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Attacking Distribution Gaps to Drive Sales
July 21, 2025
7
min
It’s no secret that today’s supply chains are under immense pressure. Tariffs are shifting, transportation delays are becoming the norm, and many brands are left scrambling to keep shelves stocked. For some, this chaos feels like a threat.But for those who know where to look, it’s an incredible opportunity to drive sales by plugging the gaps left by competitors.
The eCommerce battleground
In the world of eCommerce, every out-of-stock product page is a potential win. Unlike traditional brick-and-mortar stores, where physical shelf space might remain occupied, online marketplaces move fast. When a competitor’s product goes out of stock, it leaves a vacuum that you can fill if you act quickly and strategically.
Data-driven decisions win the day
Gone are the days of relying on gut instinct to decide where to focus your sales efforts. Real market data, including average selling prices, stock status, and even competitor shipment timing, can and should guide your strategy.
By monitoring competitor product availability and pricing dynamics, you can identify precisely where they’re falling short. And that’s where you can step in to fill the gap.
Spot the holes before they’re obvious
With tariffs fluctuating dramatically, some competitors are struggling to keep products in stock—especially in industries with high exposure to non-US manufacturing. By using digital shelf analytics, you can identify these vulnerabilities before they become widely known.A competitor might be slow to replenish stock after a shipment delay, or they might hold back on imports due to a sudden tariff hike. When that happens, your opportunity to step in grows.
Turning data into strategy
Here’s how to capitalize on these distribution gaps:
1. Monitor Stock Status Daily
Use digital shelf analytics to stay on top of competitor inventory levels. Identify which products are consistently out of stock — and where they’re likely to remain that way.
2. Align Your Inventory with Market Needs
Coordinate your own supply chain to ensure you can meet demand when competitors can’t. Whether it’s a sudden tariff change or a logistical bottleneck, being ready to fill the gap puts you in the driver’s seat.
3. Strengthen Retailer Relationships
Retailers hate empty shelves as much as you do. By offering to step in where competitors fall short, you can build stronger relationships and potentially negotiate better terms or expanded shelf space.
4. Use Dynamic Pricing to Stay Competitive
Adjust your pricing in real time based on competitor stock levels and market demand. When competitors are out of stock, you can increase your margins while still offering better availability.
Win where others falter
Distribution gaps aren’t just headaches — they’re opportunities. By using data-driven insights to spot, analyze, and fill those gaps, you can turn supply chain chaos into a significant competitive advantage.TrackStreet’s Competitive Intelligence features offer you and your brand a quick and easy way to keep track of what’s most important. Find out how we can help you with a no-strings-attached consultation call today!
