Gaining a stronger foothold in China was a key priority for a leading nutrition company. Managing trade promotions in such a diverse market proved complex; it dealt with 75 distributors and over 38,000 retailers, many of them small stores. To improve profitability and compliance, the company wanted to move to a full reimbursement model that requires distributors to prove that the promotion took place and pay retailers promptly. It collaborated with Accenture to enhance trade promotion processes and implement the Accenture CAS TPM solution for 235 users.
Using Accenture’s innovative Accelerator implementation methodology, the team minimized customization and got the solution up and running in only a few months. Now that the company has an automated system, employees no longer need to toil over paperwork and can track promotional spend from planning to post-event analysis. The solution has helped the company launch new products into the market with special promotions. Built-in controls help to limit spend. The company is using the solution to help identify the most profitable promotions and reallocate spend accordingly to improve profitability.