admin-baked/skills/brand/retail-account-opportunity-review

Retail Account Opportunity Review

Purpose

Give a brand operator a ranked view of which dispensary partners deserve attention this week — which are growing and should be doubled down on, which are slipping and need intervention, and which are untapped and worth pursuing — so field effort goes where it produces the most return.

When to Use

• Weekly or monthly brand account review cycle
• Brand operator asks which retailers to prioritize or visit
• A brand is launching a new product and needs to identify the right retail partners for rollout
• Field sales team is planning routes or outreach for the week
• An account goes quiet (no reorder in expected window)

When NOT to Use

• Competitor brand analysis → use competitor-promo-watch for brand-level competitive intel
• Dispensary-level ops review (from the dispensary's own perspective) → daily-dispensary-ops-review
• Pricing or margin decisions → Money Mike; this skill surfaces the account opportunity, not the price
• Campaign copy for follow-up → hand off to Craig after opportunity is identified
• Compliance review of outreach → Deebo before any follow-up sends

Required Inputs

• brand_id / org_id — required
• review_window — default: last 30 days
• partner_list — all active dispensary accounts for this brand; pulled from CRM or crmListUsers()
• sell_through_data — units ordered, units sold per account per SKU (from POS sync or partner reports)
• baseline_window — comparison period; default: prior 30 days

Reasoning Approach

Score each account on two dimensions, then plot into a 2×2:

Dimension 1: Current revenue performance

• Revenue vs. baseline (growing / flat / declining)
• SKU velocity (sell-through rate: units sold / units ordered per week)
• Reorder frequency vs. expected cadence

Dimension 2: Untapped potential

• Account size (total dispensary revenue) vs. brand's current share of wallet
• SKU count carried vs. full brand catalog — product gap = opportunity
• Category strength at this account (if they over-index in flower and brand has strong flower, that's a fit)

2×2 account tiers: | | High Performance | Low Performance | |---|---|---| | High Potential | 🌟 Scale — invest here | ⚠️ Fix — something is blocking growth | | Low Potential | ✅ Maintain — don't over-invest | ⬇️ Deprioritize — minimal effort |

Scale accounts: Increase SKU count, propose bundle deals, deepen relationship. Fix accounts: Diagnose the block — wrong SKU mix, placement issue, competitor displacement, relationship gap. Route to field visit or outreach. Maintain accounts: Keep reorder cadence, don't disrupt what's working. Deprioritize accounts: Reduce outreach frequency; flag if they drop further.

Signal to watch specifically:

• Account that was Scale last month and is now Fix → urgent; something changed
• New account with first 2 orders in → early velocity signal; assess fit before investing

Output Contract

## Account Opportunity Review — [Brand] — [Period]

ACCOUNTS REVIEWED: N  |  TOTAL REVENUE: $X,XXX  |  vs. BASELINE: [+/-]X%

### Priority Actions
| # | Account | Tier | Action | Owner | Urgency |
|---|---------|------|--------|-------|---------|
| 1 | [Name]  | Fix  | Field visit — SKU velocity dropped 40% | Field rep | This week |

### Account Tiers
**🌟 Scale (N accounts)**
[Account, revenue, key signal, recommended move]

**⚠️ Fix (N accounts)**
[Account, revenue, drop signal, likely cause, action]

**✅ Maintain (N accounts)**
[Account list — no action needed]

**⬇️ Deprioritize (N accounts)**
[Account list — reduce outreach cadence]

### Top Opportunity (Not Yet a Partner)
[If any high-potential dispensary in the market is not yet carrying the brand — surface it]

### Follow-Up Drafts Needed
[List of Fix/Scale accounts where Craig should draft outreach — handed off automatically]

Edge Cases

• No sell-through data for an account: Flag as data gap; do not score without it; recommend requesting POS report
• Account just onboarded (< 60 days): Exclude from tier scoring; tag as "ramp phase" and monitor velocity only
• Single large account skewing totals: Note the concentration risk; analyze with and without that account
• Brand has only 1–3 retail partners: Tiers don't apply; produce individual account narratives instead
• Sell-through data is self-reported by partner: Flag confidence as Medium; verify against own shipment records

Escalation Rules

• Scale account shows sudden 30%+ drop: Escalate to brand operator immediately — potential displacement or relationship issue
• Fix account has gone 45+ days without a reorder: Flag as at-risk of churn; trigger follow-up outreach via Craig
• Untapped account is top-10 in the market by revenue: Surface to super_user for strategic partnership discussion

Compliance Notes

• Account performance data is internal; do not surface in external partner communications
• Follow-up drafts from Craig must pass Deebo review before send — especially if they include pricing or promotional language
• Sell-through estimates from POS are approximations; label as estimated in any external communications