For industrial, MRO and building products distributors
Which accounts buy one category from you and five from a competitor. Which branch has a hundred dormant accounts worth reactivating. Which outside rep is covering forty accounts and calling on twelve. From the ERP export you already have.
Industrial accounts buy across categories, and most distributors only see the ones they win. Covirage compares each account to similar accounts, values the categories you are missing, and ranks them by branch and rep.
Categories bought against what similar accounts buy, valued at your margins.
Accounts with no order in a window you set, ranked by past value.
Accounts per outside rep and calls logged, so the list fits the calendar.
Three steps, in this order.
By account, category and rep from the ERP.
By account type and size. Defaults provided.
Reps get gaps per account. Branch managers get the roll-up.
Short answers. The Help center has the long ones.
Any export with account, product category, sales and rep. Epicor Prophet 21, Infor and SAP exports work as they are.
No. Invoiced sales alone give penetration. Add the CRM for call coverage.
Yes. Branch is a level of the roll-up, and branch totals are asserted against the company total.
Analytics software for industrial distributors, compared · Alternatives to named products
Written for this industry: the measures, the data you already hold, and the arithmetic.
ERP dashboard examples connect purchasing, stock movements and finance using the same reporting period. Work through a distributor's reconciled inventory, purchasing and payables views, then see what changes when a receipt arrives early.
Oct 24, 20266 min readIndustrial distribution financial analysis compares stocked-part margins, service costs and inventory investment. Build a branch review from sales, cost and stock exports with worked spreadsheet formulas and reconciliation checks.
Oct 2, 20265 min readWeighted average cost per unit divides inventory cost available by the units available. Compare periodic and moving inventory averages on the same purchase and issue records, then reconcile ending inventory and cost of goods sold.
Sep 12, 20267 min readHow to choose analytics software for Industrial distributors: the questions, the data, ten vendor questions and the traps.
Sep 1, 20264 min readExplain changes in industrial distributor sales by customer, product family and recurring versus project demand. Build a price and quantity bridge from sales exports, then prove it against reported revenue.
Aug 26, 20265 min readThe honest answer to what share of quotes should turn into orders: the 25 to 50 percent figures quoted for distributors and manufacturers depend on how quotes are joined to orders, on whether conversion is by count or by value, and on the customer mix, because some customers quote everything three ways and some only quote what they intend to buy. This page gives the ranges by desk, the three measurable things that set the right figure for one business, and the table to compute before anyone quotes a percentage.
Aug 26, 20263 min read