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Mastering TPM Best Practices for Effective Sales and Marketing Planning

Join us for an insightful session on Trade Promotion Management (TPM) best practices presented by Joel Cartwright, Solution Consultant. This presentation will cover vital aspects of annual sales and marketing planning processes, including ongoing plan management, risk analysis, and gap identification. We'll explore the execution of corporate objectives, customer business planning, and the importance of root cause analysis in settlements. Don’t miss the chance to learn how to effectively manage your sales plan and improve your promotional strategies.

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Mastering TPM Best Practices for Effective Sales and Marketing Planning

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Presentation Transcript

  1. Understanding TPM Industry Best Practices August 12, 2014

  2. Welcome & Housekeeping • Attendees are in “Listen-Only” Mode • Type your Questions into the Chat Box • Q&A will Take Place at the End of the Presentation

  3. Meet Today’s Presenter Joel Cartwright Solution Consultant

  4. TPM Best Practices: Where to Focus? • Planning:CPG Annual Sales and Marketing Planning Process • Planning Analysis: Analysis focuses on-going management of the plan • Risks • Gaps • Opportunities • Plan Settlement: Root Cause Analysis

  5. CPGAnnual Sales and Marketing Planning Process Finalize Plan ******* Update S&OP / Supply Chain ******** Go To Execution > Corporate Objectives PLAN Marketing Planning Brand Plan HQ Sales Planning Plan Review / Revise National Plan Template EXECUTE ANALYZE Customer Business Planning Customer Plans Submitted SETTLEMENT TPM plays a role in HQ sales planning, customer planning, and may support aggregating the bottom up plans Customer Plan Presentation & Collaboration

  6. Once the Plan Year starts, then the Process Focuses On-going Management of the Plan Pay / Settle Plan • Actualize plan as year progresses, view Plan Latest Estimate vs. Objectives • Revise promotions as necessary • View impact of plan revision in forecast • Manage payment / settlement of trade liabilities Execute Analyze

  7. Settlements: Root Cause Analysis Demand Planning MFG Deduction Management • Deductions: Who pays what they are billed? • Short Pays: Deductions Non trade • Off Invoice Allowances • Damages and Swell Allowances • Supply Chain: Demand, MFG, Logistics • Volume and Customer issues regarding the product Logistics Analyze

  8. Best Practices: Desired Results

  9. Time For Questions

  10. Mark Your Calendars! Take the AFS 2 Month Sales Planning Challenge Tuesday, August 19, 2014 12:00 PM ET/10:00 AM MT/9:00 AM PT 19

  11. Connect with AFS Technologies! Complimentary Industry Resources Available 24/7 at www.afsi.com Joel Cartwright joel.cartwright@afsi.com

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