Measuring Return on Investment (ROI) with Customers

Key benefits:

• Ability to make informed investment decisions based on ROI
• Formulate effective sales implementation strategy based on optimal efficiencies and ROI
  Need  

A large FMCG company spends large amounts of money annually investing in promotions with major retailers. The company wanted to identify the most effective way to spend budget with highest ROI, as well as an effective implementation and accountability plan for the sales team.

Approach

A detailed analysis and identification of gross margin return on investment was performed. Various financial models were developed across retailers and products optimising return on investment. Workshops with sales teams were held to develop implementation guidelines and tracking scorecards.

Solution

Comprehensive analysis and plan for promotional negotiations across retailers based on optimised ROI was delivered to the customer with a sales delivery and tracking scorecard to ensure promotional success.

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