With finance endlessly hunting and pecking for data while sales scrambles for approvals on their ‘gut’ guess for the best pricing models and incentives with a distributor, it’s no wonder that planning and executing successful promotions are often a WAG.

The problem is – while you can get lucky or play mediocre odds on accidental wins, only accessible data, accurate numbers, visibility into performance, and the ability to execute quickly in the market can help you turn the dials on consistent, repeatable profitability through promotions.

It’s time to implement and execute on the Three in Three rule.

What is the Three in Three rule exactly? It’s a tried and true, simple, three-step looped approach to promotions in the three-tier wine industry:

• Track
• Plan
• Automate.  

To elaborate, this means, you need to:

• Centralize and govern collecting the outcomes of absolutely trade programs and promotions, such as by-the-glass (BTG), depletion allowances (DA’s), free goods, incentives, and samples. (Track).
• Use the tracked performance data from above to create profitable promotional models at any level from the most comprehensive view of your trade program performance. (Plan).
• Auto approve promotions and pricing incentives for sales to submit and activate anywhere while working with distributors. (Automate).

Chances are your current pricing systems, manual processes, and Excel spreadsheets don’t allow you to execute on Three in Three easily or effectively. After all, this proven, circular triad approach hinges on technology that enables centralized, governed, and accessible data.  

So, how can you get started? Check out Tradeparency.

See a full demo of our full-cycle trade management solution on-demand:

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