For nearly all CPG companies, trade spending is a critical component of their go-to-market approach. Many companies spend a large portion of their overall advertising/promotion budget on trade spending and yet most companies are uncertain if that investment is driving their business. And many companies have great difficulty tracking, managing and planning their trade funds.

At Dechert-Hampe we believe that trade spending need not be a black box or a black hole. We have worked with many companies to help them more effectively and efficiently manage trade spending. While each company’s situation is unique, we have learned that there are some basic elements that comprise effective trade funds management.

• Effective trade spending should generate strong trade performance that drives volume and share

• Ineffective trade spending can only cause problems
  
  • Spending that cannot be allocated to other, potentially beneficial programs (advertising, consumer promotion, product development)
  • High costs associated with customer loading
  • Reduced corporate profits

• To ensure that trade spending is effective and driving desired results, management must focus on, and elevate the importance of trade funds management.

DHC has extensive experience helping CPG companies manage their trade funds more effectively and efficiently (including managing deductions). Contact DHC to find out more about how we can help you manage your trade budget, including our learning and expertise in the following areas:

• Trade Funds Management – Typical Findings
• Trade Funds Management – Typical Key Corporate Goals
• Trade Funds Management – Best Practices
• Trade Funds Management – DHC Experience
• Assessment & Strategy
• Tools / Systems Assessment / Trade Funds Software Vendor Selection
• Tool Development
• Process Review / Mapping / Re-Engineering
• Key Account Planning
• Analysis & Reporting
• Deduction Management
• Customer Segmentation
• Training & Communication