USE CASE — KEY ACCOUNT MANAGER
Are negotiated agreements actually being implemented?
You negotiated product listings with your distributor. But are those products actually stocked and sold in the relevant depots?
Check your product listings
Identify gaps by depot
Act on factual data
THE CHALLENGE
A signed agreement does not guarantee execution in the field
A product may be negotiated nationally without being active in every relevant depot. The challenge: know precisely where agreements are implemented, where they are not and where sales action is needed. Without this visibility, KAMs may have to contact depots to check contract execution, particularly product listings and distribution.
Reacting too late to execution gaps
Basing reviews on a theoretical view of the agreement
Missing distribution opportunities
Making repeated calls to depots to check listings
Without visibility into field execution, you risk:
Discovering too late that an agreed product is not active
THE KARYONFOOD SOLUTION
Check agreement execution, depot by depot
KaryonFood shows the products actually active and their performance by depot, so you can immediately identify gaps against negotiated agreements.
Active products by depot
Number of active depots
Volumes sold by product
Year-on-year trend
Average monthly volume
Number of end customers
Comparison across depots
Comparison across distributors
BUSINESS DECISION
Know precisely where to intervene to get agreements implemented.
Go beyond knowing that a product has been negotiated: check that it is actually distributed and generating sales in the relevant depots.
CHECK
Compare the expected product range with the products actually active in each depot.
IDENTIFY
Immediately identify distribution or assortment gaps.
ACT
Prioritize depots to contact and use factual data in discussions to address gaps.
THE BENEFITS
Move from negotiated agreements to actual execution
Stay in control of your product listings
Check that negotiated products are actually stocked in the relevant depots.
Identify gaps quickly
Identify assortment gaps without waiting for field feedback or the next meeting.
Target your sales actions
Focus discussions on depots where the agreement actually needs intervention.
Ground your discussions in facts
Use the same sell-out data as your distributor to objectively assess gaps and build corrective actions.
They use KaryonFood
“One of Poco Loco’s distributors has two platforms [...] one had the full range, while the other had only half—and KaryonFood was able to show me that.”
Laurent Ducasse — Sales Manager Out of Home, POCO LOCO
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