Primary sales explain upstream movement, secondary sales explain market pull. Reliable planning requires both in one operating view.
Start with shared dimensions
- Single SKU code and outlet taxonomy across systems.
- Unified distributor and territory IDs.
- Daily sync checkpoints for order, stock, and invoicing events.
Operationalize with exception dashboards
Surface gaps such as high primary dispatch with weak secondary offtake, then trigger rep-level action plans automatically.