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 when discussing working trade vs. non-working trade.
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. Feel free to reach out on LinkedIn to learn more about Adesso.
Trade Spending is a major area to address for CPG manufactures both in the Natural-Specialty and conventional retail segments. Most companies have limited visibility and are spending a lot more than they think. Few companies have a comprehensive approach to address it. There is a much better alternative than using spreadsheets for addressing the complex issues surrounding trade planning and deduction management. So, what is the difference between TPE vs TPM?
Trade Promotion Management (TPM)
TPE vs TPM.. Trade Promotion Management is the industry term for the process of managing the entire life-cycle of trade promotions within a software solution. It includes the Annual Operating Plan, Customer Planning, Customer Execution, Settlement (Reconciliation) and Analysis.
So, Then What is TPE?
Adesso goes well beyond TPM to deliver the steps required to not only manage our clients’ trade spending, but to maximize its effectiveness. Therefore, we have developed a unique approach that includes a combination of business processes, best-in-industry and easy-to-use systems, as well as effectiveness services to help clients take appropriate steps that build upon each other to achieve Trade Promotion Effectiveness (TPE) so they can relax about managing their trade.
Rolling Meadows, IL. (October 10, 2018) – Adesso announced another successful client event, The ‘Trade Experts Council Conference’. As one of Adesso’s TPE Community events, it saw a 30% increase compared with last year, and an increasing representation of clients in the community. This conference focused on 3 new initiatives, along with revealing the latest release, Summerland Key, and an in-depth and extensive session on system suggestions for Flamingo TPM, Adesso’s TPM system. The new initiatives included:
The formal launch of the AdessoU training program, which has already trained over 200 Flamingo TPM client and broker partner users to-date across various aspects of the system, resulting in broader usage, effective change management and stronger partnerships.
The launch of the Smart Dashboards reporting platform, along with the various elements and ongoing plans.
The exclusive Sales Leadership Community, a share group for senior sales executives to address both trade spending best practices and discuss key industry opportunities relevant to SMB sales leaders.
“Our demonstration of Adesso’s Smart Dashboards reporting was a key session of the conference,” said Fred Schroeder, President & CEO. “Especially the resulting business benefit discussions for current usage and input into future enhancements, based on client needs for analyzing their business for improved trade effectiveness.”
Steve Huisenga, Vice President of Sales at American Pop Corn Company said, “The conference was informative, and I learned a lot as always. I am excited about Adesso’s new initiatives, particularly the Smart Dashboards for more robust reporting, and updates to the Offline Planner. The Sales Leadership Community is yet another great example of Adesso listening and providing expertise for SMBs to be more effective with trade. It is also great to share ideas and collaborate with other CPG manufacturers.”
About Adesso Solutions Adesso Solutions is a leader in Trade Promotion Effectiveness for small to midsized CPG manufacturers. Adesso leverages a long history and deep expertise in the industry, and offers the all-encompassing Flamingo TPM system, unique System Effectiveness Services, Trade Analysis & Planning Services, and an active community for client collaboration. https://www.adessosolutions.com
Adesso’s Offline Planner – Trade Planning Solution Completely Integrated with Flamingo Trade Promotion Management System
Rolling Meadows, IL. June 22, 2018 – Adesso Solutions announced today the ‘Vaca Key’ Offline Planner Release, which enables clients’ sales organizations to reap additional benefits of having a planning solution, which is completely integrated with the Flamingo Trade Promotion Management System.
The recently launched Flamingo TPM ‘Key West’ Release enhances the existing technology and Software as a Service (SaaS) model for Flamingo TPM, and is also a springboard to take advantage of the improved Offline Planner. As clients are currently in the process of migrating to ‘Key West’, the Offline Planner ‘Vaca Key’ Release is also implemented, further improving technology and communications with the Flamingo TPM system. It also continues ease of use improvements for an even smoother experience with Adesso’s ‘Excel look and feel’ annual trade planning solution.
“Field sales people are comfortable doing their planning in Excel. We have found that with every trade system,” said Fred Schroeder, President & CEO at Adesso Solutions. “The Offline Planner enables faster, more analytical planning in a simple, Excel-like system, without errors. Then to link it seamlessly to Flamingo saves folks literally hundreds of hours of re-keying & errors – real savings & better planning.”
“We are excited to get clients on the Offline Planner Vaca Key release as quickly as possible,” said Keith Peers, Senior Vice President of Strategic Initiatives at Adesso. “Invitations to register for training webinars will be going out directly to our client community, as well as their broker partners, to ensure that all users are trained and ready for the new functionality with the Offline Planner.”
For more information about Adesso’s systems and services, as well as the ongoing release process, please contact Karin Souren, Director of Marketing, at ksouren@adesso-solutions.com.
