Pricing Gaming Sheet
The suggested FOB is what the shelf and your two margins support. Their quote sits beside it, and the gap is your FOB room. Trade Spend is a percent of the FOB, funded out of that room. Lift the FOB into the room and pay the spend out of it.
How the sheet works ▾
Suggested FOB. Start at the shelf. MSRP less the retail margin is the retail bottle. Less the distributor margin is the bottle landed. Less freight and tax per bottle is the suggested FOB. Times the pack is the suggested FOB per case.
FOB room. Suggested FOB per case less their quote. That is how much higher the supplier could set the FOB and still hit the shelf.
Trade Spend. A percent of the suggested FOB, not part of it. Invest in Trade Spend per case equals the percent times the suggested FOB. Supplier net FOB is the suggested FOB less that spend. Net versus quote tells you if the room fully covers the spend and still meets or beats their number.
1
Set the market
Fills size and pack for you. Pick Custom to set your own.
1 for a single bottle
Units per case: —
$
Tax per gallon—
Gallons per case—
Tax per case—
2
Game the FOB and the spend
| Item | MSRP / pack | Retail % | Dist % | Supplier COGS / case | ABV % | Their quote / case | Suggested FOB / case | FOB room / case | Trade Spend % | Invest / case | Supplier net / case | Supplier margin | Net vs quote |
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Yellow cells are yours. Net versus quote at zero or above means the room covers the Trade Spend and the supplier still meets or beats their original number.
Suggested FOB equals bottle landed less freight per bottle less tax per bottle, where bottle landed is MSRP times one less retail times one less distributor.
FOB room per case is the suggested FOB less their quote. It is how much higher the supplier could set the FOB and still hit the shelf.
Trade Spend is not part of the FOB. Invest per case equals the Trade Spend percent times the suggested FOB. Lift the FOB into the room and fund the spend out of it.
This sheet is illustrative. Tax figures are loaded from a national reference table for planning only, and some states tax certain classes or higher ABV products differently, and control states may add markups. Verify the excise class for your product and market before you commit. Built for the Beverage Broker Network by BevAssets and Frontline Beverage.