‘Working Trade’ vs ‘Non-Working Trade’

Non-Working Trade

Essentially, by non-working trade, we refer to dollars that do not get to the consumer, do not drive targeted distribution, and do not drive repeat purchase.

Examples of Non-Working Trade

    • OI’s & the Resultant Forward Buying
    • Non-Targeted Slotting/Free Goods
    • Administrative Fees
    • Short Coded Buy Downs
    • Unauthorized Deductions That Need to be Repaid

Working Trade

Working Trade is targeted spending with retailers to drive growth, your brand franchise/equity, and represent dollars reflected at the consumer level.

How Can You Measure This?

While short-term results may be difficult to measure, retailer level case growth is a barometer. Longer-term consumption growth, reduced spending per case, and reduced slotting are key metrics. Also, spending can be evaluated and measured by ROI, ‘cost per incremental case’, and customer profitability longer term.

So When Do You Begin to Evaluate This?

It is important to note that these are not ‘big company’ approaches – companies under $10M address some or all of these areas.

On-Demand Webinar - Working Trade vs Non-Working TradeNatural-Specialty Trade Spending Webinar (On-Demand)

Would you like to learn more about ‘Working Trade’ vs. ‘Non-Working Trade’? We have developed an educational webinar for CPG manufacturers in the natural-specialty segment, and invite you to join us at your convenience for this on-demand webinar. 

Adesso Has NO Clients on the ‘Forbes Top 25 Food & Beverage’ List

Adesso Has NO Clients on the Forbes Top 25 Food & Beverage List

However, We Make a Major Difference Supporting Small-Midsize North American CPG Manufacturers.

by Fred Schroeder

Other TPM providers in our industry have recently touted their penetration for various types of systems across the Forbes Global ‘Top 25 Food & Beverage’ list. Over half of this list is comprised of tobacco, alcohol and durables. However, we do not have, nor do we aspire to have, any clients on this list.

At Adesso, we hire team members that clearly have demonstrated a background and knowledge on the North American CPG market. Additionally, we focus our solutions around the uniqueness, challenges and opportunities. This includes our clients and ‘not yet’ clients who face trade spending every day – in the conventional retail segment and in the natural, specialty and organic segment.

Adesso Earns CGT AwardsThis focus has been recognized consistently by the Consumer Goods Technology (CGT) Readers’ Choice Award. 

This Award annually recognizes the consumer goods industry’s top technology and service providers, as selected by their end users. With Adesso’s “SMB Market Leader for TPM” recognition, the CGT recently cited some of Adesso’s SMB clients. They called the company and its CPG-focused solutions:

  • “Responsive to our needs and always willing to help.”
  • “User-friendly and intuitive.”
  • “A great system to manage trade.”
    “Very accommodating and easy to use.”
  • “Very simple to use — and it works.” 
  • “The Adesso team is great to work with.”

In short, unlike others in our industry, we do not aim to serve the ‘Forbes Top 25 Food & Beverage Companies’, nor global conglomerates. Our client-partners are small to midsize CPG manufacturers in the North American market with similar challenges and opportunities. They look to effectively track and manage their trade spending and become more effective through a community-based approach.

So, If you are looking for the best TPM system, supporting services to improve usage from your team, and eliminate unnecessary administration – all at a fair price with immediate ROI, contact Adesso Solutions. 

And feel free to ask our clients! 

Ease of Use

The Flamingo TPM system is quick to learn, and easy to use. Additionally, we continually update the system based on client input, to further enhance ease of use.

"Adesso ensures a rapid return on investment. It's easy to learn and use, it helps to control trade spend early on in a company's lifecycle, and continue to grow. Overall , Adesso works for all sized companies, and provides one system of truth for the management of trade."
OFarm
Denise Adamich
Controller
"One of our major objectives was to improve accountability. We previously used spreadsheets to allocate GL accounts to the right customers, and were limited to unofficial deal approvals through email. Flamingo TPM is easy to use, and has the functionality we need."
Blue Marble Brands
Steven Boyle
FP&A Analyst

Would you like to learn more about how to better manage your trade spending and deductions? We invite you to explore our Events and Industry Learning resources.

Adesso Solutions Welcomes Diamond Foods to the TPE Community of Clients

Rolling Meadows, IL. December 31, 2017 – Adesso Solutions welcomes Diamond Foods to our community of Client-Partners. As Diamond takes immense pride in offering fresh, high-quality and great-tasting nuts for over 100 years, Adesso is proud to partner exclusively with small to medium sized CPG manufactures in North America to measurably, progressively, and systematically improve our clients’ trade promotion effectiveness over the short and long term, through systems, services, community & fun.

“The Adesso team understands the CPG industry, and has done a nice job of thinking through capabilities we need today and might need in the future,” said Willie Enck, Director of Sales, Diamond Foods LLC at Adesso’s recent TPE Community Conference.

For additional information, we invite you to visit us online at http://www.AdessoSolutions.com/LetsMeet, or contact Karin Souren, Director of Marketing at ksouren@adesso-solutions.com or 847-342-1095 x4031.

Adesso Solutions Awarded 2014 CGT Reader’s Choice Award for Trade Promotion Management

Rolling Meadows, IL (January, 2014) – Adesso Solutions, a leading provider of trade promotion management solutions for small to midsize consumer packaged goods manufacturers (SMB CPG), announced today that they were selected by the readers of Consumer Goods Technology (CGT) as one of the top 2014 trade promotion management (TPM) solution providers.

“Adesso is pleased to again be recognized this year as an industry leader in the TPM solutions category and wishes to thank the readers of CGT for this important industry award”, says Fred Schroeder, Adesso President & CEO.

About Adesso Solutions
Adesso Solutions is a leader in delivering Trade Promotion Effectiveness for small and medium sized Consumer Packaged Goods manufacturers. Adesso leverages their long history and deep expertise in the industry and a unique suite of solutions including an online community for client collaboration, an all-encompassing TPM (Trade Promotion Management) product on a cloud-based SaaS common platform (.Net), and unique consultative services to maximize the trade promotion effectiveness for the whole client community.

For more information, visit AdessoSolutions.com or call (847) 342-1095 Ext 4010.

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