USE CASE — SALES DIRECTOR
How can I prepare for commercial negotiations with reliable data?
Before each negotiation, get a clear sell-out review for every distributor. Support your requests with actual sales, align your KAMs around the same facts and identify commitments to build with your partners.
Build a reliable performance review
Defend your priorities
Set shared targets
THE CHALLENGE
Scattered figures weaken your negotiating position.
Deliveries alone do not explain sales within the distributor’s network. Scattered files and mismatched periods complicate a reliable review. The challenge: share comparable facts to support requests and build a credible development plan.
Setting targets without a shared baseline
Negotiating poorly targeted actions
Comparing different periods or scopes
Supporting your requests with disputed figures
Without a reliable review, you risk:
Mistaking deliveries for actual demand
THE KARYONFOOD SOLUTION
A shared sell-out review to support negotiations
KaryonFood centralizes and harmonizes distributors’ sell-out data. Compare volumes by product, depot and customer type across consistent periods and scopes. Get a shared basis for preparing arguments and prioritizing requests, depending on the data available.
Sell-out volumes by distributor
Year-on-year volume trend
Number of selling depots
Volumes by depot
Volumes by product family / product
Volumes by end-customer type
Average monthly volume (AMV)
Number of buying customers
BUSINESS DECISION
Know which requests to defend and which commitments to propose.
Work with KAMs to prioritize products to support, depots to develop and activations to propose. Every request is backed by a measured finding and an explicit objective.
VALIDATE
Check the periods covered and data available. Compare trends on a consistent basis before preparing your arguments.
PRIORITIZE
Identify growing products, depots to develop and the most responsive customers. Agree with your KAMs on the requests to defend for each account.
BUILD
Propose targeted actions to the distributor. Agree on objectives, metrics and deadlines to track results together after the negotiation.
THE BENEFITS
Enter negotiations with strong arguments
Prepare performance reviews faster
Access distributor data in a harmonized dataset. Focus preparation on arguments and actions rather than reconciling files.
Strengthen your credibility
Support your requests with sales figures from the distributor’s own data. Make your findings easier to share and your proposals more concrete.
Align your teams
Build a shared view of results and priorities with your KAMs. Teams can defend a consistent plan from the national account to individual depots.
Build a measurable plan
Turn findings into distribution and sales targets. Use the same metrics in future reviews to assess progress.
They use KaryonFood
“Today, our discussions with the distributor are transparent. We speak the same language. It gives us credibility.”
Jimmy Ranson — National Key Account Manager, Vandemoortele
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