Revenue management fundamentals

FMCG companies are operating in an increasingly challenging retail environment and top line growth is a far smaller opportunity than it used to be. Established players now look for efficiencies at the bottom in order to compete, making revenue management more important than ever for consumer goods companies.

Revenue management takes many forms and permeates all parts of the business infrastructure – it’s a function, a process, a discipline and a mindset, and it takes work and expertise to sustain. When executed in the right way, revenue management practices can result in a huge boost in both revenues and profitability. 
 

Building on revenue management capability means businesses stay ahead of the competition and avoid throwing money away in the form of ineffective trade spend. It also allows for dynamism – something proven to be a necessity throughout the pandemic.