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Route to Market

Turn trade spend
into your biggest
margin opportunity

AI-driven trade-spend optimisation: find the leakage in the largest controllable line on your P&L, then prove the recovery on your own numbers.

Route to Market01 / 11
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The offer

A twelve-week path from raw data
to recovered margin

One fixed-scope engagement. We turn the opaque trade-spend line into a per-promotion plan your team can act on, and it pays for itself at a 1% recovery.

IN

Your data, structured

Sell-out, promotions and trading terms mapped into one gross-to-net model - in weeks, not the years it takes others.

Weeks, not years
MODEL

Five areas of efficiency

Trading terms, promotions, marketing, price scenarios and customer margin - run on elasticity and your actuals.

Run on your actuals
OUT

A margin playbook

Per-promotion, per-customer recommendations - what to keep, cut and reshape, ranked by dollar impact.

Ranked by $ impact
Route to MarketAI-Driven Trade Spend Optimisation · 02 / 11
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What the platform does

Five ways we recover trade-spend margin

01

Trading terms

Settlement and warehouse/distribution allowances reconciled against your trading terms and benchmarked by category.

Benchmark terms by category
02

Promotional efficiency

Across the promo calendar, the optimum mechanic, depth and frequency on elasticity - net of every scan and off-invoice rebate.

Gross-to-net by promotion
03

Marketing & co-op ROI

A&P, digital and catalogue/co-op spend reconciled to sell-through in one source of truth.

One moment of truth
04

Price-increase & scenario modelling

Model a list-price increase and cost-to-serve against volume on elasticity before you commit - getting price right through inflation is what makes or breaks the P&L.

Decide before you commit
05

Customer & channel margin

Gross-to-net and contribution margin per customer - including co-op and margin support.

Profitability by customer
Route to MarketAI-Driven Trade Spend Optimisation · 03 / 11
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The platform · live & protected

Your forensic margin dashboard - every leak visible

route-to-market · secure workspace
MCO Forensic Margin Dashboard
Upload data Export report
Gross revenue
$25.0M
full portfolio
Net after trade
$13.1M
52% of gross
Margin leakage found
$2.4M
across trade spend
Recoverable · yr 1
$1.2M
full portfolio
Margin leakage by product
Net sales vs leakage per SKU - the loss-makers hiding in the range.
$4M$3M$2M$1M$0
$0.5M
$0.8M
$0.2M
$0.6M
$0.3M
Premium ColaOrganic ChipsGreek YogurtTomato KetchupSparkling Water
Net salesLeakage
Scenario simulator
Promo reduction10%
+$312k
Net-sales lift
+3.3%
ROI improvement
Forensic AI · recovery actions
1. Woolworths ½-price Cola loses −$65k/cycle - shift to a shallower 25%-off, longer mechanic. 2. Warehouse allowance runs 1.8pts over category benchmark - reclaim on renegotiation. 3. $500k unaccrued rebate liability surfaced in reconciliation.
Your trade data stays confidential and in your control - and is never used to train an outside AI. Where and how it's handled, we define with you at the outset.
Route to MarketAI-Driven Trade Spend Optimisation · 04 / 11
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Your numbers, your levers

Adjust each variable. See the margin you'd get back.

$M
Year-one margin recovered
$1.2m
12×vs the $100K pilot
30dpayback
+ $500k one-off cash surfaced

Every lever is a real efficiency in your trade spend. Drag each to match what's realistic for your business.

Route to MarketAI-Driven Trade Spend Optimisation · 05 / 11
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What it's worth

Where the recoverable margin comes from

Year-one margin recovered
$1.2m
12×vs the $100K pilot
30dpayback
4.8%of gross sales
+ $500K one-off cash surfaced
Per-promotion profitability
Net profit per campaign: the loss-makers hiding inside "promotions."
Where the gross dollar goes
Gross-to-net per $100 of list price.
FixedPromotionsMarketingNet
Route to MarketAI-Driven Trade Spend Optimisation · 06 / 11
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The trade-spend opportunity

You invest $12M a year in trade
Getting 1% back pays for the platform

Gross sales $25.0MTrade investment $12M
$3.1M
$6.3M
$2.5M
Net sales after trade $13.1M
1 · Trading terms
Settlement (2.5%) + warehouse allowance (10%), benchmarked by category.
$3.1M
2 · Promotions
~40 promo cycles a year. Optimise mechanic, depth & frequency on elasticity.
$6.3M
3 · Marketing & co-op
A&P, digital and catalogue spend reconciled to sell-through.
$2.5M
4 · Price scenarios
Price-increase modelling - a list-price rise modelled net of elasticity before you commit. Through inflation, getting it right makes or breaks the P&L.
Capability
5 · Customer margin
Gross-to-net & contribution margin per customer, incl. co-op.
Capability

Illustrative: a single $25M business. "Trade investment" bundles trading terms, promotions and marketing.

