Blog · Industry
Which restaurants buy dry goods from you and fresh from someone else. Which accounts have gone from three drops a week to one. Which route has forty kitchens and a rep who visits twelve. From the order system you already run, account IDs only.
Why a foodservice distributor needs category share at the chain and at the site, how the two disagree and what each disagreement means, the roll-up that produces both from one delivery ledger, and the two lists the sales team works from: chain gaps for the national account manager and site gaps for the route rep.
16 Sept 20263 min readHow a foodservice distributor measures whether deliveries arrive in each kitchen's agreed window, from the route telematics or proof-of-delivery timestamps and the account's window: adherence per kitchen and per route, the deliveries that landed during service, the routes whose adherence fell, the kitchens whose order frequency dropped after a run of bad windows, and why window adherence is a retention measure before it is an operations one.
16 Sept 20262 min readHow a foodservice distributor measures share of each restaurant's purchasing by category from the order system, watches drop frequency for the early sign of a lost account, and builds the route list, reconciled to invoiced sales.
16 Sept 20263 min readHow a foodservice distributor estimates each kitchen's expected category basket from its menu type and covers rather than from the segment average: the basket norm per menu type from the distributor's own fully-supplied kitchens, the categories a kitchen of that type buys that this one does not, and the gap valued, so the route rep's list says which categories to ask about at which door.
16 Sept 20263 min readHow a foodservice distributor measures how closely each kitchen's orders follow the order guide it was set up with, from the order guide file and the delivery ledger: guide items ordered, guide items never ordered, off-guide items ordered instead, the substitution pairs that recur, the kitchens whose guide is stale, and why a low compliance figure is usually a guide problem before it is a customer problem.
16 Sept 20263 min readThe ten questions the president of a foodservice distributor puts to the route and national account teams, which kitchens dropped a delivery day, which chain sites are off the agreement while the chain looks compliant, what should each kitchen be ordering given its menu, which order guides are stale, which deliveries landed during service, which accounts take a drop a day for a small order, which kitchens are dormant against their own cadence, what is contribution per account after drops, which chains are under-penetrated by site, and what changed, each with the table from the delivery ledger, the site master and the proof-of-delivery data, and the answer to send back.
16 Sept 20263 min readHow to choose analytics software for Foodservice distributors: the questions, the data, ten vendor questions and the traps.
24 Sept 20264 min readThe ten sales KPIs a foodservice distributor should run on, each with its formula, the export it comes from and what it tells you: category share per kitchen, drop frequency against the kitchen's own pattern, average drop value, order guide compliance, share at chain and at site level, delivery window adherence, substitutions and shorts, new account ramp, contribution per drop, and lost kitchens by prior value. Also the three measures most foodservice distributors miss, the figures to drop, the identities, and who owns what.
17 Sept 20264 min readAccount analytics for foodservice distributors. Every kitchen, every category, every drop.
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