Developing a strategic advisory blueprint for enhancing trade promotion management, internal controls, and revenue growth through Salesforce CG Cloud and TPM across Latin American markets.
THE CLIENT
Mondelez International, Inc. is an American and one of the world’s largest multinational confectionery, food, holding, beverage and snack food company.
Industry: Snacks
33 Countries
THE PROJECT
Peak & Peak developed a strategic advisory approach for Mondelez to drive commercial excellence across its Latin American markets. Leveraging Salesforce CG Cloud and TPM, the project focused on assessing current processes, designing a future-state solution, and outlining the value potential from optimized trade promotion processes, enhanced revenue growth, and strengthened internal controls.
THE CHALLENGES
Lack of standardization in trade promotion processes across countries.
Limited visibility into promotional spend before execution.
Time-consuming manual processes reducing sales efficiency.
Insufficient tracking capabilities for auditing and legal compliance.
Difficulty assessing the ROI of trade promotions, leading to suboptimal investments.
THE SOLUTION
Assessment phase of current business processes across Latin American markets.
High-level design of a standardized global template tailored for the region.
Detailed Salesforce TPM design integrated with Demand Planning and Forecasting systems.
Advisory on change management strategy and execution for successful adoption.
EFFECTIVITY
SCALABILITY
EXPERIENCE
360° VIEW
THE IMPACT
Incremental Net Revenue Growth Potential:
Enhanced promotional planning and evaluation could lead to increased revenue by shifting investments to high-performing promotions.
More accurate demand forecasting and planning could reduce stockouts and overstocking, ensuring better product availability and sales.
Promo ROI Improvements:
Real-time performance tracking and evaluation capabilities could lead to a more effective allocation of promotional budgets.
Better insights into past promotions would enable Mondelez to prioritize higher-yield activities and reduce low-ROI initiatives.
Enhanced Control and Transparency:
Improved visibility into promotional spending before execution could reduce financial risk and prevent budget overruns.
Integrated tracking and audit capabilities could ensure compliance with internal policies and legal requirements, minimizing regulatory exposure.
Standardized Processes:
A globally aligned template and automated workflows could drive process consistency across markets, enhancing efficiency.
Reducing manual administrative tasks could allow sales and commercial teams to focus on strategic growth activities.
Improved Business Insights:
Access to real-time customer P&L visibility and analytics could empower teams to make faster, better-informed commercial decisions.
Enhanced performance tracking could provide timely insights for course correction and opportunity identification.