"Follow the money. Earn a piece of it,"  is the subtitle of this day-and-a-half, action-packed workshop, which includes two field trips, brainstorming sessions, and many team activities—all adding up to a memorable and impactful learning experience. Participants gain a clear understanding of:

• How goods move from the manufacturer to the consumer.
• How money is allocated to help those goods move through the channels of distribution.
• How to earn some of that money.
• How and why retailers use advertising—and trade and consumer promotions.

 Participants learn about the many different hats worn by people in the distribution chain:

• What's the difference between a Wholesaler and a Distributor? Is there a difference?
• What about Brokers? What's their function?
• And what's a Rack Jobber?

Some of the many questions answered by Earning Manufacturer Dollars are:

• What makes consumers buy generic, 'store-brand' goods?
• Why do manufacturers often like to use 'Every Day Low Pricing' (EDLP)?
• Where should a savvy seller start? With the Manufacturer? With the Retailer? Somewhere in the distribution chain? Does it matter?

Participants study several CSS FAT Charts—and learn how to use them to full advantage. And they hear real-life stories of how other sellers have successfully 'followed and earned' a sizable piece of various manufacturers' dollars.

Every product moves along its own unique path, but after attending the CSS Earning Manufacturer Dollars workshop, participants know what questions to ask, how to chart the influences for each brand, how to help the goods move, and ultimately how to write more business tapping the promotional funds of packaged-goods manufacturers.

Workshop Schedule

Earning Manufacturer Dollars is presented upon request at clients' premises. For more information or to schedule an Earning Manufacturer Dollars workshop, contact your CSS Consultant.