Dechert-Hampe & Company

Case Study: Gaining Visibility Into Co Op Funds

Details: Hits: 293

The national office of leading manufacturer had a limited view of how its co-op accruals were being spent because each major retail account team planned and tracked its own accrual co-op funds. The client also lacked an effective way to track the incremental sales, if any, generated by the co-op programs.

DHC created a co-op planning tool using Microsoft Office Visual Basic for Applications (VBA). This not only leveraged the client’s investment in Office, but also reduced development costs to approximately 20% of a similar custom application. In addition, we conducted an extensive analysis of historical sales vs. co-op programs to identify successful programs.

Co-op events are now planned using a consistent process, with reports that provide monthly updates for Headquarters on co-op budget status by customer. The historical analysis has led to more effective programs.

IMPULSE SALES:

Evolution of the Front-End

Front-End Checkstands are constantly evolving. How does this innovation impact impulse sales? With continued evolution must come continual evaluation of these front-end merchandising changes.

Download Presentation

Conference Presentation

NEW RESEARCH REPORTS:

Top Talent: A Top Priority

This comprehensive study conducted by the Sales Executive Share Group (SESG), an organization of the top sales executives at major CPG companies, provides insights into recruiting and retaining Millennials for Consumer Packaged Goods Sales.

HOT TOPIC:

Up Your Chances for Acquisition Success

Acquisitions are all sold with grand promises for success. Most acquisitions aren't lacking for in-depth assessments, so why is actual acquisition success such a mixed bag?

Read the report

Maximizing Opportunities
at Self Checkout

An overview of the current status and future prospects for self checkouts in the retail environment.

Read the report

HOW CAN WE HELP?

Do you need to:

Restructure Your Sales Force?

Develop a Go-To-Market Strategy/Plan?

Conduct Shopper Research & Develop Insights?

Find a Resource in Your Industry or Category?