USE CASE — KEY ACCOUNT MANAGER
How can I make the case for listing a new product?
Your new product has potential. To convince the buyer to list it, show where it already sells, to which customers and under what conditions. Turn these results into a targeted rollout proposal.
Back your arguments with facts
Identify the right depots
Propose a measurable rollout
THE CHALLENGE
A good idea alone does not secure a depot listing.
The buyer wants to know which customers your new product serves and what it adds to the assortment. Initial orders alone do not demonstrate sell-through. The challenge: show results where the product already sells, then justify expansion to new depots.
Requesting a rollout without follow-up criteria
Offering the new product to the wrong depots
Underestimating a product with limited distribution
Mistaking launch orders for actual sales
Without evidence relevant to your account, you risk:
Keeping the discussion focused on price
THE KARYONFOOD SOLUTION
Build your case using actual sales
KaryonFood centralizes sell-out data to analyze a new product’s results by depot, distributor and customer type. Compare its first months of sales in similar contexts and identify areas to develop, depending on the data available.
New product volumes sold
Monthly volume trend
Number of selling depots
Average monthly volume by product
Number of buying customers
Sales by end-customer type
Comparison across depots
Comparison across distributors
BUSINESS DECISION
Know which listing to request and which evidence to use.
PROVE
Present the sales already observed. Put them in context: time since launch, distribution, availability and sales support.
TARGET
Identify depots and customer types where the product finds its market. Select the next areas to test with the distributor.
NEGOTIATE
Agree on the depots, test duration and metrics to track. Set a review date to decide the next steps together.
THE BENEFITS
Strengthen your listing proposal
Strengthen your credibility
Present concrete sell-out results with context. Help the buyer understand the facts supporting your proposal.
Make the case for targeted potential
Show which customers and depots are buying the new product. Tailor your request to the account’s actual situation.
Avoid premature conclusions
Distinguish limited distribution from low sales in active depots before judging the launch.
Prepare the next phase of the launch
Connect the negotiated agreement to an action plan shared with field teams, then track sales to adjust deployment.
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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