Price Waterfall Builder for FMCG Excel – Excel XLSX

BENEFITS OF THIS DOWNLOADABLE EXCEL DOCUMENT

1. See list price to pocket price and pocket margin for up to 30 customer and product lines
2. Find the biggest leak per customer and compare channels in one view
3. Test what shorter or longer payment terms are worth before you negotiate

PRICING STRATEGY EXCEL DESCRIPTION

Price Waterfall Builder for FMCG Excel is an Excel template (XLSX) available for immediate download upon purchase.

Most consumer goods companies know their list price and their invoice price. Far fewer know their pocket price: what is actually left after promotions, listing fees, rebates, payment terms and distributor margins have taken their share. That gap is where margin quietly disappears, and it is rarely the same for two customers.
The Price Waterfall Builder makes that gap visible in minutes. Enter up to 30 customer and product lines with their volumes, list prices and deal terms, and the workbook builds a full price waterfall for each one: list price, on-invoice discounts, off-invoice promotions, listing and shelf fees, rebates, payment terms cost, distributor margin, pocket price, cost to serve, cost of goods and pocket margin.
Key features:
Waterfall chart for any customer line or the whole portfolio, selected from a drop-down
Automatic identification of the biggest single leak
Channel summary covering discounters, national supermarkets, regional chains, distributors, cash and carry, online and more
Review flags for lines whose pocket margin falls too far below the portfolio average
Payment terms scenario: test new payment days for any customer and see the annual value, the change in pocket price and the equivalent promotion
Glossary explaining every step of the waterfall, with practical ways to reduce each leak
Payment terms are priced with your own cost of capital, which makes the tool especially relevant in high-interest markets, where 90 days of credit can cost as much as a promotion.
The workbook contains seven tabs (Start Here, Glossary, Settings, Deals, Waterfall, Summary, Terms Scenario), works in Excel 2010 or later without macros, and comes with fictitious example data. Input cells are clearly marked; formulas are protected so the model cannot be broken by accident.
Built by Waterfall Consultancy, drawing on more than a decade of commercial leadership in multinational FMCG.

Source: Best Practices in Pricing Strategy, Consumer Packaged Goods Excel: Price Waterfall Builder for FMCG Excel Excel (XLSX) Spreadsheet, Waterfall Consultancy