Combat Promotion Leakage in FMCG Manufacturing

Trade spend, the second largest cost in FMCG and food manufacturing, is often plagued by unmanaged leakage. This guide identifies seven specific sources causing promotion leakage, such as informal discounting, unchecked claims, and poor demand planning, quantified for mid-market FMCG manufacturers in India. For a ₹400 Cr revenue base, these inefficiencies can cost ₹23–45 Cr annually. The guide provides actionable insights into addressing these leaks and introduces five essential trade spend governance capabilities. Commercial and finance leaders can quickly diagnose their exposure using a ready-to-use diagnostic tool.