Every Day Low Cost: A Consumer Package Goods Companies Dilemma (.pdf format)

Several 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. More...

Retail Coverage Dilemma (.pdf format)

The 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...

What is a Segmentation Model and Why is it Important? (.pdf format)

To succeed over the long term, it doesn’t 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. More...

Why Harmonisation of Trade Terms and Conditions is Important to a Global Pricing Strategy and How You Do It

This 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 manufacturures. More...

Trade Marketing Process (PowerPoint format)

Effective 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...