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RMCG - Rhein-Main Consulting Group

About the Trade Terms "Navigator" System



  • Increasing bargaining power of customers
  • Sophistication in information technology and transparency (end of  geo-blocking in Dec 2018)
  • Additional pressure from buying groups (e.g. COOPERNIC, AgeCore)
  • Customer consolidations and retail buying alliances (e.g.: Carrefour Provera-Système U, Auchan-Metro Casino, etc.) 
  • Fixed amounts (lump sums) leading to higher rebates over the years 
  • Net-net-prices alignment demands across all markets 
  • New legislation forcing suppliers (and retailers) to install clear counterparts for retro-payments, e.g. Germany (9. Amendment GWB § 20a), Switzerland (StGB 322), Romania (EGO 39), Czech Republic (Act No. 50/2017), France (LME - Loi de Modernisation de l’Economie) 


  • Create internal Total Trade Spends (TTS) and pricing structure transparency (incl. nature of price corridors)
  • Establish a common pricing and trade terms “language” across markets 
  • Re-model the given local trade terms structure and deduction schemes to guarantee a balanced rational between the substantial price increases and the net-net landings
  • Develop a local/global TTS policy based on principles and guidelines reflecting the specific category & business environment 
  • Optimize existing local trade spends and future investments based on performance, derived from the global/local business driver architecture
  • Make retro-payments conditional (or shift on-invoice)
  • Build a solid and consistent framework across channels and customers
  • Enhance the commercial power vs. customers
  • Evaluate and carry-out shifting, re-allocation, transformation and folding opportunities 
  • Reduce complexity and harmonize Total Trade Spends (as far as possible) 
  • Enable the Key Account Management to deliver sustainable growth
  • Test and implement the “Trade Terms Navigator” in pilot markets

Benefits of a new Trade Terms System

Performance Orientation

  • New detailed defined terms based on a global framework
  • Channel specific
  • For relevant performances only
  • Clear separation of performance terms vs. non-performance terms
  • Remaining non-performance terms transparent/manageable

Profit Orientation

  • Cutback of “moon prices” via “shifting” and “folding” 
  • Reduced terms & allowances volume 
  • Elimination of non-performance terms (folded into list-prices)
  • Higher net-effect from list price increases
  • Future launches with less terms & allowances burden 

Transparency / Administration

  • Less terms
  • Clear definitions and rules
  • Reduced complexity 
  • Simplified administration
  • Improved terms & allowances management/-transparency

Reduce Future Risk

  • Uniform terms & allowances structure 
  • Reduced playground for T&A negotiations
  • Less “costs” from further investments based on the reduced base
  • Total T&A spreads better manageable


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