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Use case · Key account managers

Find the next growth move in every account.

Bring sell-out, targets, listings, and outlet stock into one account review. Cognizon shows where the gap to target sits, which listing and stock gaps to investigate, and which promo items to check before the next delivery.

Start with your own dataFollow the analysis

Sell-out · targets · listings · outlet and DC stock · deliveries

Sample analysisModern-trade chain · synthetic data

QuestionWhere are we short of the August target in this account?

West Java and East Java hold IDR 234M of the IDR 240M gap to target.

August 2026 sell-out against targetBy region, largest shortfall first · IDR millions
  • Actual
  • Short of target
  • Target

  1. West Java664 of 800 · −136 (−17.0%)

  2. East Java602 of 700 · −98 (−14.0%)

  3. Jakarta1,188 of 1,200 · −12 (−1.0%)

  4. Central Java506 of 500 · +6 (+1.2%)

Show the numbers
Sell-out against target by region, IDR millions, August 2026
RegionTargetActualGapGap, % of targetShare of account gap
West Java800664−136−17.0%56.7%
East Java700602−98−14.0%40.8%
Jakarta1,2001,188−12−1.0%5.0%
Central Java500506+6+1.2%−2.5%
Account3,2002,960−240−7.5%100.0%

The whole analysis

From the account files to the memo, one review.

The files, how they join, where the gap sits, the gaps to check, the definitions the answers keep to, and what you take to the account meeting.

  1. Sources
  2. Context
  3. Finding
  4. Ask
  5. Definitions
  6. Outputs
  7. Next question

Your data starts in different places.

  • account_sellout_weekly.xlsxsell-out units and value by outlet, SKU and week

    store_aliasskuweekunits
    S-1014AAug 3147
    S-1022AAug 3158

  • account_target.xlsxthe monthly target by region · target in IDR millions

    regiontarget
    West Java800
    East Java700

  • outlet_master.xlsxoutlet codes, the aliases the account uses, region

    outlet_codestore_aliasregion
    WJ-014S-1014West Java
    WJ-022S-1022West Java

  • assortment_listing.csvwhich SKUs each outlet is eligible for and lists

    outlet_codeskueligiblelisted
    WJ-014Ayesyes
    EJ-008Byesno

  • outlet_stock_daily.csvunits at each outlet, by SKU and date

    outlet_codeskudateunits
    WJ-014AAug 3118
    WJ-022AAug 3130

  • dc_stock_snapshot.csvunits in the distribution centre, by SKU

    skudateunits
    AAug 311,240
    CAug 31310

  • delivery_schedule.csvthe next delivery date for each outlet

    outlet_codenext_delivery
    WJ-014Sep 6
    WJ-022Sep 5

Sell-out comes from the account under its own store names. Listings, outlet stock and deliveries are kept by outlet code. DC stock is a separate snapshot.

  • The accountWeekly sell-out under its own store names
  • Your teamTargets, the outlet master, listings and outlet stock
  • SupplyThe DC stock snapshot and the delivery schedule

7 files read · not joined yet

Bring the context together.

7 source files, keys highlighted; DC stock kept apart

  • account_sellout_weekly.xlsxsell-out units and value by outlet, SKU and week

    store_aliasskuweekunits
    S-1014AAug 3147
    S-1022AAug 3158

  • account_target.xlsxthe monthly target by region · target in IDR millions

    regiontarget
    West Java800
    East Java700

  • outlet_master.xlsxoutlet codes, the aliases the account uses, region

    outlet_codestore_aliasregion
    WJ-014S-1014West Java
    WJ-022S-1022West Java

  • assortment_listing.csvwhich SKUs each outlet is eligible for and lists

    outlet_codeskueligiblelisted
    WJ-014Ayesyes
    EJ-008Byesno

  • outlet_stock_daily.csvunits at each outlet, by SKU and date

    outlet_codeskudateunits
    WJ-014AAug 3118
    WJ-022AAug 3130

  • dc_stock_snapshot.csvunits in the distribution centre, by SKU

    skudateunits
    AAug 311,240
    CAug 31310

  • delivery_schedule.csvthe next delivery date for each outlet

    outlet_codenext_delivery
    WJ-014Sep 6
    WJ-022Sep 5

Sell-out names stores its own way; listings and stock use outlet codes. Cognizon proposes how the files join; nothing uses a join until it is approved.

