| Executive Summary |
- Efficiency Metrics
- Effectiveness Metrics
- Sales Operating Cost
- Promotion/Media Expense
- Volume Drivers
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| Sales Revenue & Expenses |
- Gross Volumes and Number of SKUs
- Volume Growth
- Volume New Products
- Volume Responsibility
- Dollar Value Channels
- Percent Volume by Channel
- Channel Volume Trend
- Volume by Key Customer and % Change
- Sales Operating Costs
- Sales Operating Costs by Line Item
- Sales Operating Costs Direct vs. Broker
- Sales Department Compensation
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| Sales Department Staffing Levels |
- Authorized Headcount by Functional Group
- Sales Support Headcounts (number of)
- Sales Support Headcounts (% of)
- Support Headcount Trends
- Field Support Reporting Line
- Entry Level Sources
- Analyst Headcount
- Retail Sales Rep Headcount
- Retail Rep Trends Full Time
- Retail Rep Trends Part Time
- Training Commitment ($ per person)
- Training Investment Trend
- Training Development
- Training Delivery
- Training Delivery Format
- Number of Direct Reports for Head of Sales
- Customer Service Reporting Line
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| Promotion Detail |
- Trade Promotion Spending
- Consumer Promotion Spending
- Media Spending
- Total Trade, Consumer and Media Spending
- Mix of Trade, Consumer and Media Spending
- A & P Spending Trends
- Trade Spend Development Method - Total Database
- Trade Spend Development Method - Grocery
- Trade Spend Development Method - HBC
- Syndicated Budget POS
- Co-Marketing Fund Management
- Account Specific Special Pack Spending
- Special Pack Spending Trend
- Coupon Cost Trend
- Slotting Per SKU
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| Broker & Customer Management |
- Broker Strategy
- Bonus Eligibility
- Bonus Payment Criteria
- Full Service Commission Rates - Gross
- Full Service Commission Rates - Net
- Retail Only Commission Rates
- Incremental Surge Support - Budget Source
- Number of Fully Dedicated Teams
- Number of "Shared" Resource Teams
- Function Included in Sales Force Compensation
- Customer P&L Usage
- Sharing Customer P&L with Customers
- Satisfaction of Retail Execution
- Retail Store Coverage Strategy
- Customer HQ Coverage Strategy
- Retail 3rd Party Use
- Formal Auditing Process
- Ongoing Auditing Frequency
- Retail Performance Items Measured
- Team Resources (By Customer)
- Team Function Locations (By Customer)
- Team Function Reports (By Customer)
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| Incentive Compensation |
- Bonus Plan Projected Payout
- Bonus Plan Projected Changes
- Average Base Salary
- Bonus Target Percent
- Maximum Bonus Percent
- Bonus Plan: Volume Component
- Bonus Plan: Profit Component
- Bonus Plan: Other Component
- Actual Bonus Paid
- Car
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| Sales Operations |
- Terms of Sale Trends
- Terms of Sale
- Unsalesables and Damages
- Current Year Annual Damages Trends
- Swell Allowance Program
- Swell Allowance Rates
- Swell Allowance Impact on Annual Damages
- Dollar Value of Annual Deductions
- Deductions Trends
- Canada Responsibility
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You can compare your figures with the biggest and the best CPG companies. The charts are broken into categories by manufacturer’s dollar volume and by HBC, grocery and all, so you can compare with your size company and your industry segment.
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