[B2B sales & account operations]() / [Use cases]() / [Reorder opportunities]() [How it works]() [What you get]() [Scope]() [Start a review]() [B2B sales & account operations]()[Account growth]() # Spot reorder opportunities and accounts going quiet. A short daily list of accounts worth a call, each with its evidence, and a holdout that shows whether the calls add orders. [Start with an order desk review]() [How it works]() Account queue Day 50 - Harbor Street CafésUsually reorders about now · 1 case still pending **Day 50**Fix first - Corner BakehouseQuote open 9 days · no reply **$640**Follow up - Pier 9 CateringOrdered every two weeks, nothing in five **5 weeks**Call - Lakeside Deli GroupBuys lids, never cups **5 sites**Suggest cups Today’s account queue. The rep works from it, and a held row says what to fix first. ## Sound familiar? - Follow-up depends on which accounts the rep happens to remember. - A reminder lands on an account with an open problem, and makes it worse. - The dashboard says the program drove 100 reorders, and nobody knows how many would have come anyway. Rep time is the scarce part. Spent on accounts that would have ordered anyway, it costs more than it brings. ## What changes. ShowTodayWith the engine Who to call Whoever the rep remembers A ranked list, with the evidence beside each account Timing “Quote and forget” A signal when an account is overdue or a quote has sat Problems first Reminders go out regardless Accounts with an open issue are held, with the reason shown Proof Calls made and tasks closed Orders that wouldn’t have come without the call, against a holdout ## How it works. 6 steps, 5 stages. - AI**1** - Rules and automation**3** - Your team**2** - Approval 1. 1 Watch 1. Rules and automation ### Watch order history for gaps Each account’s usual order cycle, from ERP invoices, flags the ones overdue or slipping. - Prophet 21 2. 2 Check 1. Rules and automation ### Hold what shouldn’t be chased Open service issues, pending lines and credit holds suppress the reminder, with the reason shown. - Prophet 21 - HubSpot 2. AI ### Rank and explain Reads notes and past orders to say why this account, and what to offer. - HubSpot 3. 3 Call 1. Your team Approval ### Choose the conversation The rep calls, sends a suggested order or defers. The queue records the choice. 4. 4 Test 1. Rules and automation ### Hold out a comparison group A set of comparable accounts gets no program, so the result is counted against them. 5. 5 Decide 1. Your team Approval ### Keep, change or stop Finance and sales read the result in contribution, and decide with a date to check again. Every result tunes the signals ## What you get. Real work, every week. Reorder program · 90 days **+2 points**reorders, likely between −3 and +7 **100**With the program (of 500) **90**Held out (of 500) Keep for the top 150 accounts · check again next quarter The holdout readout: reorders with the program against accounts that didn’t get it. Harbor Street Cafés Rep brief · day 50 Don’t ask for the next order yet. Signal Reorders about every 50 days, and today is day 50 Held because 1 case on SO-812 is still pending, and the supplier’s date has moved twice Do first Call about the pending case with a new date, or an offer to cancel the line Then offer 5 cases of LID-16F, ready as a suggested order The note behind a held signal, so the rep knows why not to ask yet. ## How you’ll know it’s working. 1. Extra contribution per account Counted against a holdout, after rep and campaign time. 2. Overdue accounts that got a conversation Coverage of the accounts that matter, rather than a count of calls. 3. Signals held, and why Reminders held back for open problems, reported so nobody wonders where an account went. Baselines agreed before we build. Did the reorder program pay? Accounts in the program 500 Held-out accounts 500 Reordered in 90 days 20% against 18% Extra orders 10, not 100 Order value and contribution $600 at 30% Rep and campaign time $1,500 Net for the quarter +$300 At a one-point lift it loses $600. That’s why accounts are held out: a dashboard would have claimed all 100 orders. ## Works with what you have. ERP, CRM & inbox - Prophet 21 - HubSpot - Outlook - Salesforce We configure first HubSpot’s task queues and sequences, or your CRM’s equivalent, can hold the list and the reminders. We start there, with a few signals you can explain. We build when The signals need order history, open service issues and notes together, and you want the result measured against a holdout. ## 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 - Reorder-cycle and quiet-account signals from ERP history - Suppression for open issues, pending lines and credit holds - A ranked queue with evidence, and a brief for each account - A holdout design and a quarterly readout in contribution ### We start from - Two years of invoices and returns by account - CRM notes, tasks and open quotes - Service issues and credit status ### From your team Owner Head of account management or VP of sales Involves - Account sales - Customer service - Finance ## Questions teams ask. Why hold out accounts at all? Most reorders would have happened anyway. Without a comparison group, a reminder gets credit for them. The holdout counts only the extra orders. How big does a holdout need to be? Big enough that a small lift isn’t noise. At 500 accounts in each group, a two-point difference is within chance, which is why this readout narrows the program and tests again instead of scaling it. 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 account management or VP of sales. 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**You’re here - [**Quote follow-up**Follow up open quotes before they go cold]() - [**Account assortments**Give every account its own catalog and offer]() Works with - [**Order status**Answer status and lead-time questions before buyers call]() See it at work - [**In Harbor Street’s ninety days**Day 50: the rep fixed the last case first]() - [**Also in**Finance & business intelligence]() ## Call the accounts that need it, and prove it worked. 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/reorder-opportunities/]() [Contact Keating & Co](mailto:nelson@thekeating.co) · [Agent guidance](https://www.thekeating.co/llms.txt)