Relationships5

  • Sell-out → Outlet masterstore_aliasProposed
  • Outlet master → TargetregionProposed
  • Outlet master → Listingsoutlet_codeProposed
  • Listings → Outlet stockoutlet_code + skuProposed
  • Outlet master → Deliveriesoutlet_codeProposed
Checked for a unique key before useApprove
  • Store aliases matched to outlet codes; a row with no match is listed on its own
  • One shelf status per eligible outlet‑SKU pair on Aug 31; no stock check in 7 days counts as unknown
  • DC stock kept in its own table, never added to outlet stock

See what matters.

Gap to target by regionAugust 2026 · IDR millions, short of target left of zero
  • Short of target
  • Over target

  1. West Javashort · −136 (−17.0%) · 56.7% of the gap

  2. East Javashort · −98 (−14.0%) · 40.8% of the gap

  3. Jakartashort · −12 (−1.0%)

  4. Central Javaover · +6 (+1.2%)

Account: −240 (−7.5%) against a target of 3,200

Show the numbers
Gap to target by region, IDR millions, August 2026
RegionGapGap, % of targetShare of account gap
West Java−136−17.0%56.7%
East Java−98−14.0%40.8%
Jakarta−12−1.0%5.0%
Central Java+6+1.2%−2.5%
Account−240−7.5%100.0%

Two regions hold 97.5% of the gap.

West Java is IDR 136M short of target and East Java IDR 98M. Jakarta is IDR 12M short and Central Java is IDR 6M over. The gap says where to look, not why.

The next question

Which listing and stock gaps should we check in West Java and East Java?

Ask what is behind it.

Eligible outlet-SKU pairs by shelf statusOn Aug 31, by region · one status per pair
  • Listed, stock at last check
  • Listed, zero outlet stock
  • Eligible, not listed
  • No stock check in 7 days

  1. West Java480 pairs

    318 stock seen · 94 zero stock · 40 not listed · 28 no check

  2. East Java420 pairs

    262 stock seen · 36 zero stock · 104 not listed · 18 no check

  3. Jakarta660 pairs

    590 stock seen · 30 zero stock · 28 not listed · 12 no check

  4. Central Java300 pairs

    262 stock seen · 14 zero stock · 18 not listed · 6 no check

Show the numbers
Eligible outlet-SKU pairs by shelf status on Aug 31
RegionListed, stock at last checkListed, zero outlet stockEligible, not listedNo stock check in 7 daysEligible pairs
West Java318 (66.3%)94 (19.6%)40 (8.3%)28 (5.8%)480
East Java262 (62.4%)36 (8.6%)104 (24.8%)18 (4.3%)420
Jakarta590 (89.4%)30 (4.5%)28 (4.2%)12 (1.8%)660
Central Java262 (87.3%)14 (4.7%)18 (6.0%)6 (2.0%)300
YouWhich listing and stock gaps should we check in West Java and East Java?

Cognizon

West Java: 94 of its 480 eligible outlet‑SKU pairs (19.6%) were listed but showed zero outlet stock on Aug 31, the most of any region. East Java: 104 of 420 (24.8%) were eligible but not listed, also the most.

Zero at one check is not proof a shelf was empty all month, so these are gaps to investigate, not what was lost. The 28 West Java pairs with no stock check in 7 days count as unknown, not zero.

Usedassortment_listing.csv + outlet_stock_daily.csv + outlet_master.xlsx, on outlet_code and SKU

Eligible outlet-SKU pairs by shelf statusOn Aug 31, by region · one status per pair
  • Listed, stock at last check
  • Listed, zero outlet stock
  • Eligible, not listed
  • No stock check in 7 days

  1. West Java480 pairs

    318 stock seen · 94 zero stock · 40 not listed · 28 no check

  2. East Java420 pairs

    262 stock seen · 36 zero stock · 104 not listed · 18 no check

  3. Jakarta660 pairs

    590 stock seen · 30 zero stock · 28 not listed · 12 no check

  4. Central Java300 pairs

    262 stock seen · 14 zero stock · 18 not listed · 6 no check

Show the numbers
Eligible outlet-SKU pairs by shelf status on Aug 31
RegionListed, stock at last checkListed, zero outlet stockEligible, not listedNo stock check in 7 daysEligible pairs
West Java318 (66.3%)94 (19.6%)40 (8.3%)28 (5.8%)480
East Java262 (62.4%)36 (8.6%)104 (24.8%)18 (4.3%)420
Jakarta590 (89.4%)30 (4.5%)28 (4.2%)12 (1.8%)660
Central Java262 (87.3%)14 (4.7%)18 (6.0%)6 (2.0%)300

Build on what you already know.

