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Dealers, traders and export buyers, read from the same context as the plant.

Much of the cement a producer sells leaves the plant through appointed dealers and distributors, bagged retail, traders and export buyers. TwoSuns connects allocation, bag quality, rebates, credit and collection to the context the plant already works from, so the channel is managed as part of the business rather than reconstructed in a monthly report.

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Who they are

Who carries cement from the plant to the market

A producer rarely sells one way. The same output leaves the plant as bulk tonnes on a contract, bags on a dealer's floor, a trader's cargo, clinker to a grinding station and an export shipment, each with its own price, credit terms and service expectation.

Appointed dealers and distributorsTerritory agreements, monthly allocation, rebate scales and credit limits, carrying the bagged volume in their territory
Retail and bagged cementHardware stores and site sellers at the end of the dealer's line, where bag condition, weight and brand are judged
Traders and resellersBuyers taking opportunistic volume across territories and borders, priced case by case against the published list
Export buyersClinker and cement shipment lots against letters of credit or advance payment, with loading rate, laytime and the certificates of origin, analysis and inspection the destination requires
Terminals and depotsOwned or third-party storage between the plant and the market, where stock age, silo condition and the gap between book and measured stock matter
What they buy on

The channel judges a producer on delivery, bags, credit and rebates

A dealer judges a producer on whether the tonnes arrived, whether the bags were right, whether the credit decision came back the same day, and whether the rebate matched what was agreed.

Each of those sits with a different function at the plant: dispatch, packing, quality, finance and sales. The dealer sees none of that, only one supplier and one relationship.

Standing channel requirements

  • Allocation that holds during tight supply
  • Consistent bag weight and bag condition
  • Consistent strength and setting time from lot to lot
  • Credit limits and collection terms decided the same day
  • Rebate and incentive schemes calculated the same way every month
  • Territory discipline, so a dealer is not undercut inside its own area
Where it goes wrong

Channel failures sit between functions

Each of these costs either margin or a dealer relationship, and each one is visible in records the business already holds.

Cross-territory leakage.Allocated or discounted tonnes reappear in a neighbouring territory, and the producer hears about it from the dealer who lost the sale.
Rebate disputes.Volume, period and scale are rebuilt in spreadsheets at month end, so the dealer and the sales office arrive with different numbers.
Dealer credit exposure.Limits are set once and reviewed late, so an overdue balance grows behind an account that keeps receiving tonnes.
Demand signal lost two steps out.Offtake slows at the counter weeks before it reaches the production plan, because nothing between the two is recorded.
Packing and bag-weight complaints.Weight and bag condition are contested after delivery, without the line, packer and lot behind the consignment.
What TwoSuns does

Horizon holds the channel, Pulse holds the tonnes behind it

The commercial side of the channel sits in Horizon, the tonnes and bags behind it sit in Pulse, and Core holds the agreements, territories, limits and approval chains both read from. Ray provides explanation and synthesis across the channel, within each user's permissions.

Agreements in Core. Plant basis, operating limits, roles, approval chains and decision history, with the territories, allocation rules, price lists, rebate scales and credit limits this work depends on, each with a named owner.
Orders through Horizon. Dealer, trader and export orders are read against allocation, credit standing and the tonnes grinding and packing can release.
Fulfilment through Pulse. Grinding, packing, loading and dispatch are followed by lot, so a delivered consignment carries its line, packer and lot number.
Exposure in Finance. Invoices, ageing and collection are held per account, and a credit decision carries the balance behind it.
Rebates on record. Scheme, period and qualifying volume are calculated from order and dispatch records instead of being rebuilt at month end.

Horizon modules in use

An export order is read with the terms that bind it: shipment window, loading rate, demurrage risk, payment instrument and the certificates the destination requires. A slipped vessel moves the loading plan, the bagged allocation it displaces and the exposure on the payment instrument together.

Pulse and shared facilities in use

Export and cross-border trade

Channel offtake

See the channel one step further out than the invoice

A producer knows what it invoiced to each dealer. It usually knows much less about what the dealer sold, what is still standing in the dealer's depot, and which territory the tonnes were used in.

TwoSuns reads dispatch records, depot stock declarations, dealer sales declarations and lot numbers together, so allocation and pricing decisions are taken against offtake rather than against last month's billing. Figures are tagged as measured, derived or assumed, and a late dealer declaration lowers the confidence shown on the figures that use it.

Read per dealer, territory and month

  • Tonnes invoiced, dispatched and declared as sold
  • Depot and dealer stock, with the age of that stock
  • Bag and bulk split, by cement class
  • Netback after discount, freight and rebate
  • Allocation served against allocation agreed
  • Lot numbers behind each delivery, for quality claims
Credit and collection

Credit decisions taken against the balance, not around it

Dealer credit exposure builds while tonnes keep moving. The decision to release the next load sits with dispatch, the exposure sits with finance, and the relationship sits with sales, so an account can pass its limit before the person with the authority to stop it sees the balance.

TwoSuns brings the three together at the release decision. The limit, the ageing, the security held and the collection history are read at the moment a release is requested, and the decision, its owner and its reason stay in the decision history. A release beyond an account's limit is approved by the holder of that authority, not by the person asking for the load.

Limit and utilizationThe approved limit per account, what is drawn against it, and where the next load would take it
Ageing and overdueBalances by bucket, with the oldest open invoice and the last payment received
Security heldCheques, guarantees, advances and deposits recorded against the account
Release decisionWho may approve a load beyond the limit, and up to what exposure
Collection follow-upWho holds the account this week, and what was last agreed with the dealer

Start with one channel decision

Pick the decision that costs most this quarter, allocation during tight supply, a rebate scheme nobody agrees on, or an account that should have stopped receiving tonnes. The team will work it through against your own dealer and dispatch records under a mutual NDA.

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