South Africa
Performance Diagnostic · Live
Year Period Compare
06 May 14:22 · live
Drill path All channels · all regions · all categories
Sales · YTD 2026 · All channels
R1.04bn
19 weeks elapsed of 53 · daily run-rate R7.83M
vs Plan
−R506M
−32.7% · widening
vs Last Year
−R3.62bn
−77.6% YoY
CEO Brief · Week 19 of FY26
Generated 06 May 14:22 SAST · vs Plan
The business is tracking −R506M behind plan YTD and −R3.62bn behind last year. The gap is widening, not closing.
3 things explain 84% of the gap: the Lotus Biscoff delisting (−R33M of plan, −R198M vs LY), the OOH/HORECA collapse (−R21M of plan), and Traditional Trade volume erosion in Countlines + Tablets across KZN, Gauteng North, and Gauteng South. Mix is doing 4× the damage of price or volume alone.
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Where to act first
10 pockets
explain R420M of the gap
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Lost-revenue stack
R3.62bn vs LY
mix shift is 77%
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Customer risk
R287M
at-risk customer revenue
→
Run-rate to year end
R2.90bn
R1.20bn short of R4.10bn plan
%
Gross margin
22.6%
−1.8pp vs plan · mix erosion
⌖
Accounts at risk
5,571
R287M revenue exposed
⤴
Daily gap to plan
−R3.81M
R3.81M/day to close gap by Dec
⚑
Returns rate
1.6%
Informal Trade peaks at 2.4%
Break down by
Performance by channel
Click any row for detail · double-click name to drill deeper
Sorted by gap ↓
Channel Actual Plan Gap Var % Margin Anom Trend
Channel × category heatmap
Variance vs Plan · click any cell to drill
−40% +40% vs Plan %
Concentration · Pareto
Where the revenue lives
Top 20%
—
Top 50%
—
Long tail
—
Total YTD gap to plan
−R506M
32.7% below plan · widening at R3.81M/day
Concentration · top 10 pockets
R420M
83% of the gap sits in 10 specific channel × category × region cells
Recoverable in 90 days
R182M
Estimated if owners hit committed actions on top 5 pockets
Lost-revenue accounting · what makes up the −R3.62bn vs LY
Decomposition into the actual lost-business buckets · click any segment to drill
vs LY YTD
Top 10 gap pockets · ranked by rand impact
Each row is a specific channel × category × region cell · click to drill
vs Plan · YTD
What we do this week
1
Lotus Biscoff recovery decision
SKU has collapsed to R2M YTD vs R200M LY. Either re-list at scale or formally write off the plan to stop bleeding into the YTD gap.
Owner: Trading Director R33M plan recovery
2
OOH / HORECA channel review
Channel running at 19% of plan with 62 lost accounts. Decide whether to invest in field recovery or formally exit and reallocate the plan.
Owner: National Sales R21M plan recovery
3
Top 3 reps performance call
3 reps each missing > R7M of plan with high at-risk customer count. Get coaching/territory split decided this Friday.
Owner: Regional Sales Mgr R50M plan recovery
Channels
Monthly cadence · Traditional Trade
24 months · actual vs plan · anomaly markers where |z| ≥ 2
Actual Plan LY ●Anomaly
Why did sales move vs last year?
Decomposition: volume × price × mix
YTD vs PY YTD
Drivers
Each effect explained
What this tells you
Customer health by channel
Healthy · at-risk · churned · lost · click for detail
Threshold: at-risk = 90d sales < 50% of trailing avg
Channel Customers Health distribution At-risk Churned Revenue at risk Action
What this is telling us
Diplomat South Africa · Performance Diagnostic v2.0 · Internal — confidential
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