MemorySample account

  • Coverage · Sample account

    Listed outlet‑SKU pairs out of the pairs eligible for the account’s range.

    Saved for you

  • Shelf stock · Sample account

    Shelf questions use outlet stock. DC stock shows what a delivery could bring, not what is on the shelf.

    Saved for you

  • For the whole team

    Both definitions, suggested for the team glossary.

    Waiting for a super user to approve

Stock levels and delivery dates change, so they are not saved. Each answer reads the latest dated files. Check or correct anything kept in Memory.

West Java promo pairs: days of cover to next deliveryOutlet stock on Aug 31 ÷ daily units over 28 days
  • Days of cover
  • Next delivery

  1. WJ-014 · SKU A2.6 days of cover · delivery in 6 days · runs out first

  2. WJ-022 · SKU A3.8 days of cover · delivery in 5 days · runs out first

  3. WJ-031 · SKU C4.0 days of cover · delivery in 7 days · runs out first

  4. WJ-019 · SKU B4.0 days of cover · delivery in 3 days

  5. WJ-007 · SKU B8.0 days of cover · delivery in 6 days

  6. WJ-045 · SKU Ccover not defined · delivery in 7 days

Distribution-centre stock on Aug 31, not shelf stock: SKU A 1,240 units · SKU B 860 units · SKU C 310 units

Show the numbers
Days of cover for each West Java promo pair
OutletSKUOutlet stock, unitsSold, 28 daysDays of coverNext deliveryRead
WJ-014A181962.66 daysRuns out before delivery
WJ-022A302243.85 daysRuns out before delivery
WJ-031C12844.07 daysRuns out before delivery
WJ-019B221544.03 daysCovered to delivery
WJ-007B401408.06 daysCovered to delivery
WJ-045C90Not defined7 daysNo sales in 28 days: cover not defined
YouFor Sample account, count coverage against the outlet‑SKU pairs eligible for the range, not every outlet. And DC stock is not outlet stock.

From this messageSave for meSuggest for the team

MemorySample account

  • Coverage · Sample account

    Listed outlet‑SKU pairs out of the pairs eligible for the account’s range.

    Saved for you

  • Shelf stock · Sample account

    Shelf questions use outlet stock. DC stock shows what a delivery could bring, not what is on the shelf.

    Saved for you

  • For the whole team

    Both definitions, suggested for the team glossary.

    Waiting for a super user to approve

Stock levels and delivery dates change, so they are not saved. Each answer reads the latest dated files. Check or correct anything kept in Memory.

YouBefore the September promo, which West Java promo items could run out before their next delivery?

Cognizon

Using your definitions

  • Shelf stock is outlet stock, not DC stock
  • Promo pairs taken from the eligible, listed range

3 of the 6 promo pairs run out before their next delivery at the last 28 days’ sales: WJ‑014 on SKU A (2.6 days of cover, delivery in 6 days), WJ‑022 on SKU A (3.8 days of cover, delivery in 5 days), and WJ‑031 on SKU C (4.0 days of cover, delivery in 7 days).

The distribution centre holds 1,240 units of SKU A and 310 of SKU C on Aug 31. That is warehouse stock, not stock on the shelf: it says an earlier delivery is possible, not that the shelves are covered.

WJ‑045 sold nothing on SKU C in 28 days, so its cover cannot be calculated. Check the shelf before reading that as weak demand or as a stock-out.

Usedoutlet_stock_daily.csv + account_sellout_weekly.xlsx + delivery_schedule.csv, on outlet_code and SKU

West Java promo pairs: days of cover to next deliveryOutlet stock on Aug 31 ÷ daily units over 28 days
  • Days of cover
  • Next delivery

  1. WJ-014 · SKU A2.6 days of cover · delivery in 6 days · runs out first

  2. WJ-022 · SKU A3.8 days of cover · delivery in 5 days · runs out first

  3. WJ-031 · SKU C4.0 days of cover · delivery in 7 days · runs out first

  4. WJ-019 · SKU B4.0 days of cover · delivery in 3 days

  5. WJ-007 · SKU B8.0 days of cover · delivery in 6 days

  6. WJ-045 · SKU Ccover not defined · delivery in 7 days

Distribution-centre stock on Aug 31, not shelf stock: SKU A 1,240 units · SKU B 860 units · SKU C 310 units

Show the numbers
Days of cover for each West Java promo pair
OutletSKUOutlet stock, unitsSold, 28 daysDays of coverNext deliveryRead
WJ-014A181962.66 daysRuns out before delivery
WJ-022A302243.85 daysRuns out before delivery
WJ-031C12844.07 daysRuns out before delivery
WJ-019B221544.03 daysCovered to delivery
WJ-007B401408.06 daysCovered to delivery
WJ-045C90Not defined7 daysNo sales in 28 days: cover not defined

Turn the answer into action.

