Trade marketing aims to increase demand with supply chain partners such as wholesalers, retailers, or at the distributor level, rather than just at the customer level.
Trade marketing success for manufacturers and distributors stems from plenty of purchase orders and full buy-in from retailers, wholesalers, and secondary distributors.
Key Metrics and KPIs
The key to successful trade marketing is to constantly monitor your ever-changing consumer needs at every level and have a look at where you can refine your efforts:
Some of these key performance indicators are listed below:
Supply Chain Purchases and Stocking
Generating more purchases at supply chain level ensures that the supply of your product can always meet demand.
Retail Promotions Monitoring
If your retailers promote your product over a competitor’s, it gives you as the supplier longevity in the market.
Key Contact Follow-Up Frequencies
Do not forget the importance of establishing and maintaining relationships with key supply chain contacts. You need solid relationships with retailers, wholesalers and distributors.
Customer Loyalty Maintenance
Identify popular products and create a detailed demand forecast for promotions and special offers. Break it down:
- On a month-to-month basis
- On a main planning level
- At a customer planning level
- At a product level
- By sale type
- By sale channel
Account Manager Performance
Monitor your account manager performance by the average sales, customer base and loyalty, frequency of orders and interactions, and all the promotions and sales that are offered and accepted.
Clients We Have Worked With
We have worked with some of the biggest and oldest brands in trade marketing. They have trusted us to help optimize their sales figures and performance.
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