Are the lists enough
If everything on the list comes back, that's about 162 cases a week of the 96 the team needs (119 with room to spare). That covers it.
Covered overall, not in every territory: Devin's list brings back about 66 of the 96 cases a week Devin needs; Hannah's list brings back about 49 of the 63 cases a week Hannah needs.
| Cases/wk | Placements | |
|---|---|---|
| Needed a week | 96 | 24 |
| With room to spare 25% cushion | 119 | 24 |
| Quiet regulars (14) | -124 | 0 |
| Chain gaps (8) | -14 | -8 |
| First orders (9) | -24 | 0 |
| The list, all back | -162 | -8 |
| Still to find | 0 | 16 |
If everything on the list comes back: quiet regulars at what they usually buy, chain items at what other stores of the chain sell, first orders reordering once a month. The cushion is 25% past the gap. New placements are counted at what each placement is expected to sell from here (last year's pace for the rest of the quarter).
Where the rest comes from
Each rep has places to hunt under their list, 108 in all. Not all of them will land. If about one in three does, that's about 119 cases a week and 24 new placements.
| Cases/wk | Placements | |
|---|---|---|
| Still to find, rep by rep | 84 | 16 |
| More brands (54) | -78 | -18 |
| New accounts (17) | -11 | -6 |
| More per placement (37) | -30 | 0 |
| Hunting, if 1 in 3 lands | -119 | -24 |
| Left after hunting covered | 0 | 0 |
Each place to hunt is valued at what similar accounts sell (the same type of account and a similar size, in the same territory), or the gap to it where the account already buys. The list holds more than is needed, so the rest is covered if about one in three lands.
Also this week: Win back · Where to hunt · Worth protecting · Follow up · Plan a day · Initiatives · Patterns · Where the work is · Goals in detail · Last week · By rep · Notes
Sales through Aug 16, from distributor depletions. Chain authorization files as of Aug 14. Central Coast means the accounts of Hannah, Luis and Devin. Cases are case equivalents (24 twelve-ounce); a half-barrel keg is about 6.9.
Sample data: Coastline Craft Co. is a sample brewery, and every account, person and number here is made up. The voice is off-the-shelf text-to-speech. Check-offs and notes stay in this browser, the same in all three views.