What 1% back is worth
$120K

A 1% efficiency on $12M of trade investment returns $120,000 a year, straight to the bottom line.

Payback
<12mo

On the platform, from a single point of improvement.

Route to MarketAI-Driven Trade Spend Optimisation · 07 / 11
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What you receive · illustrative

Your plan on a page

The pilot deliverable - one bundle, one customer, one 52-week cycle. The recommendations you act on, plus the paid-vs-claimed gap you can't currently see. (Illustrative; your own numbers replace these.)

IllustrativeTrade-spend recovery plan
BundlePremium Cola
CustomerWoolworths
Cycle52 weeks
01
Promotional efficiency
Your deep mechanics lose money - the ½-price cycle runs −$65k net every time it goes.
Run 15 promotions at 25% off, not 10 at half price. Hold the volume, keep the margin.
02
Trading terms - reconciled & benchmarked
Settlement 2.5%: are you paid on day 14, or day 21? · Warehouse allowance 10%: running 1.8pts over category benchmark.
Reconcile all 8 trade-terms buckets - accrued vs claimed - and surface every over and under.

Built from your Tier-1 clean data - one bundle, one customer. Everything beyond the pilot is scoped once the recovery is proven.

The catch you can't currently see
32¢ given→45¢ claimed
12¢ variance
Unseen on every unit - ≈ $120k on a million units, this bundle alone. Recoverable overclaim, or an over-accrual risk.
Phase 1 · consulting$100K
Route to MarketAI-Driven Trade Spend Optimisation · 08 / 11
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How we start

Prove it on a pilot, then scale

A fixed-scope pilot first, in 12-week horizons. You commit to the proof, not the build - everything past the pilot is scoped once the numbers are in.

Step 1 · Pilot

Test on real data

One bundle, one customer, on your cleanest Tier-1 data. Measure the recovery before any larger commitment.

~12 weeks
$100K
Fixed scope · proof of concept
Step 2 · Prove

Show the gain

Quantify the efficiency recovered and the ROI - measurable, tangible, on your own numbers.

At pilot close
Included
ROI proven before you scale
Step 3 · Scale

Roll it out

Expand across bundles, categories and customers - a repeatable blueprint that scales the recovery across the business.

Rolling quarters
Scoped to fit
Priced to the rollout once proven
⚠ Internal · Goran only - strip for clientBeyond the pilot: expand across bundles ~$285K (+ ~$150K marketing & data cleanup) → living, automated tool $1M+. Indicative - Goran to firm.
Route to MarketAI-Driven Trade Spend Optimisation · 09 / 11
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The pilot · proof before you scale

For $100K, here's exactly what you get

One bundle. One customer. Your cleanest Tier-1 data - Coles, Woolworths or Metcash. Scoped small on purpose, so the proof is clean, fast, and undeniably yours.

01

Trading-terms analysis

Warehouse & settlement allowances reconciled against your trading terms and benchmarked by category. We line up all eight trade-terms buckets - accrued vs what the retailer actually claimed - and surface every over and under.

Benchmarked by category
02

Promotional efficiency · one bundle

One promotional group overlaid on your system across a full 52-week cycle. We expose the loss-making mechanics - where half-price is costing you - and the paid-vs-claimed variance you can't currently see.

52-week gross-to-net
03

Your plan on a page

The leave-behind: per-promotion and per-trading-term recommendations, ranked by dollar impact - the exact "15 at 25% off, not 10 at half price" call, and the cents-per-unit variance in black and white. One page your team acts on Monday.

Ranked by $ impact
You're buying the proof, not the build. On a bundle this size, a single point of trade efficiency more than pays the pilot back - and if we find it, you scale from evidence, not a pitch. The downside is fixed and known; the upside is proven before you spend another dollar.
It starts from two files your accounts team already has - the cash transfer out of your accounting package, and the retailer remittance they download each week. That's the whole ask to begin.
Route to MarketAI-Driven Trade Spend Optimisation · 10 / 11
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The bottom line

1% of your trade investment
pays for the platform
The rest is upside

Let's run a pilot on your numbers and show you exactly where the margin is.

Size it on your numbers
Route to Market11 / 11
Admin · internal - not for client

Lever control: set the live defaults.

Toggle which levers show on the client's "Tune" page and set each starting magnitude - these are the defaults a prospect sees live. Same order as the deck (left/right, top to bottom). Copy config to lock it in.

Back to the client view
Theme
Recurring $958k
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