Good morning, Hannah. Here's Santa Barbara for the week of August tenth. Your accounts bought about nine hundred sixty cases, a little under a typical week.

You have three goals this quarter: cases, placements and velocity. First, cases. Halfway through the quarter, you're on pace for about ninety-seven percent of goal if the rest of the quarter follows last year's, so a little short.

Second, placements: about fifteen to add. Third, velocity: about two percent below goal.

Last week you marked ten of eighteen done and six of the ones that weren't buying have ordered since, about fifty-five cases. Osprey Oyster Bar ordered about sixteen cases the day after your visit.

Here's what to look at first. Four regular accounts have gone quiet. Together they usually buy about thirty-seven cases a week.

If you do one thing this week, make it Hollister Avenue in Goleta. Fathom Tavern is there: about twelve cases a week with six more stops on the same street. Stop in and find out what changed.

If everything on this week's list comes back, that's about forty-nine cases a week. You need about sixty-three more a week and about seventy-eight to leave some room.

That leaves about twenty-nine cases a week to find and under your list are fifty-one places to hunt: more brands where you already sell, accounts that don't buy yet and placements that could sell more. If about one in three lands, that covers what's left on cases and placements.

Your list is below. Check things off as you go and tell me what I got wrong.