Blog · Wallet share and penetration · Foodservice distributors
The 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.
A foodservice distributor president asks the national account manager about a chain and hears eighty percent compliance. The delivery ledger and the site master hold the chain as a hundred and fifty kitchens, and thirty of them buy elsewhere. This guide is the ten questions, the tables, and the answer to send back.
| # | The question | The table | Identity | Send back |
|---|---|---|---|---|
| 1 | Which kitchens dropped a delivery day? | Drop frequency against own cadence; run rate | Deliveries reconcile to stops | Weekly sales sheet |
| 2 | Which chain sites are off the agreement? | Chain compliance; site share against the chain norm; disagreements assigned | Chain = Σ sites | Chain figure alone |
| 3 | What should each kitchen be ordering? | Expected basket by menu type and covers; category gap | Category spend sums | Segment average |
| 4 | Which order guides are stale? | Compliance per kitchen; guide age; substitution pairs | Lines = on-guide + off-guide | Compliance as customer behaviour |
| 5 | Which deliveries landed during service? | Window adherence per kitchen; route-or-driver split | Deliveries have a time or are unrecorded | Route-level on-time |
| 6 | Which accounts take a drop a day? | Drops per week against the type norm; excess cost; constraints | Same as 1 | Blanket minimum order |
| 7 | Which kitchens are dormant? | Dormant by run rate against own cadence; seasonal flagged | Accounts in one state | Days silent |
| 8 | What is contribution per account? | Margin less drops, returns, lines at stated rates | Margins sum to ledger | Revenue |
| 9 | Which chains are under-penetrated by site? | Sites delivered over sites in the chain | Sites in master | Chain revenue |
| 10 | What changed? | The movements page | Every line cites | Narrative |
President: Is the chain compliant? Response: 80 percent at the chain; 120 sites at 95 and 30 at 19, the thirty opened in the last eighteen months in two regions. $290,000 a quarter of produce going elsewhere under a contract that says it should come from us. Table 2. President: And the independents on route R-04? Response: Kitchen 2207 dropped from five deliveries a week to two, $9,400 a month of run rate; three of last month's deliveries arrived during lunch service. Tables 1 and 5. President: Its guide? Response: Untouched for twenty-three months; half its lines off-guide at list, $4,100 a quarter of premium. Table 4.
Three tables, one chain, one kitchen, one route.
Chain figure alone. Thirty sites inside eighty percent.
Drop frequency unwatched. The kitchen that moved a third of its business, noticed at the quarter.
Guides stale. The kitchen paying list for what should be on agreement.
Deliveries during service. The chef says nothing and orders less.
Covirage produces the ten tables from the delivery ledger, the site master, the order guide file and the proof-of-delivery data, with the identities checked. The foodservice page describes the setup, and the chain versus site guide covers the second table.
Drop frequency per kitchen against its own cadence, because a kitchen that went from three drops a week to two has moved a third of its business somewhere, and the delivery ledger shows it the week it happens. It is the earliest signal a distributor has, and it is per kitchen.
Window adherence does; the during-service list is the timestamp against the kitchen's window. Drop frequency, chain and site share, the basket and contribution come from the delivery ledger and the site master. Order guide compliance from the guide file. All exports.
Chain delivered spend equals the sum of its sites; order lines equal on-guide plus off-guide; deliveries reconcile to route stops; accounts' category spend sums to the ledger. A chain compliance percentage without the sites beneath it is sent back.