Sales & Wholesale
Wholesale account performance briefing
Generate a pre-meeting briefing for each trade account: sell-through by line, order pattern versus last year, open orders, credit position, and the three things worth raising in the meeting.
50–70%
reduction in account meeting preparation time
Opportunity assessment
Minor improvement. Small efficiency gain with limited effect on overall turnover or bottom line.
Relatively straightforward. Off-the-shelf tools handle the core task. Implementation is well-understood with good examples to follow.
Moderate data needs. Works with data most businesses hold, but will likely need consolidation, cleaning, or reformatting before use.
Low risk. Limited external exposure. A human reviews output before it reaches anyone outside the team.
Light people impact. A new tool slots into an existing workflow. Minimal training needed. Most people will adapt quickly.
Tooling required
Things to consider
Account managers prepare unevenly — the largest accounts get three hours and the long tail gets none. The commercial gain is almost entirely in bringing the tail up to a consistent standard.
Every number in the briefing must be traceable to the source report. An account manager who is corrected on a number by the customer will never open the briefing again.
Ask for the three points worth raising, not a data dump. If the output is longer than a page it will be skimmed in the car park and wasted.
Experiment starter: Generate briefings for one region's accounts ahead of the next review cycle. Ask each account manager afterwards whether the briefing changed anything they said in the meeting. A third answering yes justifies rolling it out.
Go deeper in the playbook
Section — Opportunity Identification, including the AI Opportunity Assessment ScorecardSection — The Experimentation FrameworkThis is an augmentation opportunity — see the relevant playbook section for how to approach it.More in Sales & Wholesale
Trade order pattern anomaly detection
Monitor trade customer ordering behaviour and flag material deviations — a dropped category, a halved reorder, a shift to a competitor's specification — early enough for the account manager to intervene.
RFP and tender response drafting
Draft responses to tender and RFP questions by retrieving from a library of previously approved answers, accreditations, and policy documents, then tailoring the wording to the specific question asked.
Line sheet and sales presentation generation
Assemble customer-specific line sheets and pitch decks from the product database — imagery, specification, pricing tier, availability — filtered to what is relevant for that account and its market.
AI Transformation Playbook
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