ON-DEMAND VIDEO
Most gross-to-net data problems aren't technical failures — they're the result of pricing structures, product hierarchies, and customer master data that were never set up with commercial planning in mind. In this session, Don Baker draws on 14 years of RGM consulting across 50+ CPG companies to walk through the master data foundations that determine whether your trade system and analytics deliver reliable insights — or quietly mislead you.
Key Insights:
- A lot of teams are under-calculating trade spend percentage — Don frequently sees EDLP allowances hidden inside the ERP price rather than planned as spend
- Building your trade system to mirror the P&L is one of the fastest ways to make it unusable for commercial planning
- Fair and equitable customer investment doesn't mean everyone gets the same thing — it means everyone has the same opportunity to earn it
- Most organizations don't have formal data governance, but getting started requires less than you think
- Governance is key, especially when using LLMs to augment your work — AI will generate a confident answer from bad master data just as readily as from good
"What I tell my clients all the time: you've got to hang a number on every function relative to the benefit of the tool. That's the only way to get people's attention."
Don Baker, The Partnering Group