About Adesso Solutions Adesso Solutions is a leader in delivering Trade Promotion Effectiveness for small to medium sized Consumer Packaged Goods manufacturers. Adesso leverages a long history and deep expertise in the industry, and offers the all-encompassing Flamingo TPM system, unique System Effectiveness Services, Trade Analysis & Planning Services, as well as an active community for client collaboration. https://www.adessosolutions.com
Rolling Meadows, IL. May 31, 2018 – Adesso Solutions announced today the latest Flamingo release, and the Trade Promotion Management (TPM) System’s first migration to the east coast with this release being… Key West!
After a series of releases in the last 3 years, creatively named for west coast beaches, major new client growth and significant technology upgrades created the need for a foundation to move forward. Where better to relax than Key West!
This new foundation includes automated QuickBooks setups, a Software as a Service (SaaS) model for Flamingo and other new improvements. It is also a springboard to take advantage of the improved Offline Planner and Smart Dashboards – both being released prior to the summer season and in time for 2019 retailer planning – for existing and soon to be clients alike. As always, Key West’s functionality is rooted in client recommendations, broader client confirmation and Adesso’s deep industry experience. Over 60% of this added functionality improves ‘ease of use’ for field sales & broker partners, enhancing Flamingo’s position as the easiest to use TPM system on the market.
“The span of the Key West release is across technology, our Flamingo TPM System, as well as our extended services,” said Rich Jones, Executive Vice President of Technology at Adesso Solutions. “Upgrading to Key West also provides the basis to take advantage of other Adesso TPE solutions going forward and has been integral to our long term strategy.”
“We are excited to get clients on the Key West release as quickly as possible.” Said Keith Peers, Senior Vice President of Operations at Adesso. “Invitations for registration to Key West Release webinars and our new, expanded training service will be going out directly to our client community, as well as their broker partners, to ensure that all users are trained and ready for the new functionality.”
For more information about Adesso’s systems and services, as well as the ongoing release process, please contact Karin Souren, Director of Marketing, at ksouren@adesso-solutions.com.
About Adesso Solutions
Adesso Solutions is a leader in delivering Trade Promotion Effectiveness for small to medium sized Consumer Packaged Goods manufacturers. Adesso leverages a long history and deep expertise in the industry, and offers the all-encompassing Flamingo TPM system, unique System Effectiveness Services, Trade Analysis & Planning Services, as well as an active community for client collaboration. https://www.adessosolutions.com
Adesso Solutions announced today their 5th annual TPE Community Conference, which will take place the week of March 25, 2019. This annual Trade Promotion Management event will take place at Disney’s Boardwalk Inn & Conference Center.
We encourage all client-partners to make their calendars for this annual community event! More details will follow in the coming weeks.
About Adesso Solutions
Adesso Solutions is a leader in delivering Trade Promotion Effectiveness for small to midsized Consumer Packaged Goods manufacturers. Adesso leverages a long history and deep expertise in the industry, and offers the all-encompassing Flamingo TPM system, unique System Effectiveness Services, Trade Analysis & Planning Services, as well as an active community for client collaboration. adessosolutions.com
Is Trade Spending a Significant % of Your Revenue?
Trade spending is often well over 25% of revenue for most CPG manufacturers. How does this compare to yours?
Are you looking for an easier and more accurate way to manage trade?
You may want to know more about a Trade Promotion Management (TPM) solution that’s tailored specifically to YOU, and that works for your budget. It is less time-consuming and less prone to errors and inaccuracies than using spreadsheets. Your entire team has access to real-time, accurate information of your trade spending.
Why Adesso’s Flamingo Natural-Specialty TPM?
Flamingo Natural-Specialty TPM is a complete Trade Promotion Management system, specifically suited for your business, with supporting services that will help you make the best of your investment.
❶ It’s extremely affordable…
Historically TPM systems were too costly for the Natural-Specialty market. We have addressed that, and have the only system that is tailored to YOUR budget. You get the value of a full trade system, and we handle the administration.
❷ It’s quick to set up…
How do we do this?
All interfaces are pre-built and configured, so we get you set up immediately. In fact, you can be up and running within a week!
❸ It’s easy to use…
Flamingo Natural-Specialty TPM is intuitive to use, and has built-in reminders and alerts that guide you when there is something you need to take care of to better manage your trade spending.
In addition, we train you and your team…both initially, and ongoing.
Do you use QuickBooks?
Flamingo even talks to your QuickBooks, to make management of your promotions and manufacturer chargebacks (MCB’s) on a regular basis even simpler!
“Flamingle” with us!
We’d love to meet you!
Let’s have a conversation to see what Flamingo Natural-Specialty TPM can do for YOUR trade spending budget!
