Your next review is decided by rate of sale. Read it before the buyer does.
Rate of sale, the units each store sells per week, is the number that keeps you ranged, wins you more stores, and prices your next promotion. Most founders have it sitting in a retailer portal they open twice a year. We read it weekly and turn it into actions: promotions that pay, expansion cases with evidence, and forecasts that keep promo weeks in stock.
The problem
~6 months
between range reviews, and the buyer's deck is built from your numbers
10 to 25%
of gross sales commonly taken by trade spend in rebates, co-op and promotional allowances
~2 weeks
of presentation notice, and a case is not built in two weeks
Getting ranged is a sales problem. Staying ranged, and growing, is an arithmetic problem, and the arithmetic is already being done. Your retailer runs it store by store, week by week, on scan data. Range reviews come roughly every six months, and the deck the buyer reads at yours is built from your numbers whether you have read them or not.
The full picture
Meanwhile the most expensive line in your retail P&L runs unmeasured. Trade spend commonly takes 10 to 25 percent of gross sales in rebates, co-op and promotional allowances, and most brands cannot say which promotion earned its cost back and which one simply sold discounted stock to customers who would have paid full price. A promotion you cannot measure is a price cut with paperwork.
The data to fix all of this usually exists on day one: portal scan data, your order history, your dispatch records. What is missing is somebody whose job is to read it every week and convert it into a decision. That is the whole service.
Who this is for
- Brands already on shelf, through our First PO Program or anyone else's work, who get retailer reports and do not have time to act on them
- Brands running promotions on gut feel, with trade spend committed but no measured return on any individual promo
- Brands whose sales are uneven across stores and who suspect some of their range is at deletion risk before the next review
- Brands with rate-of-sale evidence in one retailer who want a disciplined case for more SKUs, more stores, or a second retailer
- Founder-led brands doing roughly 100 to 1,000 orders a month in DTC alongside retail, where nobody on the team owns the retail numbers
What we do
- 01
Read your weekly sell-through, the units scanning at the register, by SKU and by store, and flag every line trending toward the rate-of-sale threshold where deletion conversations start
- 02
Cost every promotion before it runs and measure it after: units lifted, margin given, trade spend consumed, and a plain verdict of repeat, reprice or stop
- 03
Map your distribution, the stores that actually carry you, against where you sell, so gaps and dead stores are found by us rather than by the buyer
- 04
Build range expansion cases from your own scan evidence: which SKU earns more facings, which store clusters justify a wider ranging, argued in the retailer's own numbers
- 05
Assess new retailer opportunities using your measured rate of sale, not projections, including what the pricing waterfall looks like at that retailer's margin structure
- 06
Forecast demand ahead of promotions and seasonal peaks, so the uplift you paid for is not lost to an out-of-stock in week two
- 07
Prepare your range-review deck before the invitation arrives, because the presentation notice is typically about two weeks and a case is not built in two weeks
- 08
Report to you monthly in one pack: what moved, what it cost, what we recommend, and what we recommended last month that worked or did not
Australian Glow, the founder's brand. Campaign imagery.
On shelf is the start. Sell-through is the job.
Deliverables
- A monthly performance pack: rate of sale by SKU and store cluster, deletion-risk flags, and a ranked action list with the dollar impact of each item
- A promotional ROI ledger: every promo costed before it runs and scored after, with the repeat, reprice or stop verdict on the record
- A rolling demand forecast covering promotional uplift and seasonality, shared with fulfilment so stock lands ahead of the lift
- A buyer-ready range-review deck, rebuilt every cycle, so the roughly two weeks of presentation notice is a formality rather than a scramble
- Range expansion and new retailer cases, written only when the data supports them, with the supporting numbers shown
- Every model, ledger and deck in files you keep. If we part ways, the system leaves with you.
How it is bought
$4,000 a month to be represented
- Included in the representation retainer.
- No separate data fee, reporting fee or software fee.
- The working core of Retail Reordered, the ongoing stage of the system.
If a number is not on the pricing page or your scope sheet, you do not pay it.
The full terms, in prose
This is the working core of Retail Reordered, the ongoing stage of the system. It is covered by the $4,000 monthly representation retainer. There is no separate data fee, reporting fee or software fee. If a number is not on the pricing page or your scope sheet, you do not pay it.
The process
- 01
Connect the data
Retailer portal access where it exists, your order and EDI history, your dispatch records. EDI is the electronic ordering pipe between you and the retailer; its history is a sales record most brands never mine. A named account team handles it, every access to your data is logged, and an audit right is warranted in your contract before you pay anything.
- 02
Baseline in the first month
Rate of sale by SKU and store cluster, a distribution map of where you are ranged versus where you sell, and every past promotion costed against its measured lift. This is the honest starting position, including the lines that are underperforming.
- 03
Rank the actions by dollars
Each finding gets a number attached: what fixing it is worth per year at current rate of sale. You approve the list. We work it top down, and the list is re-ranked monthly as the data moves.
- 04
Run the monthly cycle
Forecast updated, promotions planned and costed in advance, stock position checked against the plan with fulfilment, and the monthly pack delivered with verdicts on last month's calls. Recommendations we got wrong stay in the pack. That is what makes the right ones worth acting on.
- 05
Build the review case early
Range reviews run roughly every six months and the invitation to present typically carries about two weeks' notice. Your deck is maintained continuously, so the notice period is spent rehearsing, not building.
- 06
Expand on evidence
When a SKU or store cluster earns it, we write the expansion case: more facings, more stores, a new retailer. The buyer decides every ranging. What we control is that the case walks in carrying eighteen months of your own numbers instead of a projection.
Questions founders ask
What data do you actually need from me, and what if I don't have portal access?
Best case: retailer portal scan data, your order and EDI history, and your dispatch records. If portal access does not exist at your retailer or your trading level, we work from orders and dispatches. That is a coarser read and we will say so plainly, but order patterns still expose deletion risk, promo response and forecast error well enough to act on.
Can you promise the expansion case gets accepted?
No. The buyer decides every ranging, and past rangings, including the four brands this team has ranged as agent across Chemist Warehouse, Woolworths, Coles and Priceline, do not promise yours. What we control is case quality: a submission built on your measured rate of sale in the retailer's own terms, delivered before the review, not after it.
Are promotions even worth running at my size?
Sometimes no, and the ledger will show it. Trade spend commonly runs 10 to 25 percent of gross sales, so an unmeasured promo calendar is usually the biggest leak in a challenger's retail P&L. Some promotions genuinely build rate of sale and earn their keep at the next review. Others move stock at a loss. The service exists to tell the two apart per promo, in writing, before you commit the next dollar.
One of your founders owns consumer brands. Who sees my sales data?
Both founders' outside ventures sit on a published register with categories named. We never launch or own a brand in a category where we serve a client, and we do not pitch categories where either founder already holds one, which is why our lane is food, beverage and supplements, with beauty case by case and the register on the table first. Operationally: a named account team, every access logged, and an audit right warranted in your contract before you pay anything.
The next step
Send your last two retailer reports and your promo calendar through the form below. On one call, we will tell you what they say, what we would do first, and what that is worth per year at your current rate of sale. If the honest answer is that you do not need this yet, you will hear that too. One conversation, no funnel.
Send your retailer reportsThe form is at the bottom of this page and lands straight in our inbox.
Ready to find out whether your brand is built for retail?
Start with a focused conversation about your category, commercial model and target retailers. We will tell you what is ready, what is missing and whether we are the right partner.
No generic sales pitch. A practical first conversation about your retail opportunity, and a reply within two business days.
