Informed Account Alignment:
Map broker and sales team alignment to ensure you are covering the right customers. Enrich sales data with CRM activity to see if your efforts are paying off.
Uncover Revenue Opportunities:
Match trace data against Highlands’s aggregated data set to find distributors who aren’t purchasing from you but should be.
Identify Underpenetrated Accounts:
Compare distributors against their peers to find those who aren’t selling their fair share. These distributors should then turn into targets for your sales team.
Find Assortment Gaps:
Leverage SKU-level data to find assortment gaps for specific distributors. Filter assortment based on wholesale availability making the output more beneficial to distributors.
Develop High-Quality Sales Campaigns:
Data-driven approach to find where success is happening and understand why it’s happening. Use findings to create an informed sales campaign with a lead list.
Identify Revenue Risk:
Proactively identify distributors whose revenues are declining and deploy sales resources to mitigate churn risk.
Conduct Distributor Joint Business Planning:
Conduct periodic deep dives into specific distributors to understand how they are performing and create a data-led plan on how to grow their business.
Comprehensive Business Reviews:
Proactively provide your leadership team with a semi-annual review of how the business is performing with accompanying insights.
Optimize Market Development Funds (MDF):
Use data-driven insights to identify which distributors and programs will produce the highest ROI for the MDF deployed in the channel.
Enhance Trade Marketing Planning:
Use customer-level, SKU-specific analysis to build an informed trade marketing calendar.