how to anticipate risk in sales planning · background includes frito-lay, kettle brand potato...
TRANSCRIPT
How To Anticipate Risk in Sales Planning2019 AFS USER CONFERENCE
“Enhancing the Value of Today’s Consumer Goods Manufacturers and Distributors Through Advanced Analytics - WiiFM”
▪ Vice President of Sales, Oregon Ice Cream
▪ Aquarius
▪ Do I Have Experience? Yup!
▪ Frito-Lay, Kettle Brand Potato Chips, Sahale Snacks
TRUE-TO-FLAVOR
REAL TASTE
BRING A PLAYFUL TWIST
TO FAMILIAR FAVES
PROUDLY AND
PROGRESSIVELY OREGON
"ALL IN" ON ORGANIC
BECAUSE WE CARE
TODAY
Eye-catching and IrresistibleSimple and clean Deliciously bold in the case
TOMORROW
NEW PACKAGING
TODAY
Traditional family and nostalgia marketing
TOMORROW
Modern fam; Authentic and fun-loving with more spunk
MORE MODERN MARKETING
TODAY
Familiar favorites with an ADDED PLAYFUL TWIST
Simple and clean
Emphasis on classic favorites
TOMORROW
NEW INNOVATION
Everyday Indulgence
NOW ALDEN’S HAS IT ALL!
ONE PORTFOLIO THAT DRIVES GROWTH ACROSS ALL PRODUCT SEGMENTS
Sharing Occasions Portion Control
EXPLORE SHARE SNACK
X
How To Anticipate Risk in Sales Planning
Tenure Selling SkillInterpersonal
SkillAnalytic Skill
TPM TPO RE
Plan
Execute
Analyze
✓
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WHAT DO YOU DO WHEN THERE IS TROUBLE?
People/Process Technology
What could go wrong?
What will we do if there is
trouble?
Codify the creation of emergency plans
Annual Sales Planning
Initiatives
• Price Changes
• New Product
Externalities
• Shortages
• Recalls
• Shipping issues
• Competitive Activities
Add the
step to each
& every
process/
project
SALES TECH MUST ENABLE YOU TO
▪ Assess the situation
▪ Identify options to close gaps
HOW AFS TPM SOLUTIONS SUPPORT YOUR BUSINESS
▪Quickly understand performance vs. KPIs ▪ Real-time data
▪ Complete set of objectives, plans, latest estimate, actuals- direct & indirect customers
▪ Easy control of report layout
▪ Ability to create measures on-the-fly
▪ Scenarios
▪ Accurate planning
▪ Don’t have to “fudge” inputs
▪ Plan at any level of hierarchy
▪ Base & incremental sales- plan and actual
▪ Indirect customer spending that rolls-up under their distributor(s)
▪ “Spend Expense”- Automatically reforecast spend based on shipments
▪ Accurate association of actuals to plan
HOW AFS TPM SOLUTIONS SUPPORT YOUR BUSINESS
▪ Visibility and communication▪ Single repository of content
▪ Approval mechanism with multiple levels
▪ Visibility of changes to plan, audit trail
▪ Alerts
HOW AFS TPM SOLUTIONS SUPPORT YOUR BUSINESS
ADVANCED CAPABILITIES
▪Trade Promotion Optimization simulates the results of new activities that you could apply to deal with emergencies
NEED HELP UNLOCKING THE POWER OF AFS TPM?
AFS can help with a Strategic Value Assessment (SVA)▪ SVA is a short-term project designed to identify unused/underused
capabilities in AFS TPM solutions and create a plan of action to activate them to maximize the value in your investment
▪ Learn more tomorrow during SVA session tomorrow morning
✓
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Know what can go wrong
Plan for what will be
done
THANK YOU!
Q & A
Speaker biography
• Joelle Simmons has 30 years of CPG leadership experience. Her background includes Frito-Lay, Kettle Brand Potato Chips, Sahale Snacks and Oregon Ice Cream. She is an accomplished sales professional who has led national teams in record setting sales growth that was profitable and sustainable. Joelle has taken point on TPM integration at Kettle Brand, Sahale and Oregon Ice Cream. She believes in cross functional collaboration and the extraordinary power of team work.
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