Finding 05 . The price
The client's price went up. The shelf price went down.
Invoices . Retail audit
A REAL FINDING . TWELVE MONTHS . DISGUISED
01 . THE INVOICES SHOWED
The price to modern trade rose 7 per cent.Same products both years, in category A. In category B it rose 5 per cent.
02 . THE RETAIL AUDIT SHOWED
The shelf price fell 6 per cent.The same products on the same shelves. In category B it fell 8 per cent.
03 . THE FIX
Pay trade spend against the shelf price achieved.Tie trade terms to the shelf price, set a floor price for promotions, and read the audit shelf price against the invoice price every month.
Like for like, the price to trade rose and the shelf price fell. The monthly read puts both on one page.