Analytics for Better Assortments & Account Growth

Key Takeaways: The Power of Wholesale Analytics

• Precision Assortments: Use historical sell-through data to determine exactly which SKUs belong in which doors, reducing seasonal markdowns.
• Inventory Depth Optimization: Analytics allow you to set stock depth based on velocity rather than guesswork, ensuring you stay in stock on winners without bloating inventory.
• Territory Intelligence: Identify regional performance gaps and "white space" opportunities to expand your footprint where demand is highest.
• Account-Level Growth: Show retailers their own performance metrics to build trust and justify larger pre-books.
• AI-Driven Forecasting: Modern platforms now highlight "at-risk" revenue and "growth opportunities" automatically, allowing reps to act faster.

For decades, wholesale was a game of relationships and the eye for what might sell. While those elements still matter, they are now secondary to the single source of truth provided by data. Data-driven wholesale is the practice of capturing every digital touchpoint, from the first click in a digital showroom to the final scan at a retailer’s POS, and using that information to plan the next season.

When you provide a sales rep with account-level analytics, you give them the leverage to say, "Based on your 75% sell-through of our core chinos last quarter, we should increase your depth by 20% this season to avoid lost sales."

This precision creates a flow in the supply chain where products move faster, cash stays liquid, and retailers remain loyal.

Sell-through data is the ultimate truth-teller in wholesale. By analyzing the percentage of inventory sold versus the inventory received at the retail level, brands can identify hero SKUs and underperformers in real-time.

When planning for 2026, you shouldn't just look at what a retailer ordered last year; you should look at what they actually sold. If a retailer ordered 500 units but only sold 200, an analytics-driven approach would suggest pivoting their assortment toward a different category or adjusting the color-story to match local preferences. This prevents the clogged inventory that leads to heavy discounting and damaged brand perception.

Territory analytics allow brands to zoom out and see the big picture. By mapping sales performance across regions, you can identify hot zones where demand outstrips supply and cold zones where your brand messaging might need adjustment.

For example, if analytics show a surge in technical outerwear sales in the Pacific Northwest but your sales footprint there is small, you have identified a high-probability growth account opportunity.

Using these heat maps, sales managers can reallocate resources or marketing spend to support the territories with the highest ROI potential.

New brands are constantly pitching retailers. To keep your spot on the floor, you must prove your value. Account-level analytics provide reps with a scorecard for every retailer.

Using a platform like RepSpark, a rep can walk into a meeting with a dashboard showing the retailer’s top 10 SKUs, their average margin, and their replenishment speed. This data-driven transparency shifts the conversation into a more relationship-building one than just a transactional one.

Transitioning to a data-driven wholesale model is the single most effective way to de-risk your business. When your assortments are backed by sell-through data and your territory growth is fueled by analytics, you create a resilient brand that can weather any market shift.

By empowering your sales reps with account-level intelligence and AI-powered insights, you ensure that every order placed is an order that will sell.