The problem

KA commitments and orders are scattered. Nobody has a real-time global view.

The commercial prospection phase is when KAMs (Key Account Managers) approach chains to secure order commitments. It is a critical phase: commitments too low → insufficient print run; commitments overestimated → overproduction.

Commitments are often collected in individual Excel files, not consolidated. DemandSens centralises this data and lets you steer prospection at any granularity, from macro to micro.

Feature 01 · Collection

Centralised collection. D+1 consolidation.

Import Excel/CSV of commercial commitments per chain, per month, per EAN. Once imported, all commitments from all KAMs are aggregated into a single view. Automatic trend recompute on D+1.

Consolidated data available the day after import.

KAM Chain Commitment Status
L. Dubois Fnac 4,200 OK
L. Dubois Cultura 2,800 OK
M. Vannier Leclerc 1,950 OK
M. Vannier Carrefour 1,480 OK
P. Renault Indep. network 6,100 OK
S. Caron Amazon 2,900 ⌛

19,430

Consolidated copies

4 KAMs

Aggregated sources

 

Feature 02 · Key indicators

Macro view ND and WD, the salesperson's two eyes.

The macro view gives an overall picture of distribution across the entire network, via two key indicators every book salesperson knows.

Numeric Distribution

Percentage of points of sale carrying the title.

What it measures: Network coverage.

e.g. 60% present in 60% of points of sale.

Weighted Distribution

Percentage of network revenue covered.

What it measures: Distribution quality - economic weight of the points of sale covered.

e.g. 85% covers 85% of revenue, so present in high-volume chains.

 
Feature 03 · Micro view

Full drill-down all the way to the point of sale.

The user can drill down at every level: commitments, actuals, gap, trend.

  • 1.

    Article

    EAN 978-2-07-...

  • 2.

    Distributor

    Sales agent Hachette · La Diff

  • 3.

    Network

    Channel SPE · IND · ONL

  • 4.

    Client

    Point of sale Fnac Lyon Part-Dieu

Feature 04 · Alerting

Weekly tracking. Automatic inflection detection.

Dashboard for weekly tracking of prospection progress. DemandSens automatically flags when a trend changes direction mid-cycle for instance, a chain slowing its orders while the general trend rises.

Lets you anticipate restocks or throttle before overproduction.

Prospect · in one sentence

Every KAM commitment, consolidated by D+1.
Detect trend inflections before they become problems.
From macro (network ND/WD) to micro (point of sale), in a single tool.

To be clear

What this module does not do.

✗ It does not replace CRM tools for client relationship management.

✗ It does not automatically generate purchase orders.

For whom?

  • Sales director

    Real-time consolidated view of commitments, alerts on deviations, mid-cycle arbitrages.

    Decision-maker persona · buyer

  • KAM · Prospection analyst

    Import their commitments, track performance per chain, detect slowdowns.

    User persona · operator

See the full suite in 30 minutes.

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