The Business Challenge
A leading regional business identified the need to establish a group wide trade terms structure that: - drives behaviour based terms that are self funding, leveraging the experiences of other international suppliers and retail organisations – ‘Best in Class’
- supports and enables strong commercial propositions to customers
- addresses and reverses the current adverse trend of increasing trade spend as a % NIS
- embeds the capability to confidently deploy the new trade terms approach and structure.
Strategy into Action Business Results
A coherent and defensible trade terms framework based on clear value and efficiency driving principles
Consistency and alignment of commercial discussions at both a “top to top” and “buyer / seller” level A framework for driving group wide consistency of trade terms architecture that enables clear benchmarking, removal of areas of inefficiency or exposure, defensibility vs trade concentration (M&A) and /or new customer entrants
A reduction in non productive trade terms investment and improvement in overall investment as a % of NIS value
|
