Per-account intelligence — health, cash, whitespace and the next move for sales, key-account management and credit.
₹590 Cr of cross-category whitespace sits across 10 accounts on ₹2,210 Cr of revenue, while 5 accounts (₹1,655 Cr) — mostly the export & general-trade book on longer terms — sit on Medium credit risk. Grow the cross-category whitespace where distributors and modern-trade chains expand fastest, and hold credit discipline on the watch book.
4 of 4 headline metrics improving vs prior · still off target: Distributor / Account Retention 108.0% vs 112.0%, Organized-channel + Export Revenue ₹900 Cr vs ₹1,200 Cr, DSO (Days Sales Outstanding) 28d vs 24d
5 accounts put ₹1,655 Cr of revenue on credit watch — mostly export importers and GT distributors on longer terms; keep DSO tight to protect cash.
₹590 Cr of qualified cross-category / new-SKU whitespace (blended + pure + whole spices, new formats) is open across 6 live opportunities; GT distributors (North & East) alone carries ₹85 Cr.
Pick an account for a one-page profile that turns the data into a move — a cross-sell play for sales, an expansion/renewal plan for key-account management, and a collect-or-hold call for credit — each benchmarked against the portfolio.
Cross-sell into ₹80 Cr of cross-category whitespace — General Trade account already at 19% organized; attach the missing category (blended, pure or whole spices, or new formats).
Healthy expansion (repeat-order 106%, +-4 vs peer). Lock a joint-business plan and anchor-account status.
Cash position healthy (DSO 26d, within peer). No action.
10 named accounts · ₹2,210 Cr revenue · ₹590 Cr of cross-category whitespace · 5 on credit watch.
| Account | Channel | Revenue | Organized rev | Repeat-order | DSO | Whitespace | Health | Verdict |
|---|---|---|---|---|---|---|---|---|
| Super-stockists & GT distributors (West) | General Trade | ₹620 Cr | ₹120 Cr | 106% | 26d | ₹80 Cr | 82 | Cross-sell |
| GT distributors (North & East) | General Trade | ₹530 Cr | ₹110 Cr | 105% | 28d | ₹85 Cr | 80 | Cross-sell |
| Export importers — Gulf & SE Asia | Exports | ₹190 Cr | ₹170 Cr | 109% | 34d | ₹70 Cr | 83 | Cross-sell |
| Institutional / private-label & CSD | Institutional / B2B | ₹180 Cr | ₹100 Cr | 104% | 38d | ₹55 Cr | 78 | Maintain |
| DMart (Avenue Supermarts) | Modern Trade | ₹165 Cr | ₹150 Cr | 112% | 32d | ₹45 Cr | 90 | Grow |
| Food-service / HoReCa & cloud kitchens | Food-service | ₹150 Cr | ₹90 Cr | 111% | 30d | ₹60 Cr | 84 | Grow |
| Reliance Retail (Smart / Fresh) | Modern Trade | ₹140 Cr | ₹125 Cr | 110% | 35d | ₹42 Cr | 88 | Grow |
| Export importers — US / UK ethnic retail | Exports | ₹135 Cr | ₹120 Cr | 108% | 36d | ₹75 Cr | 81 | Cross-sell |
| Blinkit (q-commerce) | E-comm / Q-commerce | ₹55 Cr | ₹50 Cr | 118% | 20d | ₹40 Cr | 86 | Grow |
| Zepto / Swiggy Instamart | E-comm / Q-commerce | ₹45 Cr | ₹42 Cr | 120% | 22d | ₹38 Cr | 84 | Grow |
Read it as a worklist: Cross-sell = whitespace ≥ ₹70 Cr · Grow = repeat-order ≥ 108% · Defend = high credit risk · everything else, maintain.
One click into the owning view — each reads the same live governed dataset.