Orchestrate Complex Trade and Direct-to-Consumer Sales
Consumer products companies sell through an increasingly complex mix of distributors, retail trade partners, and direct-to-consumer channels, all on the same SAP backbone. We help commercial leaders bring order to that complexity.
What's Changing in Your Market
- Direct-to-consumer is growing alongside, not instead of, traditional trade relationships.
- Trade promotion spend is under growing scrutiny to prove ROI.
- Distributors and retail partners expect faster, more transparent order processing.
- Supply constraints are pushing companies toward better demand and inventory visibility.
What Executives Are Navigating
- Trade, distributor, and DTC sales run on inconsistent processes and data.
- Trade promotions are tracked manually, obscuring true profitability.
- Order-to-cash cycles vary widely by channel and region.
- Sales and finance lack a shared, real-time view of order status.
Where the Process Breaks Down
- Distributor orders require manual reconciliation against SAP.
- Pricing and promotion logic is duplicated across systems instead of governed centrally.
- DTC order volumes strain processes designed for bulk trade orders.
- Returns and chargebacks slow down revenue recognition.
Where the Opportunity Is
- One order orchestration layer spanning trade, distributor, and DTC channels.
- Real-time trade promotion visibility tied directly to SAP financials.
- Faster, more accurate distributor and retailer onboarding.
- Demand signals from DTC feeding back into trade and supply planning.
The Foundation We Recommend
A unified digital core spanning trade, distribution, and DTC financials.
Orchestrate distributor and trade orders alongside direct-to-consumer demand.
Connect DTC platforms, distributor EDI, and trade systems to SAP.
Give commercial and finance teams a shared, real-time view of performance.
What You Can Expect
- Faster, more transparent distributor and trade order processing
- Clearer visibility into trade promotion ROI
- A single order orchestration layer across all channels
- Improved accuracy in revenue and rebate recognition
Bringing Trade and DTC Onto One Backbone
A consumer products company selling through distributors, national retail accounts, and a growing DTC channel needed a single order process instead of three disconnected ones. Consolidating order orchestration onto their SAP core gave commercial and finance teams a shared, real-time view of order status and trade spend for the first time.
Representative scenario illustrating a common engagement pattern.
“The consumer products companies winning today aren't choosing between trade and direct channels. They're building the operational backbone to run both well, on the same platform, with the same data.”
Let's Talk About Your Consumer Products Business
Schedule a conversation with our Lead-to-Cash transformation team about the challenges specific to your industry.