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Revenue Management

Our services

Helping you manage and optimise your revenue and profit

We understand how important it is to get the balance right between the volume of product you sell, the price of each item and by how much you spend to achieve that sale.

Our team can help you manage your revenue by developing a number of processes and capabilities that deliver optimal net revenue growth whilst always taking market circumstances into consideration.

We focus on two specific areas of revenue management:

  • The terms, discounts and pricing set by each customer (usually these are hidden costs)
  • The investment into consumer promotions (visible costs)

Terms and Pricing

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How we help

We believe every business should have a standard list price and a structured set of customer discounts that support the category, customer and supplier agenda. The challenge however is usually finding a route from the current situation to that desired end-result. We use a proven process to ensure we can help our clients identify and implement the necessary changes. As a boutique consultancy, we can also work closely with your team to ensure they are prepared to deliver the change required.

What we deliver

Through our consultancy services, we focus on delivering a transition that means our clients are able to reset pricing and terms successfully to deliver positive impact on the P&L.

How we deliver it

Our approach has three main stages; analysis, development and implementation:

Analysis

  • Review all data available and develop a full analysis of the current situation
  • Analyse the quality and 'conditionality' of your terms and discounts using our unique Investment Quality (IQ) tool

Development

  • Develop the optimal plan using an iterative process of ‘design, model, test’
  • Run and assess the impact of a number of pricing and discount scenarios to give you instant visibility of the possible impact on list, gross, and triple-net pricing
  • Suggest a balanced solution that delivers change but is achievable and realistic

Implementation

  • Ensure that the sales team are equipped and capable of delivering the change required
  • Run clinics and workshops to ensure those with responsibility for the change are ready to deliver it

 

Trade Promotions

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How we help

On average, 20% of gross revenue is spent on consumer promotions in FMCG manufacturers. This is one of the biggest costs on the P&L and we often find that return on this investment is questionable.

We work with clients to optimise the spend effectiveness over time, giving you the confidence that you’re investing in the right promotions and helping you to make more informed decisions.

Our approach

We deliver a programme of consultancy and analysis that will see us diagnose current performance, develop a strategy and then implement a process to optimise the investment you are spending on trade promotions – helping you improve its effectiveness over time.

We will:

  • Diagnose current performance
  • Develop tools and processes to improve performance
  • Ensure you have the capability to integrate and exploit the revised trade promotions approach

We have a number of tools that we can use dependent on the level of your promotional spend and complexity.

For more advanced requirements, we offer Prometric - our comprehensive tool built on a multi-dimensional cube. It is fully interfaced with all your data systems, including SAP, and gives outstanding control of trade promotions.

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Incremental gains that can make a big difference

Our philosophy is based on the principles of the aggregation of incremental gains. So whilst the long-term deliverable for our clients is a sales organisation that has the capability, tools and processes to practice effective revenue management, we identify the smaller, incremental goals that help you towards achieving this.

We believe our success and repeat business is testament to the long-term approach we take with our clients.

We're here to help.

If you'd like to speak to the team about how our services can help you, please contact us and we'll be happy to discuss this in further detail.

Get in touch