Foodservice manufacturers spend a total of about $3 billion each year in support of their trade relationships with foodservice distributors and restaurant operators.
For most manufacturers, their total trade spend is the second largest item on their income statement . . . second only to COGS.
Posted by Tom Tipps
For Operator Agreements, our systems supports the development of one umbrella agreement covering all aspects of an Operator deal. This helps align all case purchases and $ spending against that one Operator. So, the agreement might involve headquarter programs (rebates + any number of marketing incentives), as well as deviated pricing thru the distributor to the individual units.
Our system presents a deal proforma (plan) to the approver for each new agreement, and then tracks monthly/weekly performance against the original plan.
Operators are assigned a segment codes (we use the Technomic segment tree). All data such as SKU's, category...