For distributors and wholesalers
Which customers cost youmoney to serve?
Your system holds every order, delivery, discount and supplier bill. Insyto reads across them and shows which customers, lines and suppliers are quietly taking margin, with the rows to prove it.
| Customer | Sales | After cost to serve |
|---|---|---|
| Harbour Kitchens | $41,200 | $6,180 |
| Lyle & Co | $28,900 | $3,470 |
| Fenwick Catering | $22,400 | −$1,120 |
| Marlow Dairy Bar | $9,800 | −$640 |
Northgate Provisions is a fictional sample business.
Where the margin leaks
Four blind spots. Four fixes.
- 01
A supplier raised prices and nobody passed it on.
Insyto: Each supplier's bill prices are set against your selling prices, line by line. Lines where the cost moved and the price did not are flagged with the amount.
- 02
Some customers cost more to serve than they bring in.
Insyto: Sales, drops, credits and delivery costs are read together for each customer. A cost your files do not hold is named, not guessed.
- 03
Discounts drift up, one account at a time.
Insyto: Discounts and credits are tracked by customer and month, so a creep shows the month it starts.
- 04
Cash sits in stock bought ahead of use.
Insyto: Intake against usage, by line, shows where stock is building and how many days of cover you carry.
of distributors measure which customers are profitable. Only 34% get that number to the people who can act on it.
Distribution Strategy Group and Cavallo, March 2026, 84 firms. And the arithmetic: absorb a 2% supplier rise at a 25% margin and you are at 23.5%.
A sample finding · fictional
Fenwick Catering loses $1,120 a quarter after the cost of serving it.
The evidence$22,400 in sales at an 18% gross margin is $4,032. Its 42 drops at $76 each in picking and delivery come to $3,192, and credits to $1,960.
Open questionWhether Fenwick would take a minimum order, and any cost your files do not hold.
The files it reads
- Sales ledger
- Purchase invoices
- Stock movements
- Delivery and route costs
- Credit notes
- Price lists
Exports as Excel or CSV, or a connected Google Sheet or OneDrive file. No integration project.
Can you work out true customer profitability?
As far as your files hold the costs. Delivery, picking, credits and discounts are counted when they are in the data; anything missing is named, and a partial margin is never called the full one.
Do you need access to our ERP?
No. Exports work: sales, purchases and stock as Excel or CSV. A connected Google Sheet or OneDrive file works too.
Will it change prices or place orders?
No. It shows what changed and what to check. Decisions stay with your team.
See what your own files say. Your first Brief within 48 hours of your files.