on promotion...sales managing multiple numbers across 2-3 systems decreasing returns on promotional...
TRANSCRIPT
On Promotion !!! Trevor Barrett - Premier Foods Andrew Moses - The Config Team
In This Session
As part of our SAP roll out this session will provide an insight into our Trade Promotion Management Journey ;
● Our IT Strategy / Landscape ● Trade Promotion Management ● Our Mobility Approach & Partners
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Agenda
● Premier Foods - Trevor Barrett ○ Our Business ○ Our IT Strategy & Landscape
● Trade Promotion Management - Trevor Barrett ○ Promotional Planning Challenges ○ Journey to TPM & beyond...
● Mobility - Andrew Moses ○ Supply chain data Flow ○ Collaboration/traceability ○ Mobile Innovation - Customers/Consumers
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What we’ll cover
● Premier Foods - Our Business & IT Strategy
● Trade Promotion Management - Trevor Barrett
● Mobility - Andrew Moses
● Wrap Up - Trevor Barrett
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Our Business
● Premier Foods - Bisto together ;
http://www.bistotogetherproject.com/
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A Premier History
● Premier Foods ;
● With Origins in the canned food Industry Premier Foods continually expanded and became the UK’s leading Food Manufacturer
● In 2004 Premier Foods was successfully floated on the London stock exchange with an initial market capitalisation of £526 Million GBP
● In 2007 Premier completed the £1.2 billion acquisition of RHM and many of the household brands such as Hovis, Sharwoods,Cadbury cakes, Bisto and Mr Kipling
● In 2014 Premier undertook a disposal programme and restructured the business into 3 business units - Grocery , Sweet Treats, & International
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Premier Foods - Now
● Structure & Brands
● Premier Foods is one of the UK's largest food producer. ● More than 99% of all UK households bought a Premier Foods brand
last year. ● £1bn turnover. 4000+ employees, 8 manufacturing sites, 3 DCs
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A Premier Solution
● Wall 2 Wall SAP Strategy;
● ERP - ECC6 (WM/SRM/SD/FICO)
● Planning - APO (DP/SNP/PPDS)
● Reporting - BI/BOBJ
● Finance - Business Planning & Consolidation
● Trade Spend - Trade Promotion Management
● Mobility - SRM/POD (Movilizer)
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A Premier Landscape
● Technical Landscape - One instance ;
BI/BOBJ
ECC6 APO
BPC
CRM/TPM
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A Premier Future
● Technology Change - what next ;
● Cloud Technology
● S/4 Hana /Fiori
● Increased Mobility Foot print
● Trade Promotion Optimisation
● Sales Force / Marketing enablement
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What we’ll cover
● Premier Foods - Our History & IT Strategy
● Trade Promotion Management - Trevor Barrett
● Mobility - Andrew Moses
● Wrap Up - Trevor Barrett
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● Leading positions in most categories we operate
● Categories heavily promoted
● Legacy promotions system not supported & increasingly isolated
● Sales managing multiple numbers across 2-3 systems
● Decreasing returns on promotional investment
Approximately 70% of Cake volume is sold “on promotion” - including SAP TPM as part of the our SAP
landscape was key...
Promotion Planning Challenges
Forecasting (Account Planning)
Trade Investment/ STP Planning
Pricing Mgmt
Trade Investment/ STP Execution
Claims & Deductions Mgmt
Releases & Accruals
3rd Party/ USG
Delphi Programme established to drive alignment, simplification & integration of our forecasting & promotional planning processes
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Journey… to TPM
Comm
ercial
Planning
Target Setting
Scenario Planning
Approvals
Actuals
CMRs
Pric
e m
aste
r
CO-PABillin
g
Accruals
Price Q
ueries Price changes
LTTAs
Reba
tesPlanning
Layouts
ApprovalsPromotions Approvals
ROI Planning
Discounts
Fund
Acc
ruals
Funds Management
Budget
Planning
Claims Management
Validation
Worksheet
Disput
e
Manag
emen
t
TPM Scope
ECC
ApprovalsVerificatio
n
CRM/ BPS
BW APO
BOBJ Reporting
Adjustments Accruals
Calendar Post Promo Review
Account
Planning
BPC
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Benefits...early days• Trade Promotions Management will:
• Improve our Promotional Effectiveness through better promotional planning & reporting capability and stricter discipline in authorisation processes, controls and post promotion review
• Reduce sales administration by being the single point of input to manage promotional forms, pricing and business agreements, and subsequent customer claims
• Drive a single aligned Commercial and Production forecast for more than 18 months in the future at individual case level
• Provide enhanced business reporting bringing more accurate pre and post business evaluation at the P&L level
• Support reclassification of Trade Spend Terms in the P&L to improve understanding of how investment can drive profitability
• Bring an updated brand hierarchy structure to align pack pricing, making pricing judgements across promotions more accurate
SIMPLIFIED INTEGRATED ALIGNED COMPLIANT14
Where Next ?
In-sto
re
Execu
tion
EPOS Integration
Scenario
Modelling
Promo
Optimisatio
n
Mobility
Approvals
Cannibalisation
MOBILITY
Through the
Line Marketing
MOBILITY
OPTIMISATION
15Big Data
What we’ll cover
● Premier Foods - Our History & IT Strategy
● Trade Promotion Management - Trevor Barrett
● Mobility - Andrew Moses
● Wrap Up - Trevor Barrett
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Andrew Moses - The Config Team
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Our 2014 Customers
Mobility enables a seamless flow of data through the supply chain
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Production
Warehouse Management
Quality Assurance
Goods Receipt Goods Issue
Hauliers
Hauliers
Vendors
Customers
Consumer
Mobility through the Supply Chain
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• Data capture in real time an enormous enabler for business processes • BYOD (Bring your own device) is happening • Any smartphone can link to a company’s backend ERP system • Picture enabled, geo coordinates capture, push and pull of data to
the backend ERP system • Processes can be dynamic but link to tolerances and accurate data • Electronic flow of data within an organisation or between partners
very powerful • Business devices now behind what employees use at home, used to be
the opposite • Ease of use - apps need to be intuitive some have ability to embed
the training video within the app • Proofs of concept quick to deliver • Mobility project lifecycles much faster than traditional IT projects
Business Adoption of Mobility
Example of a Commercial Mobile Application
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Proof of Delivery (POD) Mobile App Business Process
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POD App Video
Sales and Promotions Apps
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John Deere Salesperson App
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Direct Store Delivery / Van Sales
An Insight into Mobile Innovation with Customers
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Insight into Innovation
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• Many commercial Apps already out there
• New Apps only limited by your imagination
• Proofs of concept quick to put together to test an idea
• Enormous benefits such as:
• stock accuracy and stock reduction
• increased sales
• faster time to invoice
• Improved process efficiency
• AND increased customer and consumer loyalty
What mobile apps would benefit your staff, your business partners, your customers and your consumers?
Summary and Call to Action
What we’ll cover
● Premier Foods - Our History & IT Strategy
● Trade Promotion Management - Trevor Barrett
● Mobility - Andrew Moses
● Wrap Up - Trevor Barrett
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Wrap Up ● Key take out - Its a long road !;
○ Technology is changing ○ Define your strategy ○ Lock into Mobility ○ Integrate your solution ○ Maximise your data “Value” ○ Enable your business “now”
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Wrap Up
●Any Questions ?
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