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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

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