USE CASE — CATEGORY MANAGER
How can I build a category recommendation using sell-out data?
Connect product performance to the needs of customers served by your distributors. Build a targeted, evidence-based assortment recommendation with a measurable action plan.
Build a shared diagnosis
Build the case for your assortment choices
Measure results
THE CHALLENGE
A sales ranking alone is not enough to convince
You need to propose an assortment suited to your distributor’s customers. But an overall sales ranking does not tell you which products to prioritize, for which uses or in which depots. The challenge: connect sell-out results to a precise target to defend a concrete recommendation, then define how to measure its impact.
Failing to plan follow-up after the recommendation
Comparing non-equivalent scopes
Presenting figures without proposing action
Confusing volume with relevance to the target segment
Without this perspective, you risk:
Offering the same assortment to every customer
THE KARYONFOOD SOLUTION
Turn findings into an evidence-based recommendation
KaryonFood helps compare product sales by customer type and depot, depending on the data available. Over comparable periods and scopes, identify products to consolidate, develop or test. Link each proposal to a quantified finding, a target segment and a follow-up metric.
Volumes sold by product
End-user types
End-user subtypes
Number of customers by product
Distribution and sales by depot
Year-on-year trend
Average monthly volume
Comparison across distributors
BUSINESS DECISION
Present a recommendation connecting diagnosis, assortment choices and an action plan.
ANALYZE
Compare sales by product, target segment and depot on a consistent basis.
RECOMMEND
Choose which products to consolidate, develop or test for each target segment.
MEASURE
Agree on actions, metrics and a review date with your distributor.
THE BENEFITS
Clearer, more targeted recommendations that are easier to defend
Start with your customers’ needs
Connect product choices to end-user profiles and observed sales in each segment.
Strengthen your arguments
Present the facts behind each proposal, with an explicit period, scope and set of metrics.
Align marketing and sales
Share the same priorities with KAMs and regional sales managers, along with the arguments to support them in the field.
Keep your recommendation moving forward
Track sales after actions are taken and adjust choices at the next distributor review.
They use KaryonFood
“Thanks to KaryonFood, we know our depots’ customers. We understand their expectations better because we know who their customers are. That is essential.”
Marine Bourguignon — Senior Category Manager, Bel Foodservice
YOU MAY ALSO BE INTERESTED IN THESE USE CASES