Worksheet · B2C via trade: Brand Pricing Health Check
Agree one customer list and one product list
When sales, planning and finance each keep their own lists, one retailer can show three trade-spend rates. Nobody can say which is right. This sheet agrees one customer hierarchy and one product hierarchy, merges the duplicates in your top hundred customers and names an owner. It builds the Competent step of the check:
One customer hierarchy (banner, group, store) and one product hierarchy are shared by every function and every report.
Step 1. Count the lists you have now
| List | Kept by | Used for | Levels it has | Records | Same codes as finance? |
|---|---|---|---|---|---|
| e.g. Sales planning tool | Sales operations | Account plans and promotions | Group, banner | 1,400 customers | No |
| ERP customer master | |||||
| Trade promotion tool | |||||
| Finance reporting | |||||
| Product master | |||||
| Scan data item list |
Step 2. Agree the levels
Customers:
| Level | What it means | Example | Terms agreed here? | Promotions planned here? | Reported here? |
|---|---|---|---|---|---|
| Channel | Grocery, pharmacy, convenience, distributor | Grocery | |||
| Group | The business that signs the terms | Retailer 1 | |||
| Banner | The store name the shopper sees | Retailer 1 Metro | |||
| Delivery point | Distribution centre, or store for direct delivery | DC North | |||
| Store | One shop | Store 114 |
Products:
| Level | Example | Price set here? | Scan data reported here? |
|---|---|---|---|
| Category | Breakfast cereal | ||
| Brand | Brand A | ||
| Product | Brand A Original | ||
| Pack | 500 g box | ||
| Item (barcode) | Single barcode |
Step 3. Merge the duplicates in the top hundred customers
A duplicate is a second record for the same buyer or the same delivery point.
| Customer (as it should read) | Duplicate records found | Where they sit | Record kept | Merged by | Date |
|---|---|---|---|---|---|
| e.g. Retailer 2, Banner B, Store 114 | 3 | ERP twice, promotion tool once | ERP record | Master-data analyst | Week 6 |
Continue to a hundred.
Step 4. Give the lists an owner
| Check | Done? |
|---|---|
| An owner is named for the customer hierarchy | |
| An owner is named for the product hierarchy | |
| A new customer or item is added in one place and flows to every other system | |
| Sales, planning and finance reports use the same codes | |
| Scan data maps to the product hierarchy item by item | |
| A monthly check counts new duplicates |
Done when: one customer hierarchy (banner, group, store) and one product hierarchy sit behind every report. Each has a named owner.
Adapted from our own pricing and promotion proposal (PSP, 2013).
From the B2C via trade: Brand Pricing Health Check. Your report links the sheet for each of its moves.