Walk-in customer

A repeat counter customer with no trade account, identified by grouping point-of-sale transactions on a card token or phone hash. Uncovered by every measure until it has an identifier; valued at what account customers in the same spend band buy.

DefinitionA repeat counter customer with no trade account, identified by grouping point-of-sale transactions on a card token or phone hash. Uncovered by every measure until it has an identifier; valued at what account customers in the same spend band buy.

The largest uncovered customers

Two thousand a month at the counter, no rep, no report. The point-of-sale export has them.

Re-key on conversion

The new account and the old token are two customers until the mapping is made.

How it is computed

Counter transactions are grouped on a card token or phone number. Payers with repeated visits and meaningful spend, and no trade account, are listed.

Example

One card has paid at the counter 61 times in a year for $38,000 of plumbing supplies. There is no account, no rep, and no trade terms.

Where it goes wrong

Counter sales reported as one line. The prospects who already buy are invisible.

Articles that use this term

Coverage and territory · Industrial distributors

Counter sales without an account: the walk-in customers worth a trade account

How an industrial distributor or trade supplier finds the repeat cash and card customers at the counter who have no trade account, from the point-of-sale export: repeat visits matched on card token or phone, spend per month, the items they buy against what account customers of that size buy, the value of converting them, and the branch list that turns a cash customer into a covered account.

16 Sept 20262 min read Board and management reporting · Industrial distributors

Sales KPIs for industrial distributors: ten measures that matter, each with its formula and the export it comes from

The ten sales KPIs an industrial or MRO distributor should run on, each with its formula, the export it comes from and what it tells you: category penetration by branch, dormant accounts by prior value, quote conversion by count and value, lost lines from stock-outs, counter sales without an account, account coverage at cadence, price realisation against contract, share of spend at key sites, reactivation rate, and contribution per customer. Also the three measures most industrial distributors miss, the figures to drop, the identities, and who owns what.

17 Sept 20264 min read