Wholesaler Tools

Key Performance Indicators

Many wholesalers struggle with developing an effective Key Performance Indicator (KPI) system. These wholesalers are often times too concerned with automating the system rather than getting the KPIs in place, even if it means having to report them manually on spreadsheets. Verno Consulting has the benefit of working with many wholesalers who we consider world class; yet, most of these wholesalers have struggled to significantly automate their KPI reporting system.

Below are some of the essential KPIs that every wholesaler should consider tracking to measure the effectiveness of each of the departments.

Super Merch

Key Performance Indicators for managing Super Merchandisers.


Key Performance Indicators for managing company finances.


Key Performance Indicators for managing delivery.

Craft Sales

Key Performance Indicators for managing craft sales.

Length of the Workday

Key Performance Indicators for gauging the effectiveness of the length of the workday.

Tel-Sell Draft

Key Performance Indicators for managing Tel-Sell Draft.

Sales Reps

Key Performance Indicators for managing Sales Reps.

Supplier Management Systems

Managing suppliers to grow sales, properly utilize resources and be a great partner is a key function of every wholesaler.

How to Implement KPIs

If a department manager or one of their subordinates has to spend 15 minutes a day inputting data into a KPI spreadsheet this is time well spent. The department manager will be more on top of the business and will see the KPIs in real time. Upper level management will be able to judge key performance criteria when they receive the KPI rollup.

Long-term development efforts by route accounting providers and wholesaler IT departments still need to be made to automate as much of the KPI process as possible. While this development process is taking place, wholesalers can still manually generate KPIs. When the KPIs are eventually automated, the managers who had previously inputted the data manually into the KPI spreadsheets will have a better understanding of each KPI being generated automatically and will know how to manage with the automated KPI information.

How effective are your company's KPIs?