Sample account · growth and availability

Dashboard · 3 widgets from approved charts

Shared with the account team

Sell-out against target, IDR millions
  1. West Java664 / 800
  2. East Java602 / 700
  3. Jakarta1,188 / 1,200
  4. Central Java506 / 500
Eligible, not listed
  1. West Java8.3%
  2. East Java24.8%
  3. Jakarta4.2%
  4. Central Java6.0%
Listed at zero outlet stock
  1. West Java19.6%
  2. East Java8.6%
  3. Jakarta4.5%
  4. Central Java4.7%

From these answersAdd to dashboardWrite memo

Memo · Sample account · pre-promo account reviewReady for your review

West Java and East Java hold IDR 234M of the IDR 240M gap to target, with different gaps to check.

Recommendation

West Java: check the 94 listed pairs at zero outlet stock against deliveries, and ask for an earlier delivery for WJ‑014, WJ‑022, and WJ‑031 before the promo. East Java: take the 104 eligible pairs that are not listed to the account’s next range review.

Gap to target, account
IDR −240M (−7.5%)
West Java, listed at zero stock
19.6%
East Java, eligible not listed
24.8%

Stock figures are outlet stock on Aug 31; a pair with no check in 7 days is counted as unknown. The memo makes no promotion-lift estimate: the promo list only decided which items were checked first.

7 sources · calculation and rows attachedPDFPowerPoint

Ask the next question.

Dashboard · Sample account · growth and availability

Sample account · growth and availability

Dashboard · 3 widgets from approved charts

Shared with the account team

Sell-out against target, IDR millions
  1. West Java664 / 800
  2. East Java602 / 700
  3. Jakarta1,188 / 1,200
  4. Central Java506 / 500
Eligible, not listed
  1. West Java8.3%
  2. East Java24.8%
  3. Jakarta4.2%
  4. Central Java6.0%
Listed at zero outlet stock
  1. West Java19.6%
  2. East Java8.6%
  3. Jakarta4.5%
  4. Central Java4.7%
Earlier in this conversation
  • Which listing and stock gaps should we check in West Java and East Java?
  • Before the September promo, which West Java promo items could run out before their next delivery?
  • How many East Java pairs could go to the next range review?
YouHow many East Java pairs could go to the next range review?

Cognizon

Using your definitions

  • Listed outlet‑SKU pairs out of the pairs eligible for the account’s range.

104 of the 420 outlet‑SKU pairs eligible across 70 East Java outlets are not listed, 24.8%. That counts against the eligible range, not every outlet. Whether to list them is the account’s call at the review.

Usedassortment_listing.csv + outlet_master.xlsx, on outlet_code

YouAnd the rest of the account, outside West Java and East Java?

Cognizon

Jakarta is IDR 12M short (−1.0%) and Central Java is IDR 6M over (+1.2%). Together that is IDR 6M of the IDR 240M gap, so West Java and East Java stay the first places to check.

Usedaccount_sellout_weekly.xlsx + account_target.xlsx, by region

How it got there

The work, in the order it actually happens.

A chart is reviewed before it becomes a widget, and widgets exist before a dashboard does.

  1. 01

    Prepare and join

    Sell-out, targets, the outlet master, listings, outlet stock, DC stock, and the delivery schedule are standardized and joined on outlet, SKU, and date. Outlet aliases are matched for review, and unmatched rows are listed rather than dropped.

  2. 02

    Analyze and explain

    Cognizon compares actual with target by region, gives each eligible outlet-SKU pair one shelf status, and computes days of cover per outlet and SKU — with the query, rows, and caveats attached.

  3. 03

    Review in Data Canvas

    Open the chart-backed answer in Data Canvas to cut the same finding by region, SKU, or outlet and inspect the rows underneath it.

  4. 04

    Save what you approve

    Save approved charts as widgets and assemble the account dashboard from them — target, shelf status, and listings by region.

  5. 05

    Write the briefing

    The briefing is the version you bring to the account meeting: where the gap sits, what the shelf and listing data show, and the move for each region.

Your team’s AI analyst

Start with the exports you already have.

Not your exact role? Cognizon works with the files, exports, metrics, and business context your team already uses.

Start with your own data
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