trade promotion management

Wrong People on the Bus?

By | Demand, Market-Driven | No Comments

Most people assume that great bus drivers (read: business leaders) immediately start the journey by announcing to the people on the bus where they’re going—by setting a new direction or by articulating a fresh corporate vision. In fact, leaders of companies that go from good to great start not with “where” but with “who.” They start by getting the right people on the bus, the wrong people off the bus,…

Read More

…and then there were none?

By | Demand driven, Supply chain excellence | One Comment

  As I child, I spent hours on my bed reading books.  One of my favorites was Agatha Christie’s detective novel, “And Then There Were None”.  In this book, ten people, guilty in the deaths of others, have escaped punishment; but are tricked onto an island.  Each guest is mysteriously murdered one by one, until there were none.  It parallels the nursery rhyme, Ten Little Indians.  It is one of the…

Read More

Revenue Management: Beyond Smoke and Mirrors

By | Demand driven, New technologies | No Comments

Improving revenue management –which includes the management of multi-party trade settlement (sometimes dubbed bifurcated trade management) — is an equal opportunity for all supply chains.  No matter whether you are in a consumer, high tech, life sciences, or chemical supply chain it is a major source of cost, waste and frustration.  Executives often will ask, “Why can’t we get this right?”  I laugh and empathize.  What seems so simple is…

Read More

My Take: Accenture Buys CAS

By | Demand driven | No Comments

Last week, Accenture announced the purchase of CAS, a trade promotion technology provider in consumer products, for 1X revenue.  CAS, a German company, is a niche solution vendor for the consumer products manufacturing market.  The company’s solution has two distinct product sets: trade promotion management (TPM) and mobility for retail execution.  The CAS solution has limited functionality for Trade Promotion Optimization (TPO).  To get the scoop, we spoke to Accenture,…

Read More

Turning up the Heat: A Hot Topic on a Hot Afternoon

By | Demand driven, Downstream data | One Comment

“I have given up that I will ever find an ideal trade promotion solution, ” J&J presentation, Consumer Goods Technology Event, June 2010 They crowded together in stifling heat at the Roosevelt Hotel.  A group of 42 consumer product executives gathered to discuss Trade Promotion Management (TPM) in the Consumer Goods Technology (CGT) Share Group. It is a hot topic that become hotter as the day progressed. Turning up the heat Procter…

Read More