Timing for TPM: Fast Setup for Quick Wins

Consumer goods companies adopt Trade Promotion Management (TPM) because they need better, faster visibility into business performance, greater control of trade funds, and more efficient execution of the process- from planning to deduction reconciliation.  Often, the goal is to start using TPM when planning for a new year starts.  However, competing priorities, and/or the preconception […]

The Trade Spending Tidal Wave & How Pros Ride it  

The money you spend on promotions -trade spending – is like the kind of tidal wave that big wave surfers search for.  These waves start out small but grow into monsters as conditions change in an environment that is conducive to chaos.    If you haven’t ridden the wave yet, this article will help you understand […]

TPM & the Full Trade Spend Suite

What is TPM, TPO, IBP, and RGM?  Like any growing business, there are growing pains, and certain points where the shift to a tech solution becomes imperative. Every consumer goods’ brand has seen different points of the sale process become more difficult with growth, especially managing promotions, trade spend, and deductions. These take up more […]

UpClear’s BluePlanner Selected by Ripple Foods

Ripple Foods is a California-based maker of plant-based dairy alternatives. The company, which produces delicious dairy-free Milks, Protein Shakes, Half & Half, and Frozen Desserts, initiated a TPM search in April 2021 after identifying a need for a robust system to support planning and deduction management. They selected UpClear’s BluePlanner TPM (Trade Promotion Management).     “After a […]

How to Keep Up with Deductions

…and Why you Need More than a Reason Code In Consumer Goods (CG), a short payment is a customer paying you less than the invoice price because, they contend, you owe them money.  Deductions are the transactions on the customer’s remittance that make up the difference between invoiced amounts and what they pay…and they are one of the most complex processes that Consumer Goods companies have to manage.  Customers deduct for everything […]

What to Expect from a Well-Run Sales Planning & Trade Management Process

This session from the April 2021 virtual LEAD Marketing Conference outlines the expectations that participants should have of their sales/promotion planning and trade spending management processes. Rajeev Prabhakar and Kurt Kaiser of UpClear explain the benefits to sales, marketing, finance, and demand planning functions, and strategies for improvement if these expectations are not being met.  CPGmatters is […]

ClearTalk Live: How TPM works with ERP

Who this is for   Direct: Emerging Brand Consumer Packaged Good (CPG) Sales Leaders, Sales Operations/Planning, Trade Marketing, IT  Adjacent: Finance/Accounting, Demand Planning   Preview  Trade Promotion Management (TPM) is a tool for CPG HQ Sales/Trade Marketing, & Field Sales with connections to Finance/Accounting and Demand Planning.  In the field, TPM supports account planning, execution and settlement processes.  At HQ, TPM helps manage account teams & control spending.  Furthermore, it helps accounting settle deductions, and provides inputs to Finance and Demand Planning […]

Trade Promotion Management for Emerging Brands

trade promotion management software

What is TPM & How does it Help Emerging Brands To many, Trade Promotion Management (TPM) is tool used by sales teams in the Consumer Packaged Goods (CPG) industry.  But if you strip away the tool, TPM is actually just good business practices that are used in the work done by sales teams and adjacent […]

Invoice accuracy: What happens when customers don’t get the price they expect?

Off invoice allowances are one of a couple of methods consumer goods manufacturers use to exchange money with their customers. Getting these transactions right is important because it delivers the pricing that is expected by customers.  It is the result of promotional, pricing, or other contracts set up between the manufacturer and customer.  The process crosses multiple teams that need timely, accurate information.  When it doesn’t go smoothly, time-consuming, unproductive tracking and tracing work is created, and the very thing you want to prevent – deductions […]

What you lose tracking promotions with Excel

If you are a small, growing brand, chances are you are using Excel to track promotions. You probably have a shared drive set up to store important documents, like contracts. There are email strings for approval and conversations about price points and allowances. When a brand is starting up, it works. But if your business has grown to a point where you have added salespeople/brokers and you have distribution with national retailers and distributors, the money you are spending on pricing and promotions is growing, margin is eroding, and questions are coming. What was once a single spreadsheet you could […]

Paying for Promotions: How It’s Done

This article focuses on the common types of mechanic and trade investment used around the world.  Promotional investment normally can be split either by time: Long-term: i.e. from 12 weeks up to one year (any discount given to a customer that is more than a year isn’t a promotion and should really be captured as […]