This section focuses on how to use decision forms to make commercial decisions. Visit section Commercial Team to learn more on how your commercial team is organized and what decisions you have to make. Visit section Distribution Channels II.6 to learn more on distribution channels.
There are two decisions to make, as shown on Figure 49: size of commercial team and merchandising budgets.
Figure 49 – Commercial decision
The commercial team decision form is displayed in Figure 50. The form includes one column per distribution channel and one row per marketed brand. Enter the number of commercial people that you wish to assign to each brand and each distribution channel. You can modify the allocation across distribution channels and the brands at no cost.
The form calculates total size of your commercial team by brand, by channel and in total each time you enter new numbers.
The input form to enter merchandising budget is identical to the one of Figure 50. Merchandising budgets must be entered in thousands of dollars.
The button takes you to a form showing the cost of your commercial decisions, broken down by type and channel, and a comparison with the previous period. The button shows how your commercial resources are allocated across markets (this may not be relevant if you have not yet launched a Nutrite brand), across channels and across brands. You may thus check that the numbers you have entered are in line with your overall market, channel and brand strategies.
Figure 50 – Commercial Team decision screen