sales presentation final
TRANSCRIPT
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Winning atthe Momentof ChoiceRon AndersonChief Customer Officer
23 October 2009
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Winning at the Moment of Choice
With Consumers and Shoppers. . .
. . .and become an IndispensableBusiness Partner for our Customers
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Our customer base and business model varies across the world
On-trade Off-trade Third Party
Direct interactionwith bars, clubs,
restaurants
e.g. Western EuropeLatam, Africa
Direct interactionwith grocery,
independents etc
e.g. Western Europe,Latam, Africa,Global Travel
Distributors,Wholesalers
e.g. US, Asia Pac,Caribbean,
Eastern Europe
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We started to increase our focus on the sales function 2 years ago
• Chief Customer Officer
• Global Customer Marketing
• Diageo Way of Selling
– Internal sales best practice and account management
• Platform for Growth
– Improving the capabilities of our Distributors
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Behaviour has shifted due to the economic downturn
Consumers
Re-evaluating Spending
Shoppers
Looking for Value
Customers
Changing Strategies
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Winning at the Moment of Choice
• Value share gains
• Profitable growth for us and our customers
• Respected among CPG peers. Best in the on-trade.
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Delivering “Winning at the Moment of Choice”
EfficientTrade
Investment
CustomerDevelopmentand Service
SalesExecution
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1. Sales Execution
Shopper Understandingand Insights
Tailored Off-Trade Activities
Great On Trade Experiences
SalesExecution
EfficientTrade
Investment
CustomerDevelopmentand Service
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We are now operational in 30+ marketsrepresenting over 2/3 of net sales
LatAm:Venezuela,
Mexico,Brazil,
Northern &Southern Cluster
Europe:GB, Ireland, Iberia,
Northern & Southern Cluster,Russia & Eastern Europe
Africa:Nigeria,
South Africa
GTME
North America:USA
Asia Pacific:Australia,
India,Korea,
SingaporeThailandTaiwanVietnam
SalesExecution
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Ease of Shop & Category NavigationSales
Execution
• Right Range
• Right Space
• Ease of Navigation
e.g. Russia Key Account:
+24% spirits category growth
+35% Diageo spirits growth
17‘Making it easier to find, choose and buy the category’
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Ease of Shop & Category NavigationSales
Execution
• Right Range
• Right Space
• Ease of Navigation
e.g. Russia Key Account:
+24% spirits category growth
+35% Diageo spirits growth
17‘Making it easier to find, choose and buy the category’
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Ease of Shop & Category NavigationSales
Execution
• Right Range
• Right Space
• Ease of Navigation
e.g. Russia Key Account:
+24% spirits category growth
+35% Diageo spirits growth
17‘Making it easier to find, choose and buy the category’
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Category Promotions & EventsSales
Execution
WhiskyFestival
SimplyCocktails
Summer Spirits
+12% +40% +11%Results
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Shopper InterruptionsSales
Execution
Before After
Results:• Customer: +10% Single Malts Category Sales Growth
• Diageo: +18% Single Malts Sales Growth
• Scale: +300 Stores in 6 months
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Store within StoreSales
Execution
Brazil Perfect Store• 60% Category Growth• 100% Diageo Growth• 50% Retailer Margin Increase• 10 Months Retailer ROI
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Great On Trade ExperiencesBartender Training in Australia
SalesExecution
Results• Customer: Better trained staff (perfect serve, product knowledge)
• Diageo: +60% increase in 1st pour volume, +17% Reserve growth
• Consumer: Better quality drink experience
• Other: 1200 training sessions for 400 priority customers per year
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2. Customer Development and Service
EfficientTrade
Investment
CustomerDevelopmentand Service
SalesExecution
Key Account and Distributor Management
Customer Service
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Top retailers are clear on what it takesto win with them
CustomerManagementand Service
64%Price and promotional activity
64%
52%Supply chain efficiency andprocess improvement 60%
42%Understanding the shopper
52%
56%Greater strategic alignment andlong-term joint business planning 44%
26%Balance sheet KPIs such ascash flow and inventory 40%
22%Sustainability
20%
39%New product launches
12%
Suppliers, % Retailers, %
Source: IGD Customer Engagement Survey 2009
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Improving Key Account Managementand Distributor Capabilities
CustomerManagementand Service
Retail Trade(On and Off)
--
Account Management
DistributorManagement
Distributors
DistributorCapability
Retail Trade(On and Off)
--
Standard of Excellence Platform for Growth
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Providing an End to End Customer Service Experience
CustomerManagementand Service
From To
On Time in Full On Shelf in Full
Warehouse Store Shelf
Adapting to a world with lower inventories
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3. Efficient Trade Investment
CustomerDevelopmentand Service
EfficientTrade
InvestmentSales
Execution
Improved Trade Investment
Technology
Markets, DWS, Customer Marketing, Supply Chain, Finance
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Improving Returns from our TradeInvestment
EfficientTrade
Investment
Reduce
Investmentonly the
customer sees
Increase
Investment the shopper /
consumer sees
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Delivering “Winning at the Moment of Choice” -At Scale
CustomerDevelopmentand Service
EfficientTrade
InvestmentSales
Execution
Shopper and Consumer Insights
Brand Range
Platform for Growth
Global SupplySAPScalability
