Sales Force Automation

Snack Companies Partner Up in Unique Distribution Agreement
One will assume a number of IBO routes from the other in order to continue growing its national DSD distribution network; meanwhile, the other will receive access to that distribution network with expanded opportunity as a key partner brand.
TPM Challenges and Trends
On June 4, 2012, executives from the Trade Promotion Share Group met at the Roosevelt Hotel in New York, NY, during the ninth annual Consumer Goods Sales & Marketing Summit. The group kicked off the meeting by discussing what they are currently leveraging in the Trade Promotion Management (TPM) space, where they are in their TPM journeys, and best practices for TPM success.

Drivers of Value

Faced with increasing commodity price volatility, channel complexity and the persistence of sizable trade budgets, many consumer packaged goods companies are looking to fundamentally change or upgrade their trade promotion management (TPM) capabilities.
Nestle Water Puts SFA in the Cloud

Nestle Water will use a new mobile-based platform in Beijing and Shanghai that connects sales teams to information such as replenishment and promotions in real time from any location, via smartphone providers.
National Tobacco Company Undergoes Sales Force Evolution

National Tobacco Company has doubled its business over the last five years, a feat that it strongly attributes to an adaptable sales force automation system.
Pacific Natural Foods Masters TPM in the Midmarket

Pacific Natural Foods makes gross margin gains with aggressive trade spend strategy.
Former P&G Exec Named Bacardi CEO

President and CEO Samus McBride retires as Edward D. Shirley is appointed to new president and CEO effective immediately.
L'Oreal Taps Accenture CAS for Trade Promotions

Under the agreement, Accenture will assist LOral in improving the use of its trade promotions funds by offering an enhanced view of its trade promotions process.
Kraft Positions Company for Successful Spinoff

Key decisions include realigning the U.S. Sales organization, consolidating U.S. management centers and streamlining the corporate and business unit organizations.
TPM's Role in Demand Planning

During the 2011 Consumer Goods Business and Technology Leadership Conference, a group of CG executives joined together for a lively discussion about TPM. Specifically, they tried to answer the question: What is TPM's role in demand forecasting? Finding the answer was not that easy

Snack Companies Partner Up in Unique Distribution Agreement

TPM Challenges and Trends

Drivers of Value

Nestle Water Puts SFA in the Cloud

National Tobacco Company Undergoes Sales Force Evolution

Pacific Natural Foods Masters TPM in the Midmarket

Former P&G Exec Named Bacardi CEO

L'Oreal Taps Accenture CAS for Trade Promotions

Kraft Positions Company for Successful Spinoff

TPM's Role in Demand Planning