailers… This makes it difficult to build arguments, difficult to anticipate, and difficult to defend the true value of your categories. Access to sell-out data radically changes this equation. For the first time, manufacturers have a faithful mirror of their actual pe

For a Category Manager, nothing is more frustrating than steering a category… without a clear vision. Your distributors each structure their data in their own way: different formats, varying levels of granularity, definitions that change from one retail network to another. The result? Your category view is fragmented, and identifying growth opportunities becomes a real headache. In the field, this fragmentation translates into recurring questions: Why is one distribution cent

As a Regional Sales Manager, your day-to-day is already packed: field visits, distributor animation, assortment follow-up, claims management, preparation of local negotiations… And on top of all that, one challenge keeps coming back: having a clear and up-to-date view of your depots. Yet in Foodservice, that view too often looks like an incomplete puzzle: • Excel files sent at irregular intervals • partial data • gaps between what the distributor reports and what you see in t

The delisting of all or part of a product range is what all food manufacturers fear. In both retail and Foodservice, the period of commercial negotiations is particularly conducive to using this lever to secure the best prices on the distributor side. However, the risk of being removed from shelves must be monitored throughout the year. What are the stakes and the main causes of delisting? And how can it be avoided? Let’s look at how sell-out data, managed through a dedicat