This dashboard tracks points of distribution and sales, so you can identify at risk and lost points of distribution (PODs) and take action to retain or regain stores. You can also visualize how changes in distribution might impact sales. This information can be helpful from the highest level down to your DSD reps.
The sections below explain each visualization available in the UNFI retention dashboard. Quickly jump to a specific visualization by clicking the links below.
New Points of Distribution
At Risk Points of Distribution
Lost Points of Distribution
Potential Lost Weekly Sales
New Weekly Sales
Net Weekly Sales
New and Lost Points of Distribution Over Time
Product Details
Chain Details
Store Details
Overview
New Points of Distribution
The figure in this tile represents the total number of new points of distribution (unique store+product combinations) gained in the selected time period.
At Risk Points of Distribution
This tile shows the number of points of distribution that are at risk of becoming lost. The number reflects the number of stores at which more time than normal has passed since they last placed an order. Points of distribution are counted as at risk when the time since their last order is greater than 1 standard deviation above average.
Lost Points of Distribution
This tile shows the number of points of distribution considered lost. Points of distribution are counted as lost when the time since their last order is greater than 2 standard deviations above average.
Estimated Lost Weekly Sales
An estimate of the amount of money you will lose next week due to at risk and lost points of distribution (store/product combinations). This is calculated based on the historical average weekly sales of the same stores.
New Weekly Sales
The estimated additional weekly revenue you will gain from the new points of distribution (store/product combinations) added. This is calculated using the most recent orders of the new stores.
Net Weekly Sales
This figure is calculated by subtracting your Potential Lost Weekly Sales from your New Weekly Sales.
New and Lost Points of Distribution Over Time
This graph visualizes trends in your points of distribution gains and losses. Based on the selected time period, this can provide a sense of how your products are being added to, or disappearing from, shelves.
Points of distributions statuses
Points of distribution (PODs) can be in one of the following statuses:
- New: A POD is counted as new when it has its first sale (the weeks since last sale is 0).
- At Risk: The weeks between purchases is greater than one standard deviation from the average.
- Lost: The weeks between purchases is more than two standard deviations from the average.
- Existing: Though this status is not visible on the dashboard, a POD is counted as existing if the first sale was in the last 4 weeks and has only made one purchase (no standard deviation to analyze yet), or the weeks between purchases is less than one standard deviation from the average.
Note: If a previously lost point of distribution is regained, it will move from lost to existing status.
Retention Details
Product Details
This sortable table offers further insights at the product level. You can click on a product name to filter the tab by that product. You can expand or shrink column headers by hovering, clicking, and dragging the "
" symbol.
Chain Details
This sortable table offers further insights at the chain level. You can click on a chain name to filter the tab by that chain. You can also expand or shrink column headers by hovering, clicking, and dragging the "" symbol.
Store Details
The table is the most exhaustive in this dashboard and provides detailed information that you, your DSD reps, or your broker can act on. To export and share this list, hover over the right corner of the table and select Tile actions > Download data, then choose a file format and finalize the download.
Hint: You can also share an entire report with users inside or outside of your organization. For more: Sharing saved reports.