Commercial Intelligence
Executive Overview
High-level performance, forecast, risks and commercial priorities across the business.
1 – 30 June 2026·All Divisions·All Regions·All Categories
Orbit Executive Briefing
Updated 14 min ago
Secondary sales are 7.8% below target this month, driven mainly by Gauteng North and two underperforming brands. Primary sales remain ahead of sell-out, increasing wholesaler stock pressure. R4.2m of forecast revenue is at risk due to low stock cover and unresolved backorders.
Net Primary Sales
R267.2m
+6.0% vs prev period
Net Secondary Sales
R281.5m
+12.0% vs prev period
Target Attainment
88.5%
Below7.9 pp below target
Forecast Landing
94.6%
At RiskR4.2m gap to target
Average Stock Cover
1.5 mo
3.0% below prev period
Revenue at Risk
R4.2m
ElevatedStock & backorders
Primary vs Secondary Sales
Last 6 months · R millions
Primary sales
Secondary sales
Target
Forecast vs Target
Closing landing: 94.6%
Actual
Forecast
Target
Top & bottom brands
Growth vs previous period
Cardiaxol
R42.8m+24.1%
Respireze
R31.2m+18.6%
Gastraven
R27.5m+12.9%
Neurospen
R19.3m-8.4%
Metaform
R22.1m-11.2%
Pulmavent
R14.6m-16.8%
Regional performance
Target attainment by region
GautengR96.4m
82%-6.2%
Western CapeR58.1m
104%+8.4%
KwaZulu-NatalR47.9m
91%+1.7%
Eastern CapeR26.7m
88%-2.1%
Free StateR18.2m
96%+3.3%
OtherR19.9m
84%-1.4%
Risks & opportunities
Prioritised for this period
Risks
Low stock cover — Cardiaxol, RespirezeR2.4m
High-value backorders openR2.1m
Forecast miss — Gauteng NorthR1.1m
Weak sell-through — Wholesaler A17 pp
Opportunities
High-growth brands — Cardiaxol, Gastraven+R1.2m
Underpenetrated — Gastraven WC+40 accts
Wholesalers B, C, F trending +18%+2.4%
Range gap — Key Account Z+R0.6m
Exception table
3 criticalWhere performance is off benchmark, with a recommended action
| Area | Entity | Metric | Current | Benchmark | Variance | Severity | Recommended action | |
|---|---|---|---|---|---|---|---|---|
| Region | Gauteng North | Target attainment | 79% | 95% | -16 pp | critical | Review rep coverage and wholesaler pull-through | |
| Product | Cardiaxol 20mg | Stock cover | 9 days | 45 days | -36 days | critical | Escalate to supply planning; expedite next batch | |
| Wholesaler | Wholesaler A | Sell-through | 68% | 85% | -17 pp | warning | Reconcile inventory; align promo timing | |
| Customer | Key Account Y | Sales trend | -14% MoM | +2% | -16 pp | warning | Trigger KAM outreach; review contract terms | |
| Product | Respireze Inhaler | Backorder value | R2.1m | R0.4m | +R1.7m | critical | Prioritise allocation; notify top accounts | |
| Territory | Territory 14 — Cape Metro | Call vs sales | 142 calls / R0.6m | 115 calls / R0.9m | Low conversion | warning | Coach on detailing quality; refresh targeting |