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 functions like Accounting, Finance, and Demand Planning.
So what is TPM if thought of a methodology? Our definition:
Trade promotion management is the combination of activities executed by CPG Sales teams and adjacent functions to plan and execute sales & “trade spending” – the expenses incurred to secure distribution, pricing, and promotion of their products at distributors & retailers.
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