Improving revenue management -which includes the management of multi-party trade settlement (sometimes dubbed bifurcated trade management) - is an equal opportunity for all supply chains. No matter whether you are in a consumer, high-tech, life sciences, or chemical supply chain it is a major source of cost, waste and frustration. Executives often will ask, "Why can't we get this right?" I laugh and empathize. What seems so simple is very complex.
The revenue management process varies by industry. Each value network shapes demand a bit differently and the contract terms are VERY industry specific. For example, consumer products companies lean heavily on trade promotions, high-tech supply chains focus on new product introductions, life sciences on rebates and value-based outcomes and the chemical industry on price. Despite the differences there are commonalities.
