Having the right information before the meeting completely changes the discussion.
Rémi Cizeron
Key Account Manager Foodservice
50%
less analysis time during meetings
1
business opportunity identified with each update
100%
visibility on sell-out performance
Company type
Large Group
The Pierre Martinet Group is a major player in the prepared salad market, structured around three brands: Martinet, La Belle Henriette, and Randy.
On the foodservice market, the company relies on a network of national purchasing centers, wholesalers, and regional warehouses, with a sales organization combining Key Account Managers and field teams.
Martinet places strategic importance on understanding warehouse outbound performance in order to manage its business and drive sales growth.
Distribution network
Foodservice
Platform users
Sales management, Key Account Managers, field sales representatives
Martinet’s challenges
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The teams only had access to sell-in data, with no visibility into actual sales to end customers.
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It was impossible to know who the warehouse clients were, or how the products were actually consumed.
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Meeting preparation relied on client discussions and numerous assumptions, with very little concrete data.
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Sales representatives spent up to 2 hours preparing for a meeting, with no guarantee of reliability.
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Sales management lacked precision, making it difficult to identify growth opportunities or anomalies.
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Discussions with clients could be unbalanced due to the lack of factual, shared data.
The solution
provided by KaryonFood
KaryonFood enabled Martinet to move from a declarative view to a data-driven view of the market.
The platform centralizes sell-out data and provides a clear, fast, and actionable view of performance by warehouse, product, and end-customer type.
Teams can now:
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analyze performance from the national level down to each depot
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identify performance gaps between warehouses
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understand who is actually consuming their products
KaryonFood also facilitates collaboration between Key Account Managers and field sales teams, enabling them to manage targeted and aligned action plans.
Thanks to its visualizations and accessibility during meetings, teams no longer spend time building data, but instead use it directly during meetings.
Summary of the results achieved
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Outbound warehouse performance analysis has become a monthly management reflex, shared across the entire team.
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Teams can identify underperforming depots and growth opportunities more quickly.
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Meeting preparation time has been significantly reduced:
→ up to 2 hours before vs. around 1 hour today
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Analysis time during meetings has been reduced by up to 50%, allowing teams to focus on actions to implement. Sales representatives come prepared with concrete insights, strengthening their credibility and rebalancing the relationship with clients.
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Meetings have therefore changed in nature: fewer questions, more decisions!
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Access to data enables more relevant and faster commercial actions.
A quick anecdote: thanks to KaryonFood, teams discovered that one warehouse was already handling Martinet products—without any direct orders—through internal transfers.
“Intuitive and very easy to use, KaryonFood enables teams to prepare, anticipate, and better manage client meetings as well as sales actions.”
Rémi Cizeron
Key Account Manager Foodservice