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Global Pharmaceutical Business
Global CPG Giant
Optimization
Efficiency
Effectiveness
ROI
Pay For Performance
Trade Terms Diagnosis
Design data collection template based on common terminology.
Develop dashboard Tool with analytical and simulation options.
Data capture by local teams.
Data analysis.
Action Steps
Understand our Trade Terms in order to reduce our exposure and move to a defendable performance related commercial policy.
Recommendations
Identify exposure / risk.
Develop trade terms principles & fundamentals.
Design new trade term’s structure which is performance related and defendable.
Implementation
Objective: Move discounts from unconditional to conditional with defined measures and monitoring. Pay discounts retrospectively.
Risk analysis.
Design transition plans.
Prepare customer plans and negotiations.
Context
Global Pharmaceutical Business: How can we reduce our Trade Terms exposure and make our investments more productive across 4 Business Units in our Top Global Key Accounts in 36 countries.
Results, Impact & Status
Trade Terms conditional and defendable
Trade Terms working harder / more productive
Trade Terms aligned to the l2w
A significant greater understanding of the Trade Terms given to our Global Key Accounts.
Significant exposure reduction by eliminating high risk TT
Case Studies
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