01 / HOW I WORK
An account review should lead somewhere.
I look at what changed, ask the customer what’s behind it, and agree on what each of us will do next. Walk through an example.
ACCOUNT REVIEW / Q2
Cedarline Outdoor
Regional design/build contractor
Illustrative demo. All account names, data and scenarios are fictional.
PURCHASE COMPARISON / USD
Where did the mix shift?
Q2 purchases / All branches$120,000Q1 $130,000
Purchase change / All branches-7.7%Q1 → Q2
Digital-order share / All branches30% → 50%+20 percentage points · order count, not revenue
Category purchases
Q1 Q2
Hardscape+12%
Irrigation-40%
Lighting-25%
WHAT I NOTICE Irrigation purchases fell 40% across the account. I’d ask what changed before deciding why.
View data Q1 / Q2 purchase rows
| Branch | Category | Q1 | Q2 | Change |
|---|---|---|---|---|
| North Yard | Hardscape | $45,000 | $48,000 | +6.7% |
| North Yard | Irrigation | $20,000 | $12,000 | -40% |
| North Yard | Lighting | $10,000 | $9,000 | -10% |
| South Yard | Hardscape | $30,000 | $36,000 | +20% |
| South Yard | Irrigation | $15,000 | $9,000 | -40% |
| South Yard | Lighting | $10,000 | $6,000 | -40% |
| Total | $130,000 | $120,000 | -7.7% | |