Trade Marketing Process

Deeb MacDonald
&
Associates, L.L.C.
 Trade Marketing Development
• Brand Strategy /Trade tactics review
• Structural analysis and recommendations
• Roles and responsibilities development
• Trade marketing process development
• Sales management process development
• Cash application process development
• Customer payment development
• Deduction management process development
• Analysis and reporting development
 Structural Analysis
• Determine Key Stakeholders
• Analyze structure and organization
• Analyze roles and responsibilities
• Develop recommended structure
• Define roles and responsibilities
 Strategy/Tactics Review
• Review strategy vs. market and customers
• Review strategy vs. competition
• Develop promotional guidelines
• Develop tactical promotion menu
• Communicate to stakeholders
 Trade Marketing Process
Development
• Review Trade goals and objectives
• Determine budget methodology
• Build customer/market structure
• Develop promotion menu
• Develop planning tools
• Develop budgets and management tools
• Build analysis process
• Build audit process
• Develop reports
 Sales Management Process
• Develop field planning process
• Develop calendar for key milestones
• Develop Sales/Broker funds management
process
• Develop quarterly review process
• Develop field reports
• Develop and conduct field training
 Cash Application Process
• Track order to cash
• Develop identification process
• Develop application process
• Tie into reporting systems
• Develop reports
Customer Payment Development
• Develop off invoice application
• Develop draft or 3rd party payment program
• Develop Trade Marketing system interface
• Develop reports
 Deduction Management
• Develop identification process
• Develop interfaces within company
• Develop field communications
• Develop clearing process
• Develop collection process
• Develop reports
 Analysis and Reporting
Development
• Develop promotional analysis process
• Develop budget analysis tools
• Develop and Provide reports to all
stakeholders