Ask most jan-san distributors who their best customers are and they'll answer right away. Ask which of those customers are buying more than last year, which are quietly buying less, and which buy your paper but get their chemicals from someone else, and the answer usually takes a few days of spreadsheet work. The app puts those answers on screen.
The exec dashboard
The exec dashboard shows sales, margin, cash, receivables and pace on one screen. Rep pace to goal shows each rep's month against goal, and company goal shows the month, year to date and year at this pace. For an owner or GM, it's a quick daily check on whether the month is on track.
The weekly rep review email goes out every Monday. Each rep gets their own accounts, and the GM desk gets everyone, so the team starts each week with the same picture.
Top accounts up and down
Top accounts up and down shows the top ten accounts buying more than last year and the top ten buying less. In jan-san, both tell a story. A contractor buying more probably won new buildings, which is the time to talk about equipment, floor care programs and a standard startup kit. A school district buying less may have cut custodial staff, changed its bid award, or moved its chemicals to a manufacturer's direct program. Either way, a conversation is overdue.
Category gaps
Category gaps shows the categories each customer buys from you and the ones they buy elsewhere. Jan-san customers often split their spending. A typical building service contractor might buy:
- Paper and liners from you,
- Chemicals from a manufacturer's direct rep,
- Floor equipment and parts from an equipment dealer,
- Gloves and small items from a club store,
- Matting from a uniform and mat service.
Each is a growth opportunity at an account where you already have the relationship and the delivery route. Category gaps tells the rep which conversation to have next, so growth comes from customers you already serve.
Reports customers see
Customers get their own spend, usage and category reports in the app. Facility directors and contractor owners rarely have good data on their own supply usage. With these reports, a school district can compare paper use by building, and a contractor can see supply cost per site, which helps them price their own cleaning contracts more accurately.
When you bring those reports to an account review, you're not a vendor defending a price list. You're helping the customer understand and run their cleaning program. Point to a building where towel usage is far higher than others and suggest a controlled dispenser. Show how switching to concentrates lowered their chemical spend. Highlight where they're buying outside the approved list.
A strong jan-san account review covers four things: what they spent and how it's trending, how usage compares across buildings, which categories they still buy elsewhere, and what you'd recommend to lower their total cost of cleaning. Every point is backed by the app's reports. The customer leaves with a clearer view of their program, and you leave with a plan to grow the account.
Plan reviews around the customer's calendar. For schools, the best time is spring, before summer projects and next year's budget are set. For contractors, it's when they're bidding new buildings or renewing contracts. Bring the reports, bring a short list of recommendations, and leave with dates for the next steps.
Want to walk through it with your accounts in mind? Book a demo.