Market intelligence only works when it changes a decision this week: price to quote, supplier to pick, lane to book, packet to fix. This playbook shows how to wire data, models, and dashboards to those choices.
Start with decisions, not dashboards
- Pricing bands for key products
- Supplier shortlists by region
- Lane selection with dwell targets
- Packet fixes to hit first-pass approval
Minimal data model (to move fast)
| Entity | Must-have fields | Why it matters |
|---|---|---|
| Product | HS code, licence, pack, CoA schema | Compliance + pricing comparability |
| Buyer | Country, credit tier, doc profile | Risk + cycle time |
| Supplier | Region, quality tier, lead time | Reliability + cost |
| Lane | Route, dwell, exception rate | Predictability + OTIF |
| Packet | Fields/validations, exception tags | First-pass approval |
Signals that compound
Product Category Performance
Specialty APIs
$6.8B+23.4%
Finished Formulations
$5.2B+18.7%
Oncology Drugs
$4.1B+28.9%
Biologics
$3.9B+31.2%
Medical Devices
$2.8B+19.5%
Export Performance by Region
1United States
$8.2B25% tariffHigh
2European Union
$6.8B0% tariffMedium
3Asia-Pacific
$4.5B5% tariffLow
4Middle East
$2.1B0% tariffMedium
5Africa
$1.8B0% tariffLow
- Adjust price bands by category momentum
- Route toward lanes with lower dwell and better compliance fit
- Pre-qualify suppliers where demand is rising
- Raise packet scrutiny on lanes with higher exceptions
Operating model for analytics
- Weekly price-band review (sales + finance)
- Monthly supplier review (procurement + QA)
- Lane performance huddle (logistics + compliance)
- Packet quality stand-up (docs + QA)
| KPI | Baseline | Target (90–180 days) |
|---|---|---|
| Quote-win rate (targeted SKUs) | 25–35% | 35–45% |
| OTIF on optimized lanes | 92–94% | 95–97% |
| First-pass approval rate | 85–89% | 92–95% |
| Average dwell (priority lanes) | 36–48h | <24–36h |
Build it like a product
- Ship decisions, not dashboards
- Publish definitions and ranges, avoid black boxes
- Automate inputs; hand-check only exceptions
- Retire charts that don’t change behavior