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Go to Market
Gurus
Channel Strategy & Revenue Growth Management​
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We specialize in start up to mid size CPG companies and enable you to reach your sales and profit goals cost effectively.
Our Services
Revenue Growth Management
Detailed Trade Spending Analysis
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Trade spending is 20% of the average CPG company’s annual expenses*
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72% of trade spending promotions lose money*
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We will identify sub-optimized trade spending at the pack and total portfolio level, for your top customers and make win-win recommendations for you and your retail customers
Make Better Decisions on a National, Regional and Customer Level
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Who are your most profitable customers?
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What trade tactics should you stop, start, or continue?
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How can you improve your trade spending Return on Investment?
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Trade savings
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Net Revenue
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Profit
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Market Share
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Our Revenue Growth Management Tool & Process analyzes your trade spending at the customer level and identifies areas for improvement.
Trade analysis output is delivered showing "before" and "after" in a clear, and easy way to understand Dashboard format,
with recommendations to maximize sales and profit.​
5 Step Approach
to Develop & Implement Your GTM Strategy
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Check-in with Key Stakeholders after each step is completed
We're Good With Numbers
Our approach has been tried and proven:
30+
25+
4%+
7
Years of Proven Results
Brands Ranging from $1M to $6B in Annual Revenue
Delivered in Trade Savings
Retail Channels (Grocery, Natural, Mass, Club, Cstore, Drug, eCom)
Hear it from our clients:
“GTM Gurus have driven great value for our organization. Their approach is forthright, transparent and effective. With their expertise, we grew our Total Distribution Points 4x in just a year with leading retailers across the US. We
have a successful channel strategy and processes in place to help ensure we achieve our goals cost effectively”
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– Brian Schaffer, SVP of Sales, Arcadia Wellness
“The Revenue Growth Management tool and process is a game changer for our business, providing our team with stronger visibility to their customer plans to drive trade optimization and overall stronger NSV performance.”
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- Andrea Trippe, Director of Sales, Riverside Natural Foods
Our Story
Chris Mancinelli
Kevin Hall
Chris and Kevin worked together in the CPG industry for over 30 years with the largest food and beverage company in the world. They held executive leadership positions in Sales, Channel Strategy, and Category Management.
"We became great friends over those years emanating from a common bond: a passion for efficiency and results while having a sense of humor along the way. Here’s our story….."
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It started over three decades ago as a simple curiosity. While working in sales for a large food and beverage company, a brand manager instructed us to stack our trade promotions during the weeks we were running high value FSI’s. We asked him “how can we make money on these promotions, if we are discounting the product so aggressively?” After an awkward moment of silence and a chorus of crickets chirping, the brand manager said he didn’t know the answer. Back in the day, questions like this couldn’t easily be answered. The P&L was managed at the National level, not the customer level. Yet the devil was in the details. Brands of all sizes were losing margin as competitive conditions heated up and more weeks of promotion and deeper discounts were employed.
To satisfy our curiosity, we developed the first iteration of the Revenue Growth Management (RGM) tool. It was a simple spreadsheet at the time that captured the pertinent details of each promotion and calculated the ROI by customer. Over several years and iterations, we created the present-day version of RGM tool and process which includes “What If” capabilities to model various scenarios to maximize Net Revenue, Profit and improve trade spending productivity. As we became Sales leaders in the industry, we instituted the RGM tool and process across our business partners and clients for brands as small as $6M in annual Sales up to $5B.
We have a passion for the CPG industry and creating efficient GTM practices. In addition to Revenue Growth Management services, we also provide services to develop Sales Channel Strategies for early and mid stage CPG companies looking to expand their businesses. Our track record is strong.
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We have consistently delivered trade savings of 4%+ and successfully expanded total points of distribution by a minimum of 10%.
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Brand Experience
All brands are trademarked by their respective companies
