In the fast-paced world of Consumer Packaged Goods (CPG), managing trade promotions effectively is a delicate balancing act. Many companies fall into the trap of relying solely on top-line numbers when managing trade and deductions, missing out on the critical insights buried in the details. Without granular data, it becomes nearly impossible to efficiently track, manage, and optimize promotions—or distinguish valid deductions from invalid ones.
At Adesso, we’ve seen how leveraging a detailed and automated Trade Promotion Management (TPM) system can transform the way businesses operate, keeping both finance and sales teams aligned and empowered. Let’s explore why top-line numbers aren’t enough and how digging into the details can drive better results.
The Problem with Top-Line Numbers
Top-line numbers—high-level summaries of trade spend and deductions—may seem sufficient for tracking promotions, but they create blind spots. These issues arise when detail is overlooked:
The Advantage of a System That Prioritizes Detail
A robust TPM system addresses these challenges by enabling granular tracking and management of trade promotions and deductions. Here’s how focusing on detail delivers results:
A detailed TPM system automates deduction management, providing visibility into individual claims and separating valid deductions from invalid ones. This reduces revenue leakage and ensures that only legitimate claims are paid, saving both time and money.
Granular data allows finance teams to track trade spend in real-time, leading to more accurate accruals. By automating the process of tracking promotions and deductions, finance can spend less time manually piecing together details and more time focusing on strategic priorities.
Sales teams benefit from a system that provides detailed promotion performance at the press of a button. They can see which promotions are delivering ROI, enabling them to adjust tactics in the field and make data-driven decisions that drive better results.
With detailed insights into trade spend and promotion performance, organizations can allocate budgets more effectively. Teams can focus on high-performing promotions and optimize or discontinue underperforming ones.
From Manual Effort to Automated Precision
One of the key benefits of using a system like Adesso’s TPM solution is the shift from manual, time-consuming processes to streamlined, automated workflows. Instead of manually creating detailed reports or reconciling data from multiple sources, the system centralizes everything in one place.
Automated data entry, validation, and reporting reduce human error and free up valuable time for your teams. The result? Greater efficiency, better accuracy, and a clearer understanding of your trade promotions.
How Adesso Keeps Both Finance and Sales Happy
Adesso’s TPM system is designed with both finance and sales teams in mind, addressing their unique needs while fostering collaboration:
With everyone working from the same detailed, accurate data, silos break down, and the entire organization benefits.
The Bottom Line
Top-line numbers might be quick and easy to track, but they don’t give you the insights you need to truly manage trade promotions effectively. By leveraging a detailed and automated TPM system, businesses can:
Adesso is here to help you move beyond the limitations of top-line data and unlock the full potential of your trade promotions. Contact us today to learn more about how our solutions can streamline your trade promotion management process and keep both finance and sales teams happy.