Outlet classes and outlet reach
Every month your retailers are ranked by 90 days of sales into classes A, B and C, each with its own visits a month. Outlet Reach shows which retailers are active, lapsed, never bought or new.
PLANSFrom Growth
The problem it solves
- Your best shops get the same one visit a month as the smallest, and the big ones drift to a rival.
- Salesmen visit the friendly shops on the beat, not the ones that need a visit.
- You cannot say how many retailers bought from your dealers this quarter, or how many stopped.
- Retailers added last month are never followed up to see if they bought.
How it works
- Set the class shares once in Settings: the top 20 % by sales are A, the next 30 % B, the rest C.
- Set how often each class is visited: 4 visits a month for A, 2 for B, 1 for C to start with.
- Every month each entity's retailers are ranked by their secondary sales of the last 90 days and given a class. A retailer with no sales is C. A class you set by hand is kept.
- Each retailer shows its visits this month and how many are still due. In the app the salesman sees the class and visits due on every shop of the beat.
- Open Reports > Sales > Outlet Reach: each dealer's retailers as active, lapsed or never bought, with those added in the last 30 days.
Everything it does
Outlet classes
- Classes A, B and C from secondary sales of the last 90 days (dealer reports, uploads, Tally, and retailer orders on Scale)
- Worked out every month for each entity
- Class Set by Hand: tick it to fix a class; the monthly run leaves it alone
- Sales (Last 90 Days) shown on the retailer
- Group or filter retailers by Outlet Class
Visits by class
- Visits a Month for A, B and C, per entity
- Visits This Month and Visits Still Due on every retailer, from the salesman's check-ins
- The app's party list shows the class and visits due
Outlet Reach report
- One row per active retailer: served by, area or beat, added on, last bought, sales of 90 days, status
- Active: bought in the last 90 days; Lapsed: bought before that; Never Bought
- New: added in the last 30 days
- Pivot by dealer and status, or a list; filters Active, Lapsed, New; group by dealer, area or status
Classes elsewhere
- Market measures (UBO, ECO, distribution) by outlet class
- Must-sell and launch lists can be for one class only
- The market map can colour retailers by class
Who uses it
SalesmanSees each shop's class and visits still due in the app, and plans the day around them.
Area ManagerReads Outlet Reach for the area and follows up lapsed and new retailers.
Distribution ManagerSees reach across dealers and areas, and classes in the market measures.
Distribution AdministratorSets the class shares and visits a month in Settings.
Where you use it
- Web: the retailer form (class, Class Set by Hand, 90-day sales, visits this month and still due) and Reports > Sales > Outlet Reach
- Configuration: Distribution > Configuration > Settings > Outlet Classes
- The SmartMy Distribution app: class and visits due on each party (built and in testing, not in the app stores yet)
- Not on the dealer portal: dealers do not see your classes
What you control
Settings
- Class A: top 20 % of retailers by sales
- Class B: next 30 %
- Visits a month: A 4, B 2, C 1
- Class Set by Hand per retailer: off to start with
Questions
What sales decide the class?
The retailer's secondary sales of the last 90 days: what its dealers reported, uploaded, sent from Tally or delivered as retailer orders. Your own invoices to dealers do not count here.Can we put a shop in class A ourselves?
Yes. Tick Class Set by Hand on the retailer and choose the class. The monthly run keeps it until you untick it.Can we work out the classes now instead of waiting for the month?
Not from a button yet. Classes are worked out by the monthly job; ask us to run it after you change the shares.Do we get more than three classes?
No. Classes are A, B and C. You set the shares of A and B and the visits a month of each.What counts as a lapsed retailer?
One that bought before, but not in the last 90 days. One that never bought is shown as Never Bought.Related features
RETAILERS AND FIELD SALESNew retailers and the outlet censusA salesman pins a new shop at its door, or a dealer names one on its portal or in its sales. Each is checked for duplicates and waits for an area manager.RETAILERS AND FIELD SALESBeats, visits and the salesman's day with km claimEach salesman gets his beats and their days. He starts the day in the app with a photo, checks in at shops against their pin, and ends the day. With SmartMy HRMS the kilometres can be claimed.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 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.SCHEMES AND DEALER SALESDealer stock and secondary salesEach dealer's closing stock and its sales to retailers, item by item, reach you from the dealer portal, an Excel sheet or your office. Sell-through shows what really left the dealer's shelf, and primary sits beside secondary for every dealer and item.
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.