Expo West 2023 Hosted Education Session (Key Moments)

EXPO WEST 2023

Hosted Education Session - Key Moments

Managing Growth Through Economic Turbulence

SPEAKERS:

Fred Schroeder

President & CEO,
Adesso Solutions

Nicolas McCoy

Managing Director & Co-Founder, Whipstich Capital

Clara Paye

Founder,
UNiTE Food

Tara Burkley

Strategic Business Development Director,
New Hope Network

At this Natural Products Expo West 2023 Hosted Education Session, Adesso’s President & CEO, Fred Schroeder joined Nick McCoy of Whipstitch Capital, Clara Paye of UNiTE Food and New Hope Network’s Tara Burkley for a conversation on how to strategically manage your business and understand your trade spend to grow responsibly.

During this session, moderated by Nancy Coulter-Parker, we shared expert advice and predictions for the future of CPG and outlined top tactics for staying ahead of economic challenges, technology shifts and retail opportunities.

We invite you to pick from key moments of greatest interest to you below.

Key Moments

Improving Efficiency is Key to Scaling

Nick suggests companies can become more efficient by pulling a few key levers on the P&L, especially trade spend, freight, and COGs (packaging, tolling & ingredients).

Getting Comfortable with Trade Spending and Working With Distributers in the CPG Industry

Tara reviews the New Hope studies, and how newer companies in the industry are scared to leverage trade spending to grow, which is a common pain point for the industry.

Understand the Level of Expense Trade Spending is for Manufacturers

Fred reviews the main expenses on the P&L, including the surprise to many manufacturers who typically  view their trade spending as 15-20% of their gross revenue on trade spending, but often it turns out to be 40% when they look back.

How is Settlement Process of Deductions Similar to "Doing The Dishes"?

Adesso addresses trade spending in a structured process that includes much more than deduction management. Following this process enables analysis, which enables the manufacturer to improve effectiveness and leverage trade to drive more revenue and volume.

What are the Challenges Small Brands Face When Dealing with Distributors?

Clara discusses Off Invoice deals (OIs), as a necessary part of doing business with distributors. But how do you address over-buying? How do you push back if you see they already have excessive inventory in the DC?

Adesso's Trade Spend Strategies for Maximizing Savings and Investing in Customer Relationships

Clara points out that Adesso addresses trade promotion management from a customer-centric perspective, as she and Nick discuss the importance of looking at the pain points of the customer and buyer to help them be better at their jobs.

Quantify Trade at Each Customer to Evaluate SKU Performance & Avoid Losing Money

Fred reviews an example where a company gave away a free case per store, but the product did not sell as quickly as expected. With additional allowances & deductions, this resulted in no revenue with a cost per case of $197 to give product away.

The Challenges of Coupon Accounting for Small Brands

Nick reviews the challenges a small company needs to watch out for from an accounting perspective, as well as what promotions will be effective spending once you add it all up.

The Impact of Covid-19 on Trade Margins for Companies

Nick discusses how smaller vs. larger companies were able adjust trade and pricing during the pandemic. 

How Can We Help You?

If you would like to have a conversation about how we can help make your trade spending more effective through trade planning and deduction management in the Flamingo TPE Solution.

Expo West 2023 Hosted Education (Full) Session

EXPO WEST 2023

Full 1:22 Hour Hosted Education Session

Managing Growth Through Economic Turbulence

SPEAKERS:

Fred Schroeder

President & CEO,
Adesso Solutions

Nicolas McCoy

Managing Director & Co-Founder, Whipstich Capital

Clara Paye

Founder,
UNiTE Food

Tara Burkley

Strategic Business Development Director,
New Hope Network

At this Natural Products Expo West 2023 Hosted Education Session, Adesso’s President & CEO, Fred Schroeder joined Nick McCoy of Whipstitch Capital, Clara Paye of UNiTE Food and New Hope Network’s Tara Burkley for a conversation on how to strategically manage your business and understand your trade spend to grow responsibly.

During this session, moderated by Nancy Coulter-Parker, we shared expert advice and predictions for the future of CPG and outlined top tactics for staying ahead of economic challenges, technology shifts and retail opportunities.

We invite you to watch the full hour and 22 minute educational session to the right.

Click to Watch Full Session

How Can We Help You?

If you would like to have a conversation about how we can help make your trade spending more effective through trade planning and deduction management in the Flamingo TPE Solution.

Educational Natural-Specialty Trade Spending Webinar

NSWebinar

We Invite You to Join us for a Natural-Specialty Trade Spending Webinar

Trade spending in the Natural-Specialty segment is highly complex. Most emerging manufacturers lack the time to both manage this expense, and then leverage the opportunity to grow their businesses through a sound strategy – based on achieving your KPIs. Today, most manufacturers are using Excel, however, there is a simpler, more effective and cost-efficient approach. It not only manages this significant expense, but enables strategic growth, consistent with your overall company objectives, to drive the rapid and profitable growth you need to scale.

Would You Like to Learn to Leverage Trade for Strategic Growth?

During this webinar, we will share some of the successful practices and approaches our clients have used to grow their business, reduce trade spending on a ‘rate per case’ basis, and achieve repayment for unauthorized deductions/chargebacks. We will also share information we have gathered on trade spending in the Natural-Specialty segment in general and some categorization of trade that clients leverage to manage their business.

Webinar Overview

  • Review the current situation around trade spending today.
  • You’re spending more than you think – understand it, and learn what you’re getting for the investment.
  • Compare ‘working’ vs. ‘non-working’ trade.
  • Discuss how to improve your trade effectiveness in a progressive, structured fashion.
  • Provide real examples of companies addressing trade effectiveness and growing their business.

Cost: Complimentary!

We hope you can make it, and look forward to the opportunity to speak with you soon!

Contact Us or visit us on LinkedIn for info onupcoming sessions!