Pick your top 20% of customers

You think you have too many on-trade customers
but with most of them, you're just wasting time.
Understand whom to prioritize to scale:

You may have more than 100 outlets on paper.

but roughly 80% of them are probably very light buyers.

They just tried the product and might still be sitting on that stock.

You are browsing the city left and right trying to (over)service them.

Stop running on the hamster wheel. Reflect on who's whom.

Deep dive and Analyze your sell-in data.

Pick your top 20% customers.

Increase velocity, there.

Life got better.