True or False: Planning Trade Events with Spreadsheets is Easier and Faster

The answer is false!  Yes, the overall process of formulating promotions across multiple retail partners is time consuming, but CPG manufacturers continue to deny the benefits that come from planning directly in a TPM solution because ‘Sales doesn’t have time.’ Too often, senior management puts the brakes on implementing TPM technology because they believe Inputting hundreds of trade promotion plans into a systemized tool requires an excessive amount of time. Another favorite excuse: Sales needs to focus its time on selling, not relearning how to build plans in an overly complicated TPM solution. These objections beg an answer to a major question: Why is it acceptable for Sales to dedicate time formulating promotional events in a static spreadsheet, but not into a tool offering company-wide access and visibility? The planning process typically begins with Sales spending hours plotting out promotional events on a legal notepad.  Next, Sales devotes days to inputting handwritten plans into a spreadsheet. Before the plan can be finalized, time is squandered fixing duplicates and identifying mistakes cause by human error. The fact is, planning trade events in a true TPM tool does not take any longer then planning in a spreadsheet. A best-in-class solution will actually help Sales build smarter promotions. An intuitive tool that outputs real-time data enables Sales to plan promotions more diligently, identify gaps and actually see what’s working. Sales can also experiment with new promotions based on facts, not guesswork or gut instinct. Plus, cloning functionality in a TPM solution eliminates the need to rebuild plans from scratch each year. A salesperson in the CPG industry spends 30 percent of his/her...