on the files below to download our insights and implications
into the critical areas of:
Day Low Cost: A Consumer Package Goods Companies Dilemma
leading retailers within the United States are evaluating
a move to request manufacturers to reflect all trade
marketing promotional dollars within the cost of goods,
providing net pricing. On the surface, this form of
pricing appears attractive to both retailers and CPG
manufacturers. The truth is the conversion to this
method poses many management challenges for both parties.
Coverage Dilemma (.pdf format)
latest attempt of a large retail chain to implement
their category management initiatives by assigning
fair share coverage and related expenses
has created a great deal of discussion and concern
within the industry for consumer package goods manufacturers
and sales agents. The implication of these initiatives
for retail sales organizations and those costs associated
with this is staggering. More...
is a Segmentation Model and Why is it Important? (.pdf
succeed over the long term, it doesnt matter
what business you are involved in, as long as you
are working with those suppliers, vendors, customers,
clients or consumers who provide the most value to
your business. A segmentation model is a physical
tool that can be developed within a spreadsheet or
database that provides calculations and rankings for
identified critical elements that are necessary for
you to meet your objectives within a particular segment.
Harmonisation of Trade Terms and Conditions is Important
to a Global Pricing Strategy and How You Do It
summary of Craig MacDonald's presentation to the CIES
Marketing Forum 2002 highlights the key issues affecting
trade terms as negotiated by global retailers and
Marketing Process (PowerPoint format)
Trade Marketing requires a complete package of effective
and efficient Trade strategies, tailored software,
defined policies and procedures, accepted accountabilities,
and effective training. Deeb MacDonald & Associates
has expertise in all aspects of the Trade Marketing
Process based on years of hands on experience in developing
and implementing programs at major companies. This
PowerPoint brief outlines the critical areas in which
Deeb MacDonald & Associates can work with you to develop
an effective and efficient trade marketing process
and program that meets all of your objectives. More...
and printing some of these documents requires Adobe Acrobat.
If you do not already have this program, you can download
it free from the Adobe site.