Resources
No jargon, no BS, no MBA required. We explain in plain language what really matters, so you can grow your brand with clarity, and confidence.
Fred Schroeder's Off-Invoice Allowance and MCB Math: What Your Trade Dollars Really Do
One case, $12.69 in trade spend. Only $4.16 of it actually reached the retailer. The other $8.53 stayed with the distributor. A 10% chargeback gets billed against a wholesale price 40% higher than yours, so that "10%" really costs 14% of your case rate. Off-invoice allowances are worse: distributors stock up at the discount, and maybe 10 cents of every discounted dollar ever touches the shelf.