Good morning, Dana.
Six decisions this week. Together they're worth about $11.8M in revenue at risk or within reach.
Action inbox
Ranked by dollars at stake. Assign one and it lands on that person's list.
Revenue by month
Last 12 months in $M, current month highlighted
Where the money is leaking
Dollars at stake by decision area
Abandoned carts show the 10% you can realistically win back, not the $5.4M total.
Recover carts
In B2B an abandoned cart is usually a job a dealer was pricing. The big ones deserve a phone call, not an email.
Largest open carts
| Dealer | Lines | Cart | Last touched | Rep | |
|---|---|---|---|---|---|
| Bayside Smart Living | 47 | $34,700 | 12 days ago | M. Ortiz | |
| Cedar Point AV | 36 | $22,600 | 3 weeks ago | J. Patel | |
| Northgate Integration | 33 | $16,900 | 6 days ago | R. Chen | |
| Summit Home Tech | 31 | $14,250 | 2 days ago | M. Ortiz | |
| Lakeshore Audio | 27 | $11,600 | 9 days ago | K. Brooks | |
| Redwood Systems | 44 | $5,900 | 4 days ago | J. Patel |
Abandoned carts are few but big, and the big ones are whole projects: 30 to 50 lines, sometimes saved twice. Dealers spend longer in these sessions than in ones that end in an order.
Every cart over $2,500 goes to the dealer's rep the next morning with a one-click "turn into a quote". Smaller carts get an automatic reminder with the cart attached.
The dealer already picked the products. A call closes it, keeps it from a competitor, or uncovers a price or stock problem.
$5.4M × 10% win-back = $540K a year. At 20%: $1.1M.
Grow accounts
The cheapest new revenue is in dealers you already have: the ones drifting past their usual reorder, and the ones buying half a system.
Dealers to call this week
"Usually orders every" is each dealer's own rhythm. Red means three times past it.
| Dealer | 12 mo revenue | Usually orders every | Days since last order | Buys | Never buys | Play | |
|---|---|---|---|---|---|---|---|
| Westfield Media Systems | $612K | 9 days | 41 | Displays, audio | Mounts, cables | Lapsing | |
| Pinecrest Networks | $498K | 6 days | 4 | Networking, power | Surveillance | Cross-sell | |
| Harbor & Main AV | $441K | 14 days | 63 | Displays | Mounts, racks, cables | Lapsing + whitespace | |
| Clearwater Home Theater | $407K | 5 days | 2 | Nearly everything | Projection | Healthy | |
| Granite State Electronics | $376K | 11 days | 36 | Audio, speakers | Control, smart home | Lapsing | |
| Silverline Integrators | $352K | 7 days | 6 | Displays, mounts | Networking | Cross-sell | |
| Oak Valley Security | $338K | 10 days | 38 | Wire, connectors | Power | Lapsing |
What goes in the cart, and what doesn't
Share of display orders that include the companion item
Most displays leave without the mount and cable they'll be installed with. The dealer buys those somewhere.
A weekly call list for each rep: lapsing dealers first, then whitespace. On the webstore, "installs with" bundles on the product page and in the cart.
Saves accounts before they're gone and grows share of wallet without new customers.
Win back half the lapsing top-200 revenue: $1.3M a year. +0.1 product per order: ~$6M a year at today's volume.
Self-serve
Dealers use the webstore to research, then call to order. Every phone order costs staff time and slows the dealer down.
Orders researched online, then phoned in
By category, last 12 months
Big-ticket categories get researched online and ordered by phone. In projection almost nobody checks out online. Meanwhile 44% of dealer logins have never been used, so those dealers can't see their own pricing.
Onboard the never-logged-in accounts with a 20 minute call and a saved reorder list from their history. Fix the projection pages first (specs, stock, price). Have phone reps place the next order with the dealer on the webstore.
Online orders are larger and cheaper to process, and reps get hours back for selling.
10 points of channel shift ≈ 13,000 orders a year off the phones × your cost per manual order.
