Resources
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Gross-to-Net P&L: The Report Most CPG Founders Don't Know They're Missing
Trade promotion can run 11% to 27% of a CPG brand's revenue, second only to the cost of the product itself, yet most founders still book it as plain marketing spend on their P&L. A gross-to-net P&L tracks one case from delivered price down to real profit, and the deductions rarely land as agreed. A $4 chargeback can arrive billed at $5.60, because distributors price it off their own wholesale number, not yours.
Reclaiming Your P&L
When a distributor cuts a check for $2.17 on a $20,000 invoice, founders get emotional. But the retail distribution system isn't changing. Instead of screaming into the LinkedIn void, emerging brands need to build a systematic tech stack early. Deploying an AI-native operational platform like Glimpse (www.tryglimpse.com) allows lean teams to automate revenue recovery and preserve margins long before hiring an expensive sales team.