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How KIND Snacks Drives Costs Down

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“AFS has helped us drive down cost since bringing deduction management in-house and this has reduced our broker commissions which has generated cost savings for our business.”

— Jill Watson, Director, Finance Systems, KIND Snacks

 

Challenge

Established in 2004, KIND Snacks had grown to 80,000 points of distribution in the United States by 2014. While sales planning and settlement was once manageable using spreadsheets and email, the manual process became unsustainable as distribution grew. Although the company’s trade spending generated positive returns overall, it could not identify which spends were successful, or which were not. Return on investment was not maximized.  

 The AFS Solution

After a thorough vetting process, the nut-and-fruit snack manufacturer selected AFS Technologies’ market-leading, built-for-CPG Trade Promotion Management (TPM) Retail solution.  Working side-by-side with the AFS Professional Services team, KIND Snacks began the transformation of their sales planning and settlement processes. AFS TPM Retail introduced capabilities for managing sales revenue and spending objectives, base volume planning, closed-loop promotion management, and settlement. Plus, AFS TPM Retail’s built-in reporting provided a robust, flexible analytical resource enabling visibility to “latest estimate” (act+est) performance versus objectives, forecast, and year ago.

“AFS has been not only a critical partner, but also an asset to our team through some key transition periods in both staff and process evolution.”

— Jill Watson, Director, Finance Systems, KIND Snacks

Results

With its new AFS TPM Retail solution in place, the manufacturer was able to pinpoint successes and reallocate unproductive money to the more profitable activities. This is now possible with access to actionable, real-time data, including:

  • Promotion profitability
  • Total trade spending visibility
  • Account and/or product-specific profit and loss 
  • Accurate sales and spending forecasting

Data provided by the newly configured AFS TPM Retail solution also empowers KIND Snacks to move into the future efficiently. KIND Snacks now makes smarter decisions, devises more relevant ideas, and works more strategically, setting itself up for a bright future thanks to its relationship with AFS Technologies.

“The project team has provided guidance and best practice to align our business goals to system processes. They are quick to respond and always make you feel like your account is important. They are a true pleasure to work with!”

— Jill Watson, Director, Finance Systems, KIND Snacks