USE CASE — REGIONAL SALES MANAGER
Which depots pose a commercial risk?
Spot depots where sales are weakening. Combine volume, product and customer trends to identify signals to investigate and target field actions.
Spot signs of decline
Identify depots to monitor
Act where it matters
THE CHALLENGE
A depot can weaken before it becomes obvious
Distributor orders can hide falling sales to end customers. The challenge: spot sustained declines, understand which products are affected and identify the depots to contact.
A depot’s decline hidden by regional totals
Sales concentrated on a few products
Fewer active customers for your products
Key products with slowing sales
Without a detailed view, warning signs go unnoticed:
Volumes declining over several periods
THE KARYONFOOD SOLUTION
Combine signals to identify depots to monitor
Compare depot sales over comparable periods, then examine the products and customer profiles involved, depending on the data available. Check with your contact whether the decline reflects seasonality, a stockout or lost sales opportunities.
Volumes sold over the period
Year-on-year comparison
Active customer trend
Active product trend
Sales by product
Breakdown by end user
Trend over the period
Comparison across depots
BUSINESS DECISION
Identify depots where several warning signs coincide and prepare a targeted action before the decline takes hold.
DETECT
Spot sustained declines and the products or customers contributing to them.
PRIORITIZE
Prioritize depots according to the scale and duration of the decline and the sales involved.
ACT
Validate the cause with the depot, agree on an action and track sales trends.
THE BENEFITS
Spot vulnerabilities to better protect sales
Spot declines earlier
Track sales at each depot to identify declines hidden by regional results.
Focus your efforts
Prioritize depots where the decline persists and affects products or customers important to your business.
Prepare a shared diagnosis
Bring precise evidence to the depot to understand the decline and agree on an appropriate response.
Watch for signs of recovery
Review the same metrics after the action to check whether sales recover or further adjustment is needed.
They use KaryonFood
“I wanted to know what my customers were selling out of the depot and whether there was significant wastage. The software fully meets that need.”
Riwanon Cosset — Area Manager, Aoste Foodservice
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