Worked Example: Five Whys on a Distributor Target Miss
Run a Five Whys analysis on a distributor target miss without stopping at blame.
Launch sell-through came in 42 percent below plan even though sell-in volume looked healthy. Ask why until the answer points to a fixable condition, then design a countermeasure. The common trap is stopping at a person or market label: "the distributor did not push" or "retailers were not interested." Labels do not tell you what to change. Before Team blames weak distributor motivation and proposes a larger rebate for the next launch. After Team identifies a missing launch-readiness gate and adds rep certification before campaign spend is released. Why 1 Why was sell-through 42 percent below plan? Retailer staff did…
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