Case Study: popchips innovates its trade promotions with fact-based business intelligence
On the verge of its 10th anniversary, popchips relied on manually compiled spreadsheets to track trade spend analytics for 284 product combinations in over 30,000 retail locations across three countries. Too often, the snack manufacturer questioned the accuracy of its data and pursued a more standardized process to plan and analyze trade promotions. After the company eliminated manual spreadsheets and implemented a true Trade Promotion Management (TPM) tool, they were able to streamline processes and commence the journey to optimizing trade spend in a dramatic fashion.
Eye-opening insights were gained within the first six months after implementing CPGToolBox Trade Planner, a Salesforce-based TPM solution with real-time business intelligence based in the cloud, enabling a holistic view of the business, from planning and budgeting, to execution and collections. Sales started entering promotions directly into the CPGToolBox system, which eliminated guesswork and allowed the team to understand exactly how trade spend affects revenue based upon past years and similar events. The system also saved popchips from costly double dipping scenarios when distributors and retailers submitted a deduction multiple times or tried to overclaim on the deduction.