Route to Market

Dist/Indirects

You sell to distributors who then sell to indirect retailers.  Retailers may be supplied by one or more different sources.

Overview

When your customer is a distributor that then sells to indirect retailers, BluePlanner has extensive capabilities to support sales planning and trade spend management.  Each retailer’s customer record identifies their source (or sources) of supply.  In volume planning, this is used to deliver reporting and planning that clearly shows and rolls-up volumes planned at the retailer level in relation to the distributor that is the source of supply.  In addition to importing actual sell-in (shipments) to the direct customer and actual sell-out (point of sale) at the retailer, BluePlanner can also import distributor depletion data; sale from the distributor to the retailer.  Finally, when distributor shipment data is not available, UpClear Data Services can create this slice of data using your shipments to the distributor and an allocation methodology to create indirect customer data.   

Distributor upcharges are incorporated into pricing, and the “Payments” module is used to align promotion spending deducted by the distributor to the indirect customer(s) where the funds are spent. 

Related Capabilities

TPM

Trade Promotion Managment

Supports annual planning, execution, and analysis of accounts.
Learn About TPM
TPO

Trade Promotion Optimization

Augment TPM with added intelligence, simulations and reporting capabilities.
Learn About TPO
IBP

Integrated Business Planning

Provides capabilities to support annual operating plan definition.
Learn About IBP
RGM

Revenue Growth Management

Facilitates advanced analysis by providing deeper insight into margin opportunities.
Learn About RGM

Use Cases for Dist/Indirects

Related Resources

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