Field notes

2025-02-14

When two distributors share the same modern trade key

Listing overlap is rarely malicious — more often it is a data and incentive problem. Here is how we open the conversation without torching relationships.

Modern trade · Governance · KR

2024-11-03

Drawing territory maps that reps will actually use

Beautiful maps fail when they ignore visit frequency and SKU reality. Practical maps borrow from logistics and anthropology, not just polygons.

Territory · Field · Maps

2025-01-21

Rebate stacks that incent the same shelf twice

Stacked incentives are invisible until they are expensive. A short framework for spotting conflict-prone combinations before year-end accruals.

Pricing · Finance · Governance

2024-09-09

Partner letters that calm instead of provoke

Tone in distributor communications is operational risk. Templates we like admit uncertainty while still naming deadlines.

Communication · Partners

2025-03-02

Pilot cities before national territory resets

National rollouts without pilots burn trust. A compact checklist for choosing two cities that teach, not just perform.

Pilot · Field · Change