USE CASE — REGIONAL SALES MANAGER
Where are my local growth opportunities?
A product grows in one depot but sells little elsewhere. Which assortments, customers and depots should you develop to grow sales in your territory?
Identify your growth drivers
Target the right products and customers
Define your local actions
THE CHALLENGE
Sales to grow—but where should you focus your efforts?
A product succeeds in one depot but sells little in another. To develop your territory, combine products, volumes and end customers to identify where to act.
Difficulty identifying high-potential customer segments
Repeating actions without measuring local results
Efforts focused on customers who are already most active
Products with limited distribution despite strong results elsewhere
Growth drivers that remain untapped:
Opportunities hidden by the region’s overall results
THE KARYONFOOD SOLUTION
Identify products and customers to develop in each depot
Analyze sales by depot, product and customer type to identify growth drivers in your territory. Compare results and year-on-year trends to prepare an action with the depot, depending on the data available.
Volumes by depot and product
Year-on-year volume trend
Buying customers by depot
Active products by depot
Selling depots by product
Sales by customer type
Average monthly volume (AMV)
Comparison across depots
BUSINESS DECISION
Know which products to develop, with which customers and in which depots.
DETECT
Identify products and customer segments growing in your region.
PRIORITIZE
Identify depots where these products still have limited distribution and the segments to develop.
ACT
Prepare a targeted action with each depot: expand the assortment, highlight a product or develop a customer segment.
THE BENEFITS
Clear opportunities, better-targeted local actions
Find new growth drivers in your territory
Identify growing products and customer types to guide discussions with depots.
Expand your products’ distribution
Identify products with low sales in certain depots and explore opportunities to broaden the assortment with them.
Arrive with a concrete proposal
Use the depot’s actual sales to choose the products, customer targets and action to propose.
Track the results of local actions
Track volumes, products and buying customers over time to adjust your action plan.
They use KaryonFood
“One platform 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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