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Winning at the Moment of Choice
Please use the following dial-in numbers:Q&A Session at 3pm (UK time) – 23 October 2009
UK – Toll freeNorth America – Toll freeFrance – Toll freeGermany – Toll freeIreland – Toll freeItaly – Toll freeNetherlands – Toll freeSpain – Toll freeSwitzerland – Toll free
International – Toll
0800 279 96401866 850 22010805 770 1550800 673 83541800 944 322800 088 7370800 265 9175800 099 7970800 000 287
+44 (0)20 7784 1036
Please quote confirmation code: 2506354
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For further information on Diageo, please visit theInvestors section of: diageo.com
The Investor Relations team can becontacted on:
UK +44 (0)20 7927 4267US +1 202 715 1110
or by email at: [email protected]
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Cautionary statement concerning forward-looking statements
This document contains ‘forward-looking’ statements. These forward-looking statements can be identified by the fact that they do not relate only to historical or current facts. In particular, forward-looking statements include all statements that express forecasts, expectations, plans, outlook and projections with respect to future matters, including trends in results of operations, margins, growth rates, overall market trends, the impact of interest or exchange rates, the availability or cost of financing to Diageo, anticipated cost savings or synergies, the completion of Diageo's strategic transactions and the general economic conditions. By their nature, forward-looking statements involve risk and uncertainty because they relate to events and depend on circumstances that will occur in the future. There are a number of factors that could cause actual results and developments to differ materially from those expressed or implied by these forward-looking statements, including factors that are outside Diageo's control.
These factors include, but are not limited to:• global economic downturn;• increased competitive product and pricing pressures and unanticipated actions by competitors that could impact Diageo’s market share, increase
expenses and hinder growth potential;• the effects of business combinations, partnerships, acquisitions or disposals, existing or future, and the ability to realise expected synergies and/or costs
savings;• Diageo’s ability to complete existing or future acquisitions and disposals;• legal and regulatory developments, including changes in regulations regarding consumption of, or advertising for, beverage alcohol, changes in tax law
(including tax rates) or accounting standards, changes in taxation requirements, such as the impact of excise tax increases with respect to the business, and changes in environmental laws, health regulations and the laws governing pensions;
• developments in litigation or any similar proceedings directed at the drinks and spirits industry generally or at Diageo in particular, or the impact of a product recall or product liability claim on Diageo’s profitability or reputation;
• developments in the Colombian litigation, Turkish customs litigation or any similar proceedings• changes in consumer preferences and tastes, demographic trends or perception about health related issues, or contamination, counterfeiting or other
circumstances which could harm the integrity or sales of Diageo’s brands;• changes in the cost of raw materials, labour and/or energy;• changes in economic conditions in countries and markets in which Diageo operates, including changes in levels of consumer spending and failure of
customer, supplier and financial counterparties;• levels of marketing spend, promotional and innovation expenditure by Diageo and its competitors;• renewal of distribution or licence manufacturing rights on favourable terms when they expire;• termination of existing distribution or licence manufacturing rights on agency brands;• systems change programmes, existing or future, and the ability to derive expected benefits from such programmes, and systems failure that could lead to
business disruption;• technological developments that may affect the distribution of products or impede Diageo’s ability to protect its intellectual property rights; and• changes in financial and equity markets, including significant interest rate and foreign currency exchange rate fluctuations and changes in the cost of
capital, which may reduce or eliminate Diageo’s access to or increase the cost of financing or which may affect Diageo’s financial results.
All oral and written forward-looking statements made on or after the date of this document and attributable to Diageo are expressly qualified in their entirety by the above factors and the ‘risk factors’ contained in the preliminary results announcement made on 27 August 2009 and the Annual Report on Form 20-F for the year ended 30 June 2008 filed with the United States Securities and Exchange Commission (SEC). Any forward-looking statements made by or on behalf of Diageo speak only as of the date they are made. Diageo does not undertake to update forward-looking statements to reflect any changes in Diageo's expectations or any changes in events, conditions or circumstances on which any such statement is based. The reader should, however, consult any additional disclosures that Diageo may make in any documents which it publishes and/or files with the SEC. All readers, wherever located, should take note of these disclosures.
The information in this document does not constitute an offer to sell or an invitation to buy shares in Diageo plc or an invitation or inducement to engage in any other investment activities. Past performance cannot be relied upon as a guide to future performance.
This document includes disclosure about Diageo’s debt rating. A security rating is not a recommendation to buy, sell or hold securities and may be subject to revision or withdrawal at any time by the assigning rating organisation. Each rating should be evaluated independently of any other rating.
The contents of the company’s website (www.diageo.com) should not be considered to form a part of or be incorporated into this document.