Do you have the complete picture of your trade spending? Suppose you’re basing promotion costs off depletion allowances only, or you’ve fallen into one or more of the common traps listed below. In that case, you’re likely losing visibility over a shockingly large portion of the expenses.

In the end, that means you don’t truly know how much your wine margins are or if it’s even profitable. Without an accurate breakdown and proper understanding of the actual spend, you miss the opportunity to adjust pricing, plan promotions, or make moves that will turn the dials in your bottom line and brand’s favor.

These are the most common mistakes three-tier wineries and import businesses make with wine pricing and expenses:

• The cost of samples isn’t being accounted for
• Sales incentives aren’t included in costing and spend calculations
• Promotion expense types are being bundled
• Controlled promotional programs aren’t being tracked properly
• Expense buckets are in a completely separate, non-integrated system
• Non-distributor vendors have no attributed expenditures against them
• Pricing and promotions management isn’t integrated with your central ERP
• When meeting with distributors, sales doesn’t have access to promotional data

But the remedy to one or all of these isn’t complicated. You can start today by reading Tradeparency’s full article:  Beyond Depletion Allowance: The Top 8 Mistakes Wineries Make With Pricing Management.