Is it enough
If everything on the list comes back, that's about 66 cases a week of the 96 you need (120 with room to spare). Still to find: about 54 a week.
| Cases/wk | Placements | |
|---|---|---|
| Needed a week | 96 | 4 |
| With room to spare 25% cushion | 120 | 4 |
| Quiet regulars (5) | -51 | 0 |
| Chain gaps (3) | -5 | -3 |
| First orders (4) | -10 | 0 |
| The list, all back | -66 | -3 |
| Still to find | 54 | 1 |
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.
Where the rest comes from
Under the list are 46 places to hunt. Not all of them will land. If about one in three does, that's about 55 cases a week and 9 new placements.
| Cases/wk | Placements | |
|---|---|---|
| Still to find | 55 | 1 |
| More brands (19) | -36 | -6 |
| New accounts (7) | -4 | -3 |
| More per placement (20) | -15 | 0 |
| Hunting, if 1 in 3 lands | -55 | -9 |
| 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 · Goals in detail · Last week · Notes
Sales through Aug 16, from distributor depletions. Chain authorization files as of Aug 14. Ventura means Devin Shaw's accounts, served by Sandcrest Beverage. 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.