[B2B sales & account operations]() / [Use cases]() / [Account assortments]() [How it works]() [What you get]() [Scope]() [Start a review]() [B2B sales & account operations]()[Account growth]() # Give every account its own catalog and offer. Each account sees the range that fits it, at its price, with a suggested order your rep can stand behind. [Start with an order desk review]() [How it works]() Suggested order Harbor Street Cafés · AC-204 Item Cases Why Stock LID-16F · 16 oz flat lid 5 Their usual order In stock CUP-16H · 16 oz hot cup 4 Similar cafés buy cups with lids In stock CNT-8K · 8 oz soup container 2 Added to menus like theirs Due in 2 weeks At their contract prices, with merchandising’s rules applied The suggested order a rep takes to an account, with the reason for each line. ## Sound familiar? - Every account gets the same catalog, so the right items are buried. - Small accounts get no tailored offer because it costs too much rep time. - A line sheet is out of date the day it’s sent: stock moved, a price changed. Accounts buy what they see. A catalog that ignores their menu and their price leaves orders on the table, and the smaller accounts get nothing at all. ## What changes. ShowTodayWith the engine Catalog One for everyone Each account’s own, from what it buys and what you stock Offer A line sheet built by hand A suggested order with a reason for each line Terms Looked up after the offer Price, minimum and terms already applied Freshness Out of date when sent Checked against stock and price every time it opens ## How it works. 6 steps, 5 stages. - AI**2** - Rules and automation**3** - Your team**1** - Approval 1. 1 Learn 1. AI ### Learn what each account buys Order history groups accounts that buy alike, and shows what similar accounts buy that this one doesn’t. - Prophet 21 2. 2 Propose 1. AI ### Propose an assortment and a first order A short list with a reason for each line, and quantities sized to the account. 3. 3 Check 1. Rules and automation ### Check price, stock and rules Account price, minimums, case packs and stock apply to every line. Nothing short is offered without saying so. - Prophet 21 2. Your team Approval ### Merchandising judges the mix Your merchandiser or sales lead approves the rules and reviews what ships. 4. 4 Share 1. Rules and automation ### Share it where the buyer works A portal catalog, a shoppable line sheet or a PDF, refreshed from live price and stock. - Shopify - NuORDER - JOOR 5. 5 Refine 1. Rules and automation ### Learn from what was ordered Accepted and ignored lines tune the next proposal. Accepted lines tune the next one ## What you get. Real work, every week. Accounts like Harbor Street Café group - CB Corner BakehouseLids, cups and soup containers · every 3 weeks Buys all three - TB Tidewater BistroLids and cups · soup containers added in spring Buys two - HS Harbor Street CafésLids only Offer cups Who buys alike, and the gap each account has against its group. Before it goes out · Harbor Street - Contract price applied - Case packs and minimums met - Stock checked this morning - Soup containers, due in 2 weeks Flagged on the offer The checks every offer passes before it’s shared. ## How you’ll know it’s working. 1. Time to prepare an account’s offer Minutes a rep or merchandiser spends, against today’s baseline. 2. Suggested orders accepted The share of proposals that become orders, line by line. 3. Contribution per account What the account earns after price, freight and returns. Baselines agreed before we build. ## Works with what you have. ERP, CRM & inbox - Prophet 21 - HubSpot Wholesale commerce - NuORDER - JOOR - BigCommerce Commerce - Shopify We configure first NuORDER, JOOR and Shopify B2B already build line sheets and suggested orders. We check what they do before adding anything. We build when The mix depends on your own order history and rules a line-sheet tool can’t see, such as case packs or what a merchandiser will approve. ## What a first build includes. Built in your accounts, around your team. Scope, fee and baseline agreed before we start. 1. 1 Design 2. 2 Build 3. 3 Run it, or hand it over [Start with a review]() [Scope this build]() ### We build - Account groups and gaps from your order history - A suggested order, with reasons, for each account - Price, stock and rules checks before it’s shared - A refresh whenever price or stock changes ### We start from - Two years of orders by account - Item data, case packs and minimums - Price books and the merchandiser’s rules ### From your team Owner Head of sales or merchandising lead Involves - Account sales - Merchandising - Catalog ## Questions teams ask. Does this need a new line-sheet tool? No. If you use NuORDER, JOOR or Shopify B2B, we work inside it. Otherwise the same offer can go out as a portal catalog or a PDF. Who decides what an account is offered? Your merchandiser sets the rules and reviews the output. The system proposes a reason for each line, and never offers an item you can’t supply. Who owns it once it’s running? You do. It’s built in your accounts, documented, with training for the people who run it. Ownership usually sits with your head of sales or merchandising lead. We can keep running it with you, or step back. How do we start? Usually with an order desk review: two to four weeks, a fixed fee credited to the build, and a plan that’s yours. If the job is already clear, we can scope the build directly. ## Part of your order engine. One of 14 use cases, in 5 parts. [See the whole order engine]() 1. [New accounts **2**]() 2. [Quotes & pricing **3**]() 3. [Orders **3**]() 4. [Self-service & status **3**]() 5. [Account growth **3**]() In account growth - [**Reorder opportunities**Spot reorder opportunities and accounts going quiet]() - [**Quote follow-up**Follow up open quotes before they go cold]() - **Account assortments**You’re here Works with - [**Account research**Research the business accounts worth opening]() - [**Project proposals**Answer a project brief with a proposal that can ship]() ## Show every account what fits it. Start with an order desk review. [Start with an order desk review]() [**Talk it through first**15 minutes]() We reply within one business day. --- Source: [https://www.thekeating.co/use-cases/account-assortments/]() [Contact Keating & Co](mailto:nelson@thekeating.co) · [Agent guidance](https://www.thekeating.co/llms.txt)