Your trade spend is one of the largest line items on your P&L. Do you know which promotions are actually making money?
Most organizations plan and execute promotions. Few can answer with confidence: which ones drove incremental profit - and which ones just moved volume at a loss?
Trade Promotion Management is the capability that closes that gap. It connects Sales, Finance, Supply Chain, and ERP around one question: which promotions create value, and which destroy margin?
When TPM works, it is not a system. It is how the organization makes commercial decisions - with visibility, trust, and control over every promotional investment. BPX delivers that capability. End to end.
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TPM Value by Role
What Trade Promotion Management Really Means
TPM is not a system – it is the answer to a question that most FMCG organizations still cannot answer today
Which of your promotions actually made money last year? Not which ones ran, not which ones hit volume targets - which ones generated incremental profit that would not have happened without the promotion?
For most organizations, that question is surprisingly hard to answer. The data exists - in ERP, in spreadsheets, in TPM systems, in POS feeds - but it is fragmented, unreconciled, and arrives too late to change anything.
Trade Promotion Management is the capability that changes that. At its core, TPM connects commercial decisions to their financial consequences - before, during, and after execution. It spans the full promotion lifecycle:
1Promotion design, planning, and approval
2Budgeting, accruals, and financial commitments
3Execution and settlement
4Post-event evaluation and ROI analysis
When TPM works, it does not just track promotions. It tells you which ones are worth repeating, which mechanics perform best for which customers, and where your trade investment is creating value versus destroying margin.
That is why TPM sits at the intersection of Sales, Finance, Demand Planning, and ERP - and why it cannot be treated as a standalone tool. It requires aligned processes, integrated systems, reliable data, and clear ownership across the organization.
Where Most TPM Programs Fall Short
The platform is rarely the problem. The approach usually is.
If your organization has already invested in a TPM system and is not seeing the expected return - or if you are planning an implementation and want to avoid the mistakes others have made - the patterns below will probably look familiar.
The system went live. The spreadsheets stayed.
Ways of working did not change. Key assumptions, versions, and adjustments still live outside the system. The platform became an additional tool, not a replacement for the old ones.
Finance does not trust the numbers.
Accrual logic is unclear, inconsistent, or disconnected from how promotions actually run. Period close is still a manual reconstruction. The gap between planned and actual trade spend is never fully explained.
Sales works around the system, not through it.
Planning still happens in Excel. Scenario analysis is done manually. The system captures decisions after the fact rather than supporting them in real time.
ERP shows what happened. Nobody can see what is coming.
Finance lacks forward visibility into planned and committed trade spend. Trade liabilities are not visible until they hit the P&L.
After go-live, nobody owns it.
No one is accountable for adoption, data quality, or continuous improvement. The system gradually drifts from the business reality it was designed to reflect.
These are not technology problems. They are design problems - in how the implementation was scoped, how the organization was prepared, and whether the partner treated TPM as a software project or as a business capability.
That distinction is exactly what BPX is built around.
Why BPX for TPM
Getting TPM live is the easy part. Getting it trusted, used, and commercially effective - that is where most programs fail.
The gap between a TPM go-live and a TPM that consistently improves promotion ROI is large. It requires deliberate design across processes, systems, finance logic, and organizational change - not just software configuration.
Most implementation partners treat TPM as an IT project. BPX treats it as a business capability. That difference determines whether your TPM investment pays off.
BPX is a specialist TPM implementation partner with a track record of delivering end-to-end Trade Promotion Management programs for global FMCG organizations across Europe, North America, Latin America, and Asia-Pacific - spanning Visualfabriq implementations, SAP-centric architectures, and custom analytical solutions.
You need a partner who starts with your business problem - not the system
BPX starts every TPM engagement with promotion economics and ROI. Processes, decision rights, and ownership are defined before a single screen is built. This is why BPX implementations result in adoption - not shelfware.
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You need Finance to trust the numbers - from day one
Unreliable accruals and opaque trade spend are among the most common reasons TPM programs lose credibility internally. BPX designs finance-grade TPM foundations - and where standard logic is not sufficient, deploys TreXcellence, its proprietary accrual engine, to ensure every number from planned investment to settled claim can be trusted.
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You need SAP and ERP to work with TPM - not against it
BPX has deep expertise in SAP ECC, S/4HANA Private Cloud, and S/4HANA Public Cloud TPM architectures. For organizations running Oracle, Microsoft, or Infor, BPX delivers the same finance-grade integration discipline.
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You need experienced consultants - not juniors learning on your project
BPX staffs every engagement with consultants who have worked inside large FMCG organizations - in Sales, Finance, Supply Chain, or RGM. They speak the language of your business users. Every key consultant works on a maximum of two projects simultaneously. BPX has delivered TPM programs across 15+ countries.
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You need a partner who stays - not one who disappears after go-live
TPM value is not created at go-live. It is created when the system is trusted, used daily, and continuously improved. BPX remains engaged post-launch to drive adoption, resolve issues, and evolve the solution as the business grows.
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Our TPM Capabilities
TPM Platform Implementation
If your organization is implementing a TPM platform - or struggling to get value from one already live - this is where to start. BPX designs and delivers Visualfabriq implementations that result in adoption, not just go-lives: process design, ERP integration, financial configuration, and change management across commercial and finance teams.
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SAP & TPM Integration
If your organization runs SAP and your TPM numbers are not reconciling with your P&L - or if you are designing a TPM architecture that Finance needs to trust - this is the capability that makes it work. BPX covers SAP ECC, S/4HANA Private Cloud, and S/4HANA Public Cloud, as well as Oracle, Microsoft, and Infor environments.
Explore SAP & ERP integration for TPM
TreXcellence Accrual Engine
If your accrual logic is too rigid, too manual, or simply cannot keep up with the complexity of your trade spend - TreXcellence is the answer. It is BPX's proprietary SaaS accrual engine, purpose-built for global FMCG organizations where standard ERP and TPM logic is not enough.
Learn more about TreXcellence
Custom TPM Applications & Extensions
If your most critical TPM requirements sit in the gaps between your platform and your ERP - baseline calculations, profitability analytics, local compliance logic, AI-assisted decision support - BPX builds purpose-built applications that operate alongside your core system, not inside it.
Explore custom TPM applicationsExplore practical TPM experience, not theory
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