TRADE MANAGEMENT SOLUTIONS
WHITE PAPER SEPTEMBER 2001 CONSUMER PACKAGED GOODS
TRADE MANAGEMENT IN THE CONSUMER
PRODUCTS INDUSTRY
INTRODUCTION design, data mapping, application configuration, setup, the
Say the words “Trade Management” to any number of people implementation and execution of new business processes, and
within the consumer products industry, and you can expect any training development.
number of reactions. To most people, Trade Management
Organizations should manage trade spending:
means dealing with deduction issues. In fact, Trade
1. To automate and improve the current process, transferring
Management plays an integral role within the entire consumer
accountability and control to individual account managers.
goods supply chain. Organizations neglected Trade
Management over the years due to shifting priorities and a lack 2. To eliminate the current system of paper-based
of understanding of Trade Management’s true financial impact. authorization, Excel spreadsheets, word of mouth,
anization can only focus on a certain number of areas at and e-mails.
any given time. First, organizations focused on driving costs
3. To provide field sales reps with an adequate tool to
out of the manufacturing process, then they focused on
streamline forecasting, planning, authorization, and
installation of an ERP system, and now the focus is o
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