What to send us before we can draw last quarter honestly
The columns that make a sales extract usable, and the well-meant files that stop a report before it starts.
12 March 2026
A sales intelligence report cannot outrun its extract. The most common delay in our Tbilisi work is not drawing; it is discovering, on Tuesday, that the file sent on Friday cannot name a channel.
The minimum that still works
We can begin from invoice lines. Each row should carry a date, a product mark, a customer or channel mark, a quantity, and a net value. A discount field is a gift; without it we can still draw volume and net sales, but we cannot speak honestly about leakage.
Georgian or English headers are both fine. Mixed headers in the same column are not. If “HORECA” and “Horeca” and “HoReCa Tbilisi” are three spellings of one route, say so in the covering note. We can map them. We cannot guess that “Other” means Kakheti.
Files that look complete and are not
A monthly management total pasted into a spreadsheet has no memory. It will not tell us which accounts moved. A CRM export that drops closed invoices older than ninety days will make the year look like a spring. A file that uses the same product code for a 0.75 litre bottle and a 5 litre bag-in-box will invent a volume story that the warehouse would not recognise.
If you keep two ledgers — one for Tbilisi shops and one for regional wholesale — send both and say how they overlap. We would rather reconcile an overlap than draw two packs that cannot be added.
What not to send
Do not send the accounting password. Do not send a full backup of the ledger. Do not send scans of paper invoices unless the line count is small enough to type; a hundred pages of photographs is not an extract.
A coded customer list is welcome when names are sensitive. The channel mark still has to travel with the code.
A covering note that saves a week
Three sentences are enough: the period you consider closed, how you sell (shops, HORECA, named accounts, vans), and anything you already know is wrong in the file. If Batumi and the rest of Adjara share a customer code, write that down. We would rather start late than start a coastal page we will have to withdraw in the briefing.