Manzana: Recovering Over 250% of Service Costs in Just Seven Months

Summary

As Manzana Products expanded its North Coast brand across major retailers, managing trade spending and distributor deductions became increasingly difficult. The California-based producer of organic apple products partnered with Promomash to gain clearer visibility into its trade investments and take control of deduction management. Within seven months, recovered deductions exceeded 250% of subscription costs, while the team gained valuable insights to guide more sustainable trade spending.

The Challenge

Manzana relied on multiple spreadsheets to track trade spending, yet still struggled to understand where its money was going. Increasing distributor deductions added complexity, and limited visibility into promotional performance made it difficult to determine which investments were worthwhile and where spending needed adjustment.

The Solution

Manzana implemented Promomash's trade promotion management platform and managed deduction services. Promomash's experts took responsibility for reviewing, validating, and disputing invalid deductions, while the platform provided detailed visibility into trade spending and distributor charges. The partnership also laid the groundwork for incorporating Crisp sales data to evaluate planned versus actual promotional performance.

The Results

• Over 250% return relative to subscription costs: Invalid deductions recovered during the first seven months exceeded 250% of the subscription fees paid during that period.
• Hundreds of labor hours saved monthly: Reduced time spent organizing, investigating, and pursuing deductions.
• Greater trade spend visibility: Identified unsustainable spending levels with certain distributors, enabling more productive customer conversations.
• More strategic use of resources: Freed the team to focus on improving promotional effectiveness and developing sustainable trade investments.

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