ROI
Trade Structure
Planning
Finance Favorites
P & L
100
MAC stands for....
What is Margin after Conversion?
100
Name the 4 items of MAB
What are Trade, Advertising, Consumer, and D&E? D&D (Donate and Destroy) is managed by Supply
100
Name the system that is now being used for planning volume and Trade
What is Demantra?
100
True/False A post audit from the prior year should be charged to this year's budget if the account has no accrual remaining from the prior year
What is false? Regardless of available accrual at the account, the post audit should be charged back to the year in which the promotion ran.
100
True/False The P&L is strictly a look at history and does not play into the decision making process
What is false?
200
Measures the ratio of total sales generated in a promotion and total cost of that promotion
What is Leverage?
200
Name the 3 components of our Trade Structure
What are Flex Accrual (Base Rate Adjustments), MCA and Strategic Activities?
200
Name two resources that you should be using to help ensure accurate planning
What are Demantra Support and Sales Finance?
200
Name what is required for all promotional offers made to our customers
What are written documentation and Deal Sheet?
200
True/False D&E and Shopper Marketing investments have NSV dollars
What is true? Incremental investment even below the net sales line should deliver additional GSV and NSV
300
Sales in excess of base sales that can be attributed to promotional support
What is Incremental Sales?
300
Of the following, which is not a non-working dollar: Invalid Cash Discount Listing Small Balance Write Offs Unsaleables
What is Listing?
300
True/False If my accrual is $100k lower than budget for the year but actuals come in $50k lower than budget, then I am still green on my metrics.
What is False? The business recorded the estimated expense when it set the accrual. While having an accrual favorable to budget that would be green. However after actuals have been recognized then it would be red for an overspend.
300
Unmatched PO's contribute approximately how much in unattributed Trade expense for the year
What is $2 - 3M annually?
300
Name 4 P&L line items that comprise Non-Quality Trade Costs
What are Unsaleables, Markdowns, Close-outs, Small Balance Write-offs and Unearned Cash Discounts
400
Leverage is Total Promoted Sales over....
What is Total Promoted Costs?
400
Programs that have been defined as key focus events for sales
What is a Strategic Activity?
400
Name the number of events that should be set up if it crosses three checkbooks
What is one event, 3 commitments?
400
When finance is booking a Trade accrual, we are looking at the greater of.....
What is Commitments vs. Actuals plus Open Deductions?
400
A shift in sales mix towards FC has what effect on the P&L and why
What is erodes profitability due to the lower margin delivery drive by higher costs?
500
The % increase in volume above what would be sold on an everyday basis (base sales)
What is Lift?
500
MCA funds are based on three variables. Name the variables and how much each is weighted
What is 1 year growth 35%? What is 3 year growth 35%? What is Trade Efficiency Index 30%?
500
Two things need to happen when setting up events in Demantra to ensure appropriate attribution of costs
What are appropriate checkbook (Trade Budgets) and items are selected for the event (Brand Allocation)?
500
Name 5 metrics that we are measured on throughout the year
What are: - GSV dollar delivery against Plan - NSV dollar delivery against Plan - Trade % of GSV vs. Framework established during the plan - Delivery of Plan against Trade/D&E dollars budgeted - Business Review documentation submissions on time and complete (Commitment, MCA, Financial Control) - Dollar Commitments in Demantra as a percentage of budget - Actuals as a % of year end accrual (tracked for 2 yr after fund year) - ROI Improvement
500
Name the 5 lines items in the P&L that the Sales function can influence within their business
What are PC&L, Sales Overheads, Custom Racks, Surge Coverage and Coupons?
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