Industries · Trade & Manufacturing
FMCG and consumer goods
Consumer goods are won on volume and lost on trade terms. Schemes, discounts, returns and distributor credit decide what a sale is worth, and they rarely show up clearly in the monthly accounts.
The questions that decide the numbers
What a fmcg and consumer goods business needs answered.
- 01What does each channel and distributor earn after schemes and returns?
- 02Which SKUs carry the business and which consume it?
- 03How long does cash sit with distributors?
- 04Is stock at depots and in transit counted and valued properly?
Across trade & manufacturing
Margin here is decided before a single sale is made, in landed cost. Customs duty, freight, LC charges and the exchange rate on the day of payment all sit inside cost of goods, and most businesses price off invoice value instead. Add inventory financed on supplier credit and the result is familiar: profitable on paper, permanently short of cash. The work is usually product-level costing, then pricing and working capital built on top of it.
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