Every dollar invested must count. In many CPG industries it has become normalised to spend ever increasing complicated trade spend categories with our customers, to be listed and able to reach our customer’s shoppers. Managing customer profitability relies on us managing gross to net spend to achieve the best return on customer investment – making sure that the money we spend in trade is well spent. Whether you work in a large multinational and have access to software based instant data, or record your spend and do your calculations on a spreadsheet – it doesn’t matter. The principles of revenue management will be the same.
This is an EXPERT skill. In this skill we deep dive into a critical cost area for our business – the money we spend in trade
that determines what net revenue
we generate for our categories and brands, so we can demonstrate a strong return on investment
and that we always get ‘something for something’.
CUSTOMERAIDE® REVENUE OPTIMISER
You understand your categories, channels and Customers and outsmart your competitors by backing the right trade spend investments in the right channels with the right Customers. You run your supply chain
efficiently and effectively delivering category growth with your Customer. Your P&L sings happy “Gross to Net” songs.
In this section find in depth resources
to help you get ‘something for something” and become skilled in:
- Gross to net and trade spend strategy and principles
- Managing trade spend effectively
- Optimising revenue – such as credit terms and control, pricing, price point architecture, product mix, promotions, order cycles, forward buying etc
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