The relationship between CPG sales and finance departments, when it comes to trade finance and promotional spending, can often be adversarial. However, as more successful CPG companies turn to a data-driven analytical approach to managing their trade investment, the central intelligence available...
In building our continuing series on Revenue Growth Management, a theme that we see pervading successful CPG organizations is the commitment to optimize the people, processes, data and technology that support any RGM initiative. Deficiencies in any of these areas not only threatens the efficiency...
In reading a recent Consumer Goods Technology social media post calling for input on how companies are addressing the immediate need to move beyond traditional TPM, I was struck by the alarmist tone in an industry that has been trying to address the trade investment paradox for years.
When it comes to managing trade investment, CPG companies can be paralyzed by the overwhelming task of managing incoming data. They rely heavily on manual intervention and cumbersome spreadsheets to glean even the slightest bit of insight. Even those companies that have adopted Trade Promotion...
This is the second installment in a guest-series about best practices in Consumer Goods Revenue Growth Management by experienced CPG and Revenue Growth Management veteran, Mike Downey. Read the first installment, “Uncovering and Maximizing the Revenue in Revenue Growth Management” that identified...
This is the first in a series of Revenue Growth Management (RGM) best practices from guest contributor and Revenue Growth Management and CPG veteran Mike Downey.
The landscape of consumer goods companies increasingly has been spotted with growing data lakes housing a company’s historical data. While these data lakes provide some organization and access to the vast amount of data a company has, there is significant manual work to fish out any insights. As a...
As you read this you are “celebrating” either the end of another quarter or another fiscal year. Whether directly impacted by recent announcements of mergers and acquisitions or feeling the pressure of headlines calling for significant change in the wake of increased margin compression and retailer...
The immense pressure on retailers vying for consumer attention and loyalty is prompting a reinvestment in technology that turns data collection into data-driven actions. Unfortunately, the results of many of these retail technology initiatives leaves manufacturers struggling to keep up – shifting...
The Wall Street Journal article on May 29, 2018 entitled “Food Companies Churn through CEO’s, Desperate for New Ideas” by Annie Gasparro and Jacob Bunge, states that 16 CPG CEO’s representing over $150B in annual revenue have retired or been replaced over the past 2-year period. Some of the more...