Consumer & Retail
Consumer Products

Company Profile

  • €10bn company annual revenue
  • Global beverage and spirits company with several iconic brands
  • €2bn in scope

Situation and Objectives

  • Define targets and requirements of the new trade terms system
  • Simulate and calibrate the new trade terms structure
  • Revise processes to grant and monitor trade terms
  • Prepare the implementation of the new system



  • New trade term guideline defining and describing all types of terms and conditions to be used in the customer contracts
  • Simulation tool to prepare the implementation of the new system with all customer
  • 1-to-1 training sessions with all key account managers (new system, sales excellence, negotiation tactics)


  • More and better performances by retail partners
  • Reduced price risks
  • Increased credibility with customers
  • Higher profits