Leads
A B2B store gets plenty of visitors who aren't customers yet: installers, contractors, new staff at existing dealers. Each one researching product is a lead telling you what they're about to buy.
Lead funnel, 12 months
Where prospects fall out today, and the target with capture switched on
Bars are scaled for reading, not to size.
Where leads come from
Anonymous visits by source, and how many look like real buyers
| Source | Visits | High intent | Play |
|---|---|---|---|
| Google, brand + "dealer" | 61K | 9% | Open these pages to search |
| Direct and bookmarks | 88K | 6% | Apply offer on price |
| Manufacturer "where to buy" | 34K | 14% | Hottest: call within a day |
| Trade show QR codes | 7K | 18% | Hottest: call within a day |
| LinkedIn and email | 22K | 5% | Nurture sequence |
| Broken links ("not found") | 19K | n/a | Redirect: lost today |
Hot leads this week
Companies without an account that are researching like buyers. Ranked by intent.
| Company | Type | Where | What they looked at | Visits | Intent | |
|---|---|---|---|---|---|---|
| Ridgeline Low Voltage | Integrator, 25 staff | Boise, ID | Networking switches, rack power; searched 3 item numbers | 7 | 94 | |
| Coastal Builders Group | Home builder | Wilmington, NC | Whole-home audio kits, structured wiring, 22 product pages | 5 | 91 | |
| BrightPath Security | Alarm dealer | Tucson, AZ | Video doorbells, NVRs, cameras; viewed "become a dealer" twice | 4 | 88 | |
| Meridian Hospitality | Hotel group, IT | Nashville, TN | Commercial displays, mounts, 40 rooms' worth in a cart before leaving | 3 | 82 | |
| Two Rivers Electric | Electrical contractor | Omaha, NE | Surge protection, wall plates, cables | 6 | 76 | |
| Summit Church AV Team | House of worship | Colorado Springs, CO | Projectors, screens, speakers | 3 | 71 | |
| (Unknown, residential ISP) | Likely homeowner | Austin, TX | Streaming boxes, speakers | 2 | 22 |
What visitors search for
Top site searches are other manufacturers' brand names
How visitors arrive
Hundreds of thousands of visits come from people who never log in: prospects, installers checking stock, new staff at existing dealers. There's no offer where they land, search engines are switched off, and a broken link is a top entry point.
Where an anonymous visitor hits a price or stock level, offer "log in, or apply for dealer pricing". Identify the companies behind repeat visits and send the hot ones to inside sales daily; homeowners go to the find-a-dealer page, which feeds your dealers. Redirect the broken links, and open brand pages to search ("[brand] for dealers").
Each approved dealer is years of orders, and the traffic already arrives for free.
284K visits × 0.2% apply × 30% approved ≈ 170 new dealers a year. At the average dealer's $12,900 a year: ~$2.2M.
Leaks
Operational gaps nobody owns: orders stuck between the webstore and the ERP, quotes about to lapse, pages that can't sell, settings left off.
From the ERP
| Signal | Count | At stake | Owner | |
|---|---|---|---|---|
| Quotes expiring in 7 days | 96 | $3.8M | Sales reps | |
| Orders on credit hold 3+ days | 31 | $1.6M | Credit | |
| Invoices 60+ days past due | 88 | $2.7M | AR | |
| Backorders on top-100 products | 52 | $690K | Purchasing | |
| Webstore orders not yet in the ERP | 260 | $300K | Order desk | |
| Price overrides below floor margin | 124 | lines | Pricing |
From the webstore
| Leak | Now | Why it costs money | |
|---|---|---|---|
| Products with no image | 410 | Products without photos rarely sell online | |
| Products with no description | 2,860 | Dealers call to ask instead of ordering | |
| Products with no search summary | 5,400 | Nothing for Google to show | |
| Broken links landing visitors on "not found" | #3 entry | Visitors arrive at a dead end | |
| Bot check on dealer sign-up | Off | Fake accounts and spam applications | |
| Two-step login for admins | Off | One stolen password can change prices |