FMCG companies typically consist of B2B sector and B2B2C sector where sales is done through distributor/reseller channels which in turn is sold to retailers before reaching end consumers.

Besides price optimisation, typical pain points which are addressed by revenue management solution include managing contracts/deals, rebates, customer investment/trade spend, returns, margin spread across value chain. Detailed transaction analysis, product/customer/channel profitability modeling and profit drivers analysis yields insights to identify price, product/customer/channel mix and margin improvement opportunities.

One common requirement for FMCG companies is the management and optimisation of Trade Promotions, especially through distributors/retailers. With availability of the right granular data, predictive models can be established to take into account sensitivities to brand groupings, price, promotions, seasonality, location, sales trends; in order to enable promotions optimisation.