Trade Terms Anatomy
The six canonical layers of a trade agreement — from on-invoice discounts through conditional growth rebates.
The Hook
Trade terms can consume 25–47% of gross sales in consumer goods — and most pricing reviews discuss them as if they were a single line item.
Trade terms are the contractual architecture through which manufacturers compensate retailers for shelf space, volume growth, and category support. They fracture across on-invoice and off-invoice layers, unconditional and conditional spend, logistics allowances, listing fees, growth rebates, and marketing support. A single retailer trading agreement can have 30–50 discrete components. Understanding the anatomy before you negotiate is the single highest-leverage RGM capability gap across commercial teams.
Key Concepts — preview of 3 of 6
3 more concept cards in the full lesson — plus the interactive Sandbox, Challenge questions, and AI Strategist coaching.
The Sandbox
Interactive simulator — adjust variables and see outcomes in real time.
The AI Strategist
Senior-RGM coaching on every decision you make in the sandbox.
The Challenge
Scenario questions with auto-graded feedback and XP toward your certificate.
The interactive simulator and challenge are for members
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