For industrial and component manufacturers
Which customers buy two product lines and are qualified for six. Which distributor channel has stopped ordering a family. Which plant's book depends on three accounts. From the ERP order history, reconciled to shipped revenue.
A manufacturer's growth is in the product lines its existing customers are qualified for and do not buy. Covirage computes fit from what similar customers buy, values the gap at your margins, and ranks it by plant, channel and rep.
Lines bought against what customers of that type and size buy. Valued, ranked, per customer.
Direct, distributor and OEM sales on one roll-up, reconciled so the same shipment is never counted twice.
Plants and reps whose book depends on few customers, flagged before the renewal.
Three steps, in this order.
By customer, product line, channel and rep, from the ERP.
By customer type and size. Defaults from your own base.
Reps get fit gaps per customer. Plant and channel managers get the roll-up.
Short answers. The Help centre has the long ones.
Any export with customer, product line, revenue, channel and rep. SAP, Oracle and Epicor exports work as they are.
No. Channel is a dimension of the roll-up, and the reconciliation asserts that direct plus distributor equals shipped revenue.
Yes. Plant is a level of the hierarchy, and plant totals are asserted against the company total.
Analytics software for industrial manufacturers, compared · Alternatives to named products
Written for this desk: the measures, the data you already hold, and the arithmetic.
How an industrial manufacturer measures aftermarket capture per customer from the installed base register and the parts and service ledger: expected annual aftermarket per unit from the customers who buy it all from the OEM, actual per customer, the attach rate, and the list of customers running the OEM's equipment on someone else's parts, ranked by the revenue at norm.
16 Sept 20262 min readA method for industrial and component manufacturers to measure, per customer, the product lines bought against the lines customers of that type buy, value the gap, keep direct and distributor channels from double counting, and reconcile to shipped revenue.
16 Sept 20263 min readHow a manufacturer that sells direct and through distributors builds one roll-up where the same shipment is never counted twice: channel as a dimension, separate reconciliation per channel, point-of-sale data where it exists, and the assertion that channels sum to shipped revenue.
16 Sept 20263 min readHow an industrial manufacturer measures the share of quotes that become orders per customer, per product family and per estimator, from the quote log and the order book: conversion by count and by value, the customers who request many quotes and place few orders, the product families where the price is losing, the lead time on quotes that convert against those that do not, and the identity that ties converted quotes to booked orders.
16 Sept 20263 min readHow an industrial manufacturer builds a service contract calendar from the installed base register: units by warranty end date and contract end date per customer, the attach rate for units in their first year off warranty from the manufacturer's own history, the customers with units coming off warranty in the next two quarters and no contract offer logged, the value of a contract at the norm per unit, and why the call belongs to the service sales team before the parts desk hears from the customer.
16 Sept 20262 min readThe ten questions a vice president of aftermarket at an industrial manufacturer puts to the service and parts teams, which customers run our equipment on someone else's parts, which units come off warranty next quarter with no contract offer, is the installed base register complete, which batches are claiming above the model's rate, which customers claim above the norm across batches, which quotes convert and which are price checks, which distributors and direct accounts double count, what is catalogue fit per customer, which service contracts renew with a bad claims history, and what changed, each with the table from the installed base register, the claims file and the ledger, and the answer to send back.
16 Sept 20263 min read