Sales Performance
Sales Performance/Wholesalers & Key Accounts
Wholesalers & Key Accounts
Strategic account performance and commercial relationships.
1 – 30 Jun 2026·All Divisions·All Regions·Account view
Orbit Account Briefing
Updated 14 min ago
Revenue concentration continues to increase across the five largest wholesalers. Key Account Y has declined for three consecutive months, while Wholesaler B continues to outperform with balanced sell-in and sell-out.
Active Wholesalers
6
5 national + 1 regional
Strategic Accounts
18
+2 vs prior period
Revenue Concentration
70.8%
Hightop 3 accounts (+1.4 pp)
Top Account Growth
+12.1%
LeaderWholesaler B
Accounts At Risk
3
WatchWholesaler A, RHS, Key Y
Expansion Opportunities
R5.0m
across 5 accounts
Revenue concentration
Treemap by account · size = revenue
Account dependency
Pareto · cumulative revenue share
Wholesaler health
Sales · Growth · Stock · Sell-through · Backorders · Relationship
Wholesaler B+12.1%
Sales
R78.4m
Stock
96%
Sell-thru
91%
Backord
R0.4m
Relation
92
Status
Healthy
Wholesaler A-3.4%
Sales
R62.1m
Stock
118%
Sell-thru
68%
Backord
R1.2m
Relation
74
Status
Watch
National Distribution Group+6.2%
Sales
R48.9m
Stock
92%
Sell-thru
88%
Backord
R0.6m
Relation
88
Status
Healthy
Wholesaler C+8.9%
Sales
R34.2m
Stock
74%
Sell-thru
92%
Backord
R0.8m
Relation
84
Status
Healthy
Regional Health Supply-2.1%
Sales
R24.6m
Stock
82%
Sell-thru
79%
Backord
R0.5m
Relation
71
Status
Watch
Key Account Y-19.4%
Sales
R6.4m
Stock
88%
Sell-thru
62%
Backord
R0.3m
Relation
48
Status
Risk
Account momentum
Growth × Revenue · size = strategic weight
Commercial opportunity
Ranked by Orbit priority
Expand Cardiaxol at NDG+R1.6m
CRITICAL78% probability
Recover Wholesaler A sell-through+R1.2m
CRITICAL62% probability
Renew Key Account Y contract+R0.9m
WARNING54% probability
Introduce Gastraven at Wholesaler C+R0.7m
SUCCESS82% probability
Independent-pharmacy programme+R0.6m
SUCCESS68% probability
Risks & opportunities
Prioritised for this period
Risks
Revenue concentration in top 370.8%
Key Account Y — 3 months decline-19.4%
Wholesaler A sell-through drop-3.4%
RHS relationship score falling71/100
Opportunities
Independent-pharmacy growth+R0.6m
Netcare partnership expansion+R1.4m
Distribution optimisation NDG+R1.6m
Wholesaler C Cardiaxol lift+R0.7m
Cross-page investigation
Follow the commercial thread
Account detail
Ranked by revenue · risk, opportunity and Orbit recommendation
| Account | Type | Region | Revenue | Growth | Stock | Sell-thru | Risk | Opp | Orbit recommendation |
|---|---|---|---|---|---|---|---|---|---|
| Wholesaler B | Wholesaler | National | R78.4m | +12.1% | 96% | 91% | Low | 88 | Sustain + expand |
| Wholesaler A | Wholesaler | National | R62.1m | -3.4% | 118% | 68% | Med | 72 | Redistribute stock |
| National Distribution Group | Wholesaler | National | R48.9m | +6.2% | 92% | 88% | Low | 84 | Cross-sell Gastraven |
| Wholesaler C | Wholesaler | National | R34.2m | +8.9% | 74% | 92% | Low | 82 | Increase Cardiaxol allocation |
| Regional Health Supply | Wholesaler | Free State | R24.6m | -2.1% | 82% | 79% | Med | 62 | Refresh account plan |
| Independent Group | Buying Group | National | R19m | +3.1% | 88% | 84% | Low | 71 | Scale programme |
| Key Account Y | Key Account | Western Cape | R6.4m | -19.4% | 88% | 62% | High | 44 | KAM outreach + renewal |
| Netcare Pinelands | Key Account | Western Cape | R9.8m | +22.1% | 92% | 94% | Low | 86 | Deepen partnership |