USE CASE — SALES DIRECTOR
Where are we really underperforming?
Overall growth can hide declines at specific distributors, in certain regions or for individual products. Identify gaps affecting sales, understand their causes and direct teams toward the right actions.
Spot hidden declines
Assess the gaps
Focus your action plans
THE CHALLENGE
Overall results can hide local declines.
Sales are growing, but some distributors, regions or products are declining. The challenge: distinguish differences in scale, reduced distribution and falling sales on a like-for-like basis.
Directing teams toward the wrong gaps
Allowing volume losses to take hold
Hiding local declines behind overall growth
Comparing different periods or assortments
Without detailed analysis, you risk:
Mistaking low volume for underperformance
THE KARYONFOOD SOLUTION
Locate performance gaps in your sell-out data
KaryonFood harmonizes sell-out data to analyze declines by distributor, region, depot and product. Combine volumes, year-on-year trends, assortment and buying customers to prepare your diagnosis, depending on the data available.
Volumes by distributor
Year-on-year volume trend
Average monthly volume (AMV)
Volumes by region / depot
Volumes by product
Active products by depot
Comparison across distributors
Buying customers by depot
BUSINESS DECISION
Know which gaps to address and where to deploy teams.
Rank declines by the volumes at stake and their persistence, then define an action plan with KAMs and regional sales managers.
DETECT
Identify distributors, regions and products losing volume, even when overall results improve.
COMPARE
Compare the same periods and products. Combine volume trends, assortment and buying customers to assess gaps, then check the causes with your teams.
PRIORITIZE
Focus resources on the most significant declines. Agree with KAMs and regional sales managers which products to revive, which depots to support and which results to track.
THE BENEFITS
Clearer performance gaps, better-targeted sales actions
Spot the declines that matter
Identify volume losses by distributor, region and product, even when overall performance remains positive.
Align your teams around priorities
Share with KAMs and regional sales managers the gaps to address, products to revive and depots to support.
Compare like-for-like situations
Put volumes in context: period, assortment and buying customers. Prepare a more precise diagnosis.
Track recovery plans
Track volumes, active products and buying customers over time to adjust your actions.
They use KaryonFood
“KaryonFood allows us to understand precisely where our products are going and to act faster, with the right priorities.”
Laurent Ducasse — Sales Manager Out of Home, Poco Loco
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