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The sales CRM for consumer goods and retail

Retail, products, automotive & hospitality — sell through channels at scale.

Channel- and account-led selling for consumer products, retail, automotive and hospitality. Adds trade-promotion management, retail execution / store-visit workflows, joint business planning, and a fast volume-oriented pipeline.

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Pipelines
3
Custom fields
16
Industry KPIs
12
Segments covered
6

Built for every part of consumer

Each segment sells differently, so the pack knows who is on the buying committee in each.

Consumer Packaged Goods

Food, beverage, household and personal care sold through grocery, mass and club.

Typical buyers: Category Buyer, Head of Merchandising, Category Manager

Grocery & Mass Retail

Retailers buying assortment, running promotions and managing shelf productivity.

Typical buyers: Merchandising Director, Head of Own Brand, Store Operations Director

Apparel & Specialty Retail

Seasonal, style-driven assortments with short buying windows and markdown risk.

Typical buyers: Buying Director, Head of Planning, Brand Director

Automotive & Mobility

OEM-to-dealer and fleet sales, aftermarket parts and connected-vehicle services.

Typical buyers: Dealer Principal, Fleet Manager, Head of Aftersales

Hospitality, Travel & Leisure

Hotels, restaurants and travel operators buying on occupancy, throughput and guest experience.

Typical buyers: VP Operations, Director of Procurement, Revenue Manager

Foodservice & Distribution

Broadline and specialty distribution into restaurants, institutions and convenience.

Typical buyers: Procurement Manager, Category Director, Supply Chain Director

Pipelines with real stage gates

Each stage says what the rep is trying to achieve and what must be true before the deal moves on, so forecasts reflect evidence rather than optimism.

Channel Sales

Retail / channel account pipeline

  1. 1Account Targeting

    Target banners where your category actually has headroom, not just the biggest logos.

    • Banner prioritised with a category headroom rationale

  2. 2Buyer Qualification

    Confirm the buyer owns the category and when their review window opens.

    • Category buyer identified
    • Next category review / line review date known

  3. 3Assortment & Listing Review

    Build the category story with their data: what you add that the shelf does not already have.

    • Assortment gap quantified with category data
    • Target SKUs and planogram position agreed

  4. 4Promo / Pricing Proposal

    Present list, promo calendar and trade spend as one commercial package.

    • Pricing, promo mechanics and trade spend proposed together
    • Forecast units and margin modelled for the buyer

  5. 5Trade Terms Negotiation

    Trade concessions for commitments — distribution, display or a promo slot — never for nothing.

    • Trade terms and any slotting agreed
    • Distribution commitment (stores/facings) confirmed

  6. 6Listed / Ordered

Trade Promotion Cycle

Plan, fund and settle a promotional event with an account

  1. 1Promo Planning

    • Mechanic, period and target uplift defined

  2. 2Trade Fund Approval

    • Trade spend approved against the account’s fund pool

  3. 3Retailer Commitment

    • Retailer confirmed the promo slot and volume

  4. 4Executed

New Item Listing

New product introduction through a retailer line review

  1. 1Concept Alignment

    • Buyer confirmed the concept fits the category plan

  2. 2Line Review Submission

    • Submission made with samples, costing and GTINs

  3. 3Planogram Decision

    • Facings and shelf position confirmed

  4. 4Listed

The fields your team actually needs

Added to your records when you apply the pack, alongside everything SalesOS already tracks. Custom fields are on the Professional plan and above.

Accounts

  • Banner / Chain

  • Store Count

  • Channel

    Grocery · Mass · Convenience · E-commerce · Specialty · Foodservice

  • Distribution Centres

    Ship-to points — drives logistics cost and fill-rate risk

  • Next Category Review

    The line-review window; miss it and the deal waits a year

  • Trade Fund Balance

    Remaining promotional budget allocated to this account

Contacts

  • Buying Category

    The category this buyer owns

Deals

  • Promotion Period

  • Expected Units

  • Promo Mechanic

    TPR (Temporary Price Reduction) · BOGO · Multibuy · Display / Feature · Coupon · EDLP

  • Trade Spend

    Committed promotional investment for this deal

  • Listing Status

    Not Listed · Submitted · Accepted · Listed · Delisted

Products

  • GTIN / UPC

  • Case Pack Size

  • Shelf Life (days)

Quotes

  • Delivered Cost per Case

The metrics consumer leaders run on

Sell-Through Rate

Units sold to shoppers as a share of units shipped in.

ACV Distribution

Share of category retail volume in stores that stock the item.

On-Shelf Availability

Share of store visits where the item was actually on shelf.

