Head office drill-down to the outlet
One screen goes from the whole country down to a region, area, beat, dealer and one outlet. Every level shows sales against last month and last year, billed outlets, coverage and launches. Pick any item and every figure follows it, on the web, a phone or the manager's app.
PLANSScale only
The problem it solves
- The national number is down and it takes a week of calls to find which area, dealer or beat caused it.
- Every level of the team has its own report, and none of them agree.
- Asking how one item is doing in one town means a new Excel from the MIS team.
- Managers on the road cannot see the figures until they are back at a desk.
How it works
- Open Reports > Market Intelligence > Head Office Drill-down. It starts on the country (or countries) for the latest month.
- Read the tiles: secondary sales against last month and last year, outlets, billed outlets (UBO) and effective outlets (ECO). More tiles show dormant outlets, lines per outlet, must-sell and launch coverage.
- Click a row to go down: region, area, beat, dealer, outlet. The path at the top takes you back up.
- Click an item in Top Items or Rising and Falling. Every tile and row now shows that item only, with its outlets, numeric and weighted distribution. Remove it with the x on its chip.
- Click a month on a chart to open that month, or change the month at the top right. The arrow on a dealer or outlet opens its record.
Everything it does
Tiles at each level
- Secondary sales, with the change on last month and on last year
- Outlets, UBO, ECO, dormant outlets, lines per billed outlet
- Must-sell coverage and launch coverage
- For one item: its sales, outlets that bought it, numeric and weighted distribution, coverage where it is due
- At an outlet: its sales, lines, last bill and billing band, and the items it bought
Charts and lists
- Sales by month against the year before, and billed outlets by month
- The next level's rows with the same measures (up to 300 rows, with a count of the rest)
- Top Items: the 10 best items by sales, with numeric and weighted distribution
- Rising and Falling: the 5 items that grew most and the 5 that fell most
- New Launches: each running launch against its target, with a link to its tracker
How it reads the data
- From the monthly market figures, worked out every night from secondary sales
- As the user: entity rules apply
- Sell-out from retailers' tills is not in the drill-down; it reads secondary sales
- Fast at scale: tried at 50,000 outlets and 480,000 lines a month, about half a second a screen on our test system
Who uses it
Sales head or managing directorStarts at the country and goes down to the region or dealer that moved the number.
Distribution managerChecks an item's reach area by area and follows launches.
Area managerOpens the area, goes down to beats and outlets, and does the same on the phone in the market.
Where you use it
- Web: Reports > Market Intelligence > Head Office Drill-down, for area managers and up; also at phone width in a browser
- The SmartMy Distribution app: Team > Market for area and distribution managers. It has tiles, the next level's rows, top items, rising and falling items and launches. Built and in testing, not in the app stores yet
- Not for salesmen or dealers
What you control
Settings
- Nothing to set on the screen; it follows the market measures' settings (ECO rule, dormant bands, months worked out)
- The levels come from your areas: regions, areas and beats as you set them up
Questions
Do we need a separate BI tool?
No. The drill-down is part of SmartMy Distribution and reads the same figures as the reports. You can still export any report to Excel.Can an area manager open other areas?
Yes, today the screen shows every area of the entities the user may open. Limiting area managers to their own areas is not built yet.How far back can we go?
The month picker goes back up to 36 months, as far as your secondary sales and the history filled at set-up reach.Does it show retailers' till sales?
No. The drill-down reads secondary sales. Sell-out from till files has its own reports under Market Intelligence.Related features
MARKET INTELLIGENCEUBO, ECO and numeric distributionSee each month how many outlets your dealers billed (UBO) and how many bought enough to count (ECO). See what share of outlets carry each item, how far must-sell and new items reached, and which outlets went quiet. By area, dealer, salesman and outlet class.MARKET INTELLIGENCEItem trends and new launch trackerSee which items and categories grow or fall in each area against last month and the same month last year. Follow each new launch week by week: the outlets it has reached against the target you set.MARKET INTELLIGENCEMarket map and white space by pin codeEvery retailer on a map, coloured by sales or by days since the last bill, with sales shaded by pin code, district or town. The places where you do not sell yet are ranked by households or population. A few clicks turn the best of them into a new beat.LARGE NETWORKSControl tower alertsEvery morning SmartMy Distribution checks the network and raises alerts for the right area manager. Dealers not ordering, retailers who stopped buying, stock-outs, late dealer figures, salesmen without visits or away from the shops. The manager closes each one as Dealt With.DEALER STOCK AND MESSAGESMessages to dealers and dashboards per roleSend one message to all your salesmen, dealers or both, or only those of some areas, by app, WhatsApp and email. Dealers also find it on the portal. Each role opens Distribution on a ready-made dashboard: My Day for salesmen, Area for area managers, Distribution for the head of sales.
See your market on it.
Tell us how many dealers and salesmen you have, and how orders and claims reach you today. We will set up your dealers, price lists and beats with you.