You have no doubt heard this before: trade promotion spending is the largest single item on a foodservice manufacturer’s P&L after COGS. It’s a huge expense; however, as The Hale Group pointed out back in 2010, it’s an area that lacks a strong, central focus. In some organizations, trade “reports” to sales or marketing. In other companies, finance owns trade. Regardless of what team owns your trade promotion management (TPM) efforts, it’s time to revisit your approach to TPM.