Sales & distributor management · Wineries & beverage production
Keep distributor pricing current and depletions reconciled.
Depletion reports arrive in fifty formats and FOB price posts drift out of sync with state filings. Quotas go untracked until quarter-end, when the shortfalls surface.
The reality
Distributor management is a reconciliation problem.
Each distributor sends depletions on their own cadence in their own layout — VIP, Park Street exports, raw CSVs — and someone has to map SKUs, match them to your quotas, and catch the cases that walked without a matching invoice. Pricing posts have to stay aligned with state ABC filings and the price-post calendar, or a misfiled FOB becomes a compliance problem.
The operator ingests every depletion report regardless of format, normalizes the SKUs, reconciles units against quota and contract terms, and posts current pricing to each market on schedule. Distributor agreements, BOL pricing, and incentive accruals stay reconciled without the team chasing them.
How the operator runs sales & distributor management
Depletion DEP-2207 · Southern Glazer's
normalizing- SKU map applied — 41 lines
- Units matched to BOLs
- 3 lines missing invoice — flagged
01Ingest the depletion report
Reads each distributor's depletion file, normalizes SKUs and units, and flags any line without a matching shipment.
Quota TX-Q3 · Reconciliation
posting- Cases posted to quota ledger
- Contract incentive accrued
- Market pacing variance computed
02Reconcile against quota
Posts reconciled cases against each market quota and contract terms, surfacing markets running ahead or behind plan.
Price post PP-119 · Multi-state
filing- FOB schedule built
- Matched to ABC filing calendar
- Posting to 6 markets
03Update pricing & posts
Aligns FOB pricing to the state price-post calendar and pushes current schedules to every distributor and market.
The outcome
−50% of distributor admin off the team
Distributor network managed, pricing current and compliant.
- Depletions reconciled the day they arrive, in whatever format they arrive
- Pricing stays aligned to every state's price-post calendar
- Quota pacing is visible before the quarter closes, not after
Common questions
Sales & distributor management
- What does the Sales & distributor management operator do?
- The operator ingests every depletion report regardless of format, normalizes the SKUs, reconciles units against quota and contract terms, and posts current pricing to each market on schedule. Distributor agreements, BOL pricing, and incentive accruals stay reconciled without the team chasing them.
- What impact does the Sales & distributor management operator have?
- −50% of distributor admin off the team. Distributor network managed, pricing current and compliant.
- How does the Sales & distributor management operator work?
- Reads each distributor's depletion file, normalizes SKUs and units, and flags any line without a matching shipment. Posts reconciled cases against each market quota and contract terms, surfacing markets running ahead or behind plan. Aligns FOB pricing to the state price-post calendar and pushes current schedules to every distributor and market.
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