Trade Promotion Management: Where the Process Breaks Down
Trade promotion management data lives in three systems with three owners. 40% of small-brand trade spend goes unmeasured because nobody reconciles them.
EDI Reconciliation Stops at the Acknowledgment. Nobody Checks That the Contents Agree.
EDI reconciliation at most CPG brands stops at the 997. Quantities, prices, and item identities go unchecked across the PO lifecycle.
Contract to Cash: 15-25 Cents of Every Invoiced Dollar Disappears
Contract to cash: of every invoiced dollar, 15-25 cents disappears into deductions, chargebacks, and timing gaps. Most brands never calculate it.
contract to cashrevenue lifecycledeductionschargebackscash yieldCPG operationstrade spend deductions
Channel Profitability Analysis: Your Biggest Channel Is Rarely Your Best Investment
Channel profitability analysis ranks channels by contribution after trade, compliance, and deductions. The highest-revenue channel is often the lowest return.
Retailer Chargebacks: Four Root Causes, Most of the Damage
Most retailer chargebacks concentrate in four root cause categories. How to run the twelve-month diagnostic that maps each one to a fixable data field.
Specialty Food Brand Operational Costs: The Ten Decisions Behind $1.4M-$2.4M a Year
Ten decisions nobody owns drive specialty food brand operational costs of $1.4M-$2.4M a year. Each is answerable with data the brand already has.
The Supply Chain Data Quality Audit Nobody Has Run Yet
CPG deductions run 5-15% of gross sales. Net margins sit at 3-5%. A supply chain data quality audit traces the gap to twelve fields nobody has audited.
Trade Spend Optimization: Where Small Food Brands Lose Control
Specialty food brands spend 15-20% of revenue on trade promotions and can't say which worked. Trade spend optimization starts by connecting three data streams.