Industry

Consumer & Retail
Consumer Products

Company Profile

  • €10bn company annual revenue
  • Global beverage and spirits company with several iconic brands
  • €2bn in scope

Situation and Objectives

  • Define targets and requirements of the new trade terms system
  • Simulate and calibrate the new trade terms structure
  • Revise processes to grant and monitor trade terms
  • Prepare the implementation of the new system

Approach

Results

  • New trade term guideline defining and describing all types of terms and conditions to be used in the customer contracts
  • Simulation tool to prepare the implementation of the new system with all customer
  • 1-to-1 training sessions with all key account managers (new system, sales excellence, negotiation tactics)

Impact

  • More and better performances by retail partners
  • Reduced price risks
  • Increased credibility with customers
  • Higher profits

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