Rolling Meadows, IL (March 30, 2017) – Adesso Solutions announced today they will be attending and participating in this year’s Promotion Optimization Institute (POI) Summit at the Chicago Marriott Downtown on April 5-7. The theme of this year’s Spring POI Summit is ‘Fusing Digital and Trade Strategies to Drive Mutual Growth – Taking your TPM TPO and Advanced Analytics Capabilities to the Next Level.’ Adesso’s approach to Trade Promotion Optimization for their small to midsize clients is that it is more than just software. By partnering with clients, Adesso joins them in their journey with an easy-to-use TPM system that continues to evolve, supporting services that bring the system to life, and a client community that offers regular opportunities for collaboration and industry learning.
Rolling Meadows, IL (April 22, 2016) – Adesso Solutions concluded another successful TPE Community Conference yesterday at Disney’s beautiful Yacht Club Resort and Convention Center. With a significant representation of clients in the CPG manufacturer industry, as well as guest speakers and Adesso’s internal team, attendees participated in interactive Trade Promotion Effectiveness group and panel discussions, industry-wide updates and learnings, and networking opportunities in Disney World’s creative and magical venues.
“The conference was very well put together.” said Tim Curtis, Controller at Olivio Premium Products. “Overall an enjoyable experience, with a great deal of learning and understanding of the direction of the Flamingo product. I loved the guest speakers, so it was fun at the same time.”
Keynote speaker, Rudy Ruettiger of the movie “Rudy” spoke about overcoming obstacles to get on the football team at Notre Dame, and received a standing ovation for his presentation about the journey he has taken, and how this journey has contributed to his successes in life.
At the conclusion of the conference, guest speaker and industry expert Dale Hagemeyer of Promotion Optimization Institute offered his reflections: “Lots of engaged people here at the Adesso event, looking to do the trade promotion thing better. The key to promotion is to move from transactional to analytical…to drive insights. It’s because insights are the currency of collaboration, real effectiveness.”
Vernetta McDowell, Director of sales and Operations at Reynolds Brands stated, “We got to really see for ourselves that some of what we take as challenges that are unique to our business really aren’t, and that as a collective community we’re all experiencing the same sorts of challenges. And not only hearing of challenges, but seeing how other groups have dealt with them has allowed us to walk away with some best practices. The other thing that was a key takeaway for us was looking at the next two iterations of Flamingo that are on the horizon. Some of the things that we are looking for have already been solved! Also, some of the things that we didn’t even really know are challenges for us, we’re seeing that there are some solutions out there, and realized we didn’t even know we needed that – but we do need it – and plan to take advantage of some of the features coming up.”
Client feedback has been overwhelming in continuing this annual event in the current location, and plans are already in place for the 2017 conference. “As always, this conference was a great opportunity to interact with our client community for a few days in a location that everyone enjoys,” said Fred Schroeder, President & CEO of Adesso Solutions. “The evolution of our clients’ Flamingo product is guided, to a large extent, by the business discussions that take place during our conferences, and it is a pleasure to discuss with them in a live group setting what’s coming up next, as well as how easy it is for them to migrate to the new release, which will bring their company to the next stage in their journey to Trade Promotion Effectiveness.” 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 a TPE community for client collaboration, an all-encompassing TPM (Trade Promotion Management) system on a cloud-based SaaS common platform (.Net), and unique consultative services to maximize the trade promotion effectiveness for the whole client community.
Rolling Meadows, IL (February 29, 2016) – Adesso announces “Santa Monica”, the 7th release of their Flamingo Trade Promotion Management (TPM) System since its launch in April, 2013. Santa Monica builds upon leading edge functionality and ease of use required by Consumer Package Goods and Consumer Goods manufacturers today. It has received very positive support from long term clients, numerous new clients and industry analysts alike.
“The Flamingo Santa Monica release has numerous enhancements, all recommended and supported by our clients. These cover 4 distinct categories that we put into every release,” indicated Fred Schroeder, President of Adesso Solutions. “From exciting new Wow’s, Feature Enhancements, User Experience & Ease of Use Items and also Technical Enhancements to keep Adesso clients on the leading edge. This all assists our clients maximize their Trade Promotion Effectiveness.”
There are both major and minor advancements in Santa Monica. The major ones range from an upgraded “alerts module”, to more dashboard KPI’s, an upgraded search and deal calendar, and significantly enhanced reporting. Together, they provide the ability to make smarter, timelier decisions with greater visibility into viewing your trade spending vs. budget. Second, we continue to enhance the Offline Planner to simplify planning for users, while seamlessly integrating the information with the system.
The next Flamingo release is scheduled for late Spring. 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) system on a cloud-based SaaS common platform (.Net), and unique consultative services to maximize the trade promotion effectiveness for the whole client community.
Natural-Specialty Trade Spending Webinar (On-Demand)
Trade Spending is a major area to address for CPG manufactures both in the