Sales Intelligence

Week of March 16, 2026

Total Accounts

500

+12 new prospects

Avg Opportunity Score

72

+3.2

At-Risk Rate

8.3%

+1.1%

Trade Spend ROI

1.7x

Best: SE 2.8x

Regional Overview

Pacific Northwest

1 rep · 26 accounts · Cafe Yumm! — new account, score 90

Southwest

1 rep · 26 accounts · Flower Child — expansion, score 78

Midwest

1 rep · 26 accounts · Giordano's — competitor displacement, score 90

Southeast

1 rep · 26 accounts · First Watch — expansion, score 89

Northeast

Needs Attention

1 rep · 26 accounts · Nathan's Famous — expansion, score 93

Weekly Executive Briefing

Idahoan Sales Intelligence — Weekly Executive Briefing

Week of March 16, 2026

Regional Opportunity Heatmap

| Region | Avg Score | High Opp | At Risk | Trend | |

|

|

|

|

| | Pacific Northwest | 74 | 23 accounts | 6 accounts | Stable | | Southwest | 71 | 18 accounts | 8 accounts | ▼ Watch | | Midwest | 66 | 14 accounts | 4 accounts | Stable | | Southeast | 80 | 31 accounts | 3 accounts | ▲ Heating Up | | Northeast | 68 | 19 accounts | 9 accounts | ▼ Needs Attention |

Southeast is heating up. First Watch expansion (40 new markets in 2026) and strong Tropical Smoothie Cafe prospect pipeline are driving the region's lead in opportunity score.

Portfolio Risk Summary

8.3% of active accounts showing risk signals (41 of 494 active accounts) Up from 7.2% last week (+1.1 percentage points)

Top risk drivers:

SKU removal events: 12 accounts across 4 regions

Engagement staleness (45+ days): 22 accounts

Competitor SKU additions: 7 accounts

Urgent: Cosi (Northeast) has lost 3 of 4 Idahoan SKUs with no rep contact in 78 days. Escalation recommended.

Trade Spend Effectiveness

| Region | Trade Spend | Revenue Attributed | ROI | |

|

|

|

| | Pacific Northwest | $84,200 | $142,000 | 1.7x | | Southwest | $91,400 | $192,000 | 2.1x | | Midwest | $67,800 | $98,000 | 1.4x | | Southeast | $72,100 | $201,000 | 2.8x | | Northeast | $88,500 | $71,000 | 0.8x |

Strategic Recommendation

Northeast trade spend ROI is 0.8x — below break-even. Southeast is generating 2.8x on a smaller spend base with significant expansion opportunity ahead (First Watch, Dig Food Group). Consider reallocating $15,000–20,000 in trade budget from Northeast casual dining to Southeast fast-casual to maximize impact during the First Watch expansion window.

All Accounts

Score	Account	Region	Status	Signals
94	Red Robin — PNW chain	Pacific Northwest	expansion		→
93	Nathan's Famous chain	Northeast	expansion	1	→
93	Dos Toros Taqueria chain	Northeast	expansion	1	→
93	b.good chain	Northeast	expansion	1	→
91	Cook Out chain	Southeast	prospect		→
90	Giordano's chain	Midwest	active	1	→
90	Cafe Yumm! chain	Pacific Northwest	prospect	1	→
89	First Watch chain	Southeast	expansion	1	→
87	Biscuit Bitch chain	Pacific Northwest	active		→
86	Denny's — PNW Cluster chain	Pacific Northwest	active		→
85	Mendocino Farms chain	Southwest	active		→
84	Dig Food Group chain	Northeast	prospect		→
83	Au Bon Pain chain	Northeast	expansion	1	→
82	Moe's Southwest Grill chain	Southeast	expansion		→
82	Chopt Creative Salad chain	Northeast	prospect		→