We helped the company improve trade spending return on investment, design consistent processes and policies to improve control and visibility, and reduce the level of effort required to manage the trade promotion process.
The consumer goods company realized that it was generating a negative return on investment (ROI) on its trade promotions. The company also identified that each account team had defined its own tools and processes for planning trade spending, which made it time consuming to combine the individual plans and determine overall spending levels accurately.
This hampered the company’s ability to compile timely and accurate accounting information, ultimately leading to distrust between the company and its field representatives. In fact, the problem ran so deep that it was difficult to establish a baseline of factual financial data from which to implement a solution.