Currently working on helping businesses improve sales performance by focusing on what truly drive...Currently working on helping businesses improve sales performance by focusing on what truly drive...
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Currently working on helping businesses improve sales performance by focusing on what truly drives growth: distribution quality, not just distribution quantity.
One topic I've been exploring recently is the difference between Numeric Distribution (ND) and Weighted Distribution (WD).
Many companies celebrate achieving 90%+ outlet coverage, but high Numeric Distribution doesn't always guarantee strong sales growth. I've seen situations where adding hundreds of new outlets increased coverage significantly, yet revenue barely moved because those outlets contributed very little volume.
The real opportunity often lies in strengthening presence and execution within high-contribution outlets that drive the majority of category sales.
Key takeaway:
šŸ“ˆ Numeric Distribution measures how many outlets carry your product.
šŸ’° Weighted Distribution measures how much business those outlets actually represent.
Growth accelerates when sales teams focus on both coverage and outlet productivity.
Helping organizations build stronger Route-to-Market strategies, improve channel performance, and turn distribution into sustainable revenue growth.
#SalesManagement #FMCG #Distribution #RouteToMarket #SalesLeadership #BusinessGrowth #CommercialExcellence
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Creatives on Contra have earned over $150M and we are just getting started