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 centre 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 desk: the measures, the data you already hold, and the arithmetic.
How an industrial, MRO or building products distributor measures category penetration per account and finds dormant accounts per branch from the ERP's invoiced sales: the norm from your own accounts, the valued gap, the dormancy window, and the roll-up that reconciles to invoiced sales.
16 Sept 20264 min readHow 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 readHow an industrial distributor measures the order lines it could not fill from the order and fulfilment exports: cancelled, substituted and short-shipped lines per branch and per account, the value at the line's price, the items that recur, and the accounts whose order frequency fell after a run of lost lines, so that the stock decision is made on what was lost rather than what was sold.
16 Sept 20262 min readHow a distributor's inside sales team builds a weekly reactivation list from invoiced sales: the dormancy rule that combines a global window with each account's own rhythm, the past-value ranking, the reasons that move an account to a watch list instead, and the branch roll-up that shows how much revenue went quiet.
16 Sept 20263 min readHow to choose analytics software for Industrial distributors: the questions, the data, ten vendor questions and the traps.
24 Sept 20264 min readThe complete lost-line calculation on ten order lines from three accounts at one branch, small enough to check by hand: the order and fulfilment exports joined on order and line, each line's state, shipped in full, short, cancelled for stock, or substituted, lost value at the line's price, lost rate per account, the item that recurs, the account whose order frequency fell after the run, and the assertion that every line is in exactly one state, so a reader can reproduce every figure and then run it on their own exports.
17 Sept 20263 min read