It’s already 2022, but how your winery or import business approaches pricing and trade spend management might be stuck in Y2K. Good news. It’s not too late to resolve to update and repair your approach to depletion allowances, distributor incentives, and promotions to make this year the most profitable yet.

But where do you begin? Commit to tackling these top 3 common pricing issues:

• Get a handle on everything (ALL of it) gross-to-net: Most wineries focus on depletion allowances and often fall short of getting the whole picture of their product pricing and margin management. But, DAs aren’t the only expenses you need to factor in. Calculations commonly miss sample costs, sales incentives, non-distributor vendors, or expense buckets kept in separate systems. Read Beyond Depletion Allowance: The Top 8 Mistakes Wineries Make With Pricing Management to learn what might be absent from your pricing and margin analysis and how to fix it.
• Cover the 30% gap in third-party depletion data: Relying on third-party depletion numbers instead of the actual agreements or data for chargeback reconciliation leaves a LOT of money on the table due to the estimated 30% gap in pricing information and accuracy. But there are ways to ensure 100% coverage and centralize your pricing grids across every market, product, distributor, and territory. Read 5 Ways to Cover the Common 30% Gap in Wine Margin Management to get a move on this today.
• Leverage your Quarterly Distributor Business Reviews (QBRs): Unfortunately, too many QBRs become a dreaded, repetitive cycle of conversations about finances and very little about driving better consumer reach or brand placement. The sad part is, QBRs can do so much more for your winery and distributor relationships. Read How to Improve Your Distributor Sales Quarterly Business Reviews (QBRs) in 3 Easy Steps to gain practical pointers on how to take advantage of these essential touchpoints!

Look for more pricing and trade spend management tips? Visit the Tradeparency blog now.