Executive Briefings

Revenue Management: Beyond Smoke and Mirrors

Improving revenue management -which includes the management of multi-party trade settlement (sometimes dubbed bifurcated trade management) - is an equal opportunity for all supply chains.  No matter whether you are in a consumer, high-tech, life sciences, or chemical supply chain it is a major source of cost, waste and frustration.  Executives often will ask, "Why can't we get this right?"  I laugh and empathize.  What seems so simple is very complex.

The revenue management process varies by industry.  Each value network shapes demand a bit differently and the contract terms are VERY industry specific. For example, consumer products companies lean heavily on trade promotions, high-tech supply chains focus on new product introductions, life sciences on rebates and value-based outcomes and the chemical industry on price.  Despite the differences there are commonalities.

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Improving revenue management -which includes the management of multi-party trade settlement (sometimes dubbed bifurcated trade management) - is an equal opportunity for all supply chains.  No matter whether you are in a consumer, high-tech, life sciences, or chemical supply chain it is a major source of cost, waste and frustration.  Executives often will ask, "Why can't we get this right?"  I laugh and empathize.  What seems so simple is very complex.

The revenue management process varies by industry.  Each value network shapes demand a bit differently and the contract terms are VERY industry specific. For example, consumer products companies lean heavily on trade promotions, high-tech supply chains focus on new product introductions, life sciences on rebates and value-based outcomes and the chemical industry on price.  Despite the differences there are commonalities.

Read Full Article