Trade Promotion ROI

Incremental margin generated per unit of trade spend.

Gross Margin %

Margin after trade spend and delivered cost.

Listings Won

New SKU listings accepted at line review in the period.

Planogram Compliance

Share of audited stores matching the agreed planogram.

Win Rate

Closed-won opportunities as a share of all closed opportunities.

Average Deal Size

Mean value of closed-won opportunities in the period.

Sales Cycle Length

Median days from opportunity creation to close.

Pipeline Coverage

Open pipeline value divided by the quota it has to cover.

Forecast Accuracy

How closely committed forecast tracked actual closed revenue.

AI that knows the rules of your industry

Coaching, objection handling and email help are tuned to this industry, and every prompt carries rules the assistant may not break:

  • Never propose or endorse resale price maintenance, price fixing or coordinating prices between retailers.
  • Do not suggest exchanging competitively sensitive data (another retailer’s cost, margin or plans) between accounts.
  • Do not make nutrition, health or sustainability claims that the product’s documented certification does not support.
  • Never recommend a promotion that ships more volume than the account can sell through — forward-buy is not a win.

Practice against the buyers you meet

Category Buyer

Cares about: Incremental category growth, not share shuffling; Margin per linear foot; Reliable fill rate

Director of Merchandising

Cares about: Differentiated assortment; Promotional productivity; Shopper traffic and basket size

Director of Store Operations

Cares about: Simple in-store execution; Planogram compliance; Minimal added labour

Procurement Manager

Cares about: Price stability and contracted cost; Guaranteed supply and fill rate; Documented food-safety compliance

Features and plans

Trade Promotion Management

Professional plan and up · Consumer workspaces only

Retail Execution & Store Visits

Professional plan and up · Consumer workspaces only

Joint Business Planning

Enterprise plan · Consumer workspaces only

Order Management

Professional plan and up

Campaigns

Professional plan and up

Compare plans for everything else included.

Speaks your language

ACV (All Commodity Volume)
Weighted distribution measure — the share of total retail volume represented by stores carrying the item.
TDP (Total Distribution Points)
ACV distribution summed across every SKU in the line.
OSA (On-Shelf Availability)
Whether the shopper can actually find the product; the single biggest silent sales leak.
Planogram
The shelf layout specifying which SKUs sit where and with how many facings.
Line Review
The retailer’s periodic category reset where listings are won and lost.
Slotting Fee
Payment to a retailer to secure shelf space for a new item.
EDLP vs Hi-Lo (Every Day Low Price vs High-Low)
Two retailer pricing strategies — steady low pricing versus deep periodic promotions.
Sell-in vs Sell-out
Shipments to the retailer versus units actually sold to shoppers. Only sell-out is real demand.
Forward Buy
A retailer over-ordering on promotion to sell later at full price — inflates sell-in and destroys promo ROI.
Category Captain
The supplier a retailer trusts to advise on the whole category, not just its own brands.
GTIN (Global Trade Item Number)
The globally unique product identifier behind the barcode (includes UPC/EAN).

Questions

What does the Consumer pack add to SalesOS?

3 ready-made pipelines (Channel Sales, Trade Promotion Cycle and New Item Listing) with stage exit criteria, 16 custom fields across accounts, contacts, deals, products and quotes, 12 industry KPIs, a glossary and buyer personas for AI coaching. The interface also speaks your language: accounts become “Retail Account”, contacts become “Buyer” and deals become “Deal”.

Which Consumer features need which plan?

The pack's pipelines and terminology work on every plan, including the free trial. Its custom fields need Professional or above. Industry features: Trade Promotion Management (Professional); Retail Execution & Store Visits (Professional); Joint Business Planning (Enterprise); Order Management (Professional); Campaigns (Professional).

How does SalesOS keep its AI compliant in consumer?

Every AI prompt for a Consumer workspace carries hard rules the assistant may not break, for example: Never propose or endorse resale price maintenance, price fixing or coordinating prices between retailers. Do not suggest exchanging competitively sensitive data (another retailer’s cost, margin or plans) between accounts.

Can we change the pipelines and fields?

Yes. Applying the pack creates ordinary pipelines and custom fields in your workspace, so you can rename, reorder or remove them like any other. Re-applying it only adds what is missing.

How do we turn it on?

Pick your industry when you set up your workspace, or later under Settings → Industry Pack. Applying it sets up the pipelines, fields and buyer personas in one step.

Other industries

See it with your own pipeline

Start a free trial, pick Consumer, and its pipelines and terminology are ready in one step.

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