SALES LAB
Are You Keeping Pace?
Without change, the future is bleak and manufacturers face an uphill battle to profitably grow.
Manufacturer dilemmas:
- Slow growth and low investment have weakened the value prop
- Expansion of distributor EB and GPO footprint has eroded margins
- Manufacturer brands have lost share & power
The SalesLAB Fix:
- Accept the reality of the dilemma – things must change
- Create a vision of your future
- Understand the priorities required to realize your vision
- Define what makes you unique – your value prop
- Take back control of your P&L
- Build the capabilities needed to succeed
SalesLAB's THREE STAGE PILLARS
Sales Lab provides a 360-degree view of the foodservice ecosystem, integrating manufacturer metrics with distributor and operator intelligence.
WHAT SalesLAB™ DELIVERS
1.
Establish A Baseline
Understand exactly where your organization stands relative to industry peers.
SalesLab can help
Provides never-before metrics from a broad sample of Foodservice manufacturers.
2.
Optimize Resourcing & Trade Spend
Move from anecdotal evidence to data-backed decisions on resource allocation and investments.
SalesLab can help
Sales Lab provides data & insight that enables you to make more more informed decisions.
3.
Identity Growth Pockets
Target specific customer segments with the highest potential for return.
SalesLab can help
Accelerate your growth + improve your sales ROI.
4.
Kinetic12 Strategic Overlay
Expert assessment included with every report to translate data into actionable winning strategies.
SalesLab can help
Without this information you are operating in a vacuum.
MANUFACTURER BENCHMARKING & KINETIC12 ANALYSIS
Sales Trends
- Changes in sales volume and revenues by customer type
- 12-month growth outlook
- Anticipated pricing actions
- % of sales sold under contract – chains, GPOs, bids, etc.
- % of sales by brand type
Trade Spend
- Total trade spend - % of gross sales
- Distributor trade dynamics
- Operator / GPO trade dynamics
- Trade outlook over next 12 months
- Fees/fines by % gross sales and type
Go-To Market Investment
- Level of direct resourcing by customer type and revenue
- Broker engagement and responsibilities
- Broker commission dynamics by brand type
- Leading go-to-market investment areas
Sales Force Effectiveness
- Primary growth drivers – new approaches and plans for volume
- Margin enhancing initiatives – regaining P&L control
- Go-to-market improvement focus areas – new practices
- Primary business challenges / areas of need
2026 Survey Topics
Distributor Flash Reports
Understand the growth & strategic direction of top distributors
Flash Reports
- Segmentation Landscape - Distribution Market Size, Shares and Growth by Type
- Quarterly Performance - Big 3 Broadliners Financial Performance & Drivers
- Broadline Distributor Rankings & Drivers – Key Metrics and Strategic Priorities
Kinetic12 Assessments
- Where are distributors investing for growth; are you properly aligned?
- How do distributors classify manufacturers; where do you stand?
- Outlook for fees & fines and other margin-impacting initiatives; how to respond?
- Outlook for DSRs, AI and ecommerce platforms; how to leverage?
Operator Flash Reports
Understand the growth & strategic direction of chains & contract management
Flash Reports
- Chain Segment Performance & Drivers – Key Metrics, Traffic, and Analysis vs. PY
- Winning Chains – Same Store Sales Growth Winners & Losers
- Chain Business Challenges – Emerging Chains Priority Issues
- Contract Management Performance – Leading FSMs’ Financial Metrics & Analysis
Kinetic12 Assessments
- Strategies to drive traffic and margin improvements
- Menu innovation strategies
- Best-in-class supplier expectations
- Role of technology to unlock growth – AI, off premise dining, operations, etc.
