tms credentails
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Page 2 Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Commercial ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692
● TMS COMPANY OVERVIEW
● TMS SERVICES
● SERVICE PLATFORM-Channel
● SERVICE PLATFORM-CRP
● IN-STORE DEVELOPMENTS
● FOUNDER PROFILE
● TMS CREDENTIALS
● TMS ADVANTAGE
Agenda
● SUPPLY CHAIN OPTIMIZATION
● TMS APPROACH
● METHODOLOGY
● INT’L APPROACH-LOCAL
● APPROACH-6-MATRIX
● PROJECT TIME LINE
● FIELDWORK COMPONENTS
● STREAMLINE-TASK/DATA
● CONCLUSION
Page 3 Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Commercial ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692
TMS Overview
A team of western retail business consultants with expertise in the Middle East retail industry.
mallssupermarkets other retail formats
promotional planning new product launches
growth strategies supplier revenue
management systems
Retail performance-based-solutions
We know first hand what impacts profits and customer appreciation in the retail field
and particularly, the Saudi Retail Market. We have over 20 years of combined Saudi
Arabian hands-on-experience working with multi-cultural work forces; line
associates, store management, middle, and senior management. Our diverse
exposure gives us an edge in the market place.
Page 4 Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Commercial ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692 Page 4
TMS Services
Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Electronic ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692
• Growth strategy
• Market positioning
• New concept development
• Multi-channel strategy
• Forecasting and data analytics
• Customer (re-enforcement) process
• Promotional planning
• Revenue process improvement
• Store operations
• Vendor/Supplier management
• Merchandising maximization
• Brand enhancement
• Retail and shopper in-sights
• Customer satisfaction surveys
Understanding of the Issues You Face
We have identified a number of specific retail services that improve overall ROI on marketing dollars. You can profit from the
following services:
Managing a business in today’s GCC market is not an easy thing! The challenge
is to figure out where to put your budget, which is unfortunately, limited.
Page 5 Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Commercial ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692
YOUR Channel vs. Competitors
Representative(s)
CPG manufacturers
Distributor
large-scale local Companies
FMCG industry
CPG industry- revenue & POLICIES
Service Platform-channel
An effective channel strategy must reflect shopper's desire vs. retailer’s ability to interact
given the moment of truth “purchase environment”. Our channel strategy assesses a
retailers efforts through the watchful eyes of the shopper/consumer. Our process help to
create focused strategies, processes, services and offers the match of consumer needs with
the retailers resources to service them effectively.
Page 6Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Electronic ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692
Our services include; FMCG market studies, electronic data solutions in the
retail sector What is the Customer Re-enforcement
Process? Customer Re-enforcement is a
process designed to emotionally engage
and bond customers to your brand. TMS
has developed a proven retail-focused
methodology that designs the ideal
customer experience for your retail
business.
CRP gives retailers a competitive
advantage through a specific approach.
By leveraging in-store and direct research
and audit tools, we develop a
comprehensive evaluation of the current
customer experience and help our clients
design, execute and manage an
experience that impacts customer value,
loyalty and the bottom line.
Customer re-enforcement
CRP improves
• financial performance
• strengthens competitive
advantage
• drive profitable growth,
• builds brand loyalty
Service Platform-CRP
Page 7 Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Commercial ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692
In-Store Developments
Our diverse exposure gives us an edge in the market place. Currently we are developing new
ways of combining technology and old fashion retail savvy to produce new data on In-Store
consumer behavior and shopping patterns.
Page 8 Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Commercial ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692
Founder Profile
Ahmad A. Khan is the founder of TrendSite
Marketing (TMS), co-founder of Belcurve Pty Ltd.,
International Training Excellence Company (ITEC),
and Cuco Collection Australia Pty Ltd. Ahmad
worked on his M.A. in organizational theory and
earned a B.A. with a specialty in Public Relations & Marketing,
Wayne State University Detroit, Michigan. After a very successful
career in retail with PepsiCo, U.S.A., Ahmad Khan was later
recruited by Pepsi (Bugshan) an internationally renowned
franchise bottler as a training manager focusing on cultural
diversity & procedure analysis. He worked on business cycle
training in manufacturing, retailing, research, and in the service
industries. He has extensive experience in the food industry
working with many distribution and retail organizations. Ahmad
Khan's interest in international business led to the development
of a highly predictive marketing process used by a major
supermarket & retail pharmacy chain in Saudi for marketing
(Calendarized marketing abatement program) CMAP responsible
for managing revenue in the tens of millions of Saudi Riyals.
Ahmad has consulted many companies and has developed a
unique assessment process for the Saudi business community.
Ahmad Khan’s extensive research in organizational theory based
on the latest breakthroughs in cultural diversity ensures
competency and the quick transfer of learning's back on the job,
saving companies time and money.
"The vision of modern trade in Saudi is to sustain the efforts of professional retail development"
16 YEARS OF SAUDI-GCC
RETAIL EXPERIENCE
OVER 16 YEARS OF USA
RETAIL & ORGANIZATIONAL
EXPERIENCE
Page 9 Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Commercial ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692
TMS Credentials
Page 10 Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Commercial ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692
TMS Advantage
• Small Firm with low over head
• Professionals with over 30 years of Market know how experience
• International experience with local understanding
• "Fact based" principle of decision making
• Getting it right the first time
• Out-sourcing with TMS and get better results!
• Save thousands of riyals
compared to the cost of hiring
Page 11 Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Commercial ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692
Supply Chain Optimization
Are your suppliers giving you the maximum discount, promotional offers, do you
have an evaluation process in place? Can you compare your trade discounts to
the rest of the market?
How do you know your company is getting the maximum benefit
from your supplier relationship?
We are the only 100% American owned firm licensed in Saudi by SAGIA (Saudi Arabian General Investment Agency) specializing in
electronic marketing data (retail). We have over 20 years of MENA exposure and retailing (360 degrees) expertise (exposure to retailing, manufacturer, & research). .
Page 12 Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Commercial ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692
TMS Approach
Too often the information in which we base our decisions is not fact based, but rather built on
others experience in the market place. If their experience is good your advice is good, if it is
bad, than guess what? So is your advice!
With our approach to market penetration, you can now rest assured that you are using current
trends and fact based information targeting tools to plan your product launch.
APPROACH TO SUCCESS IN THE SAUDI MARKET…
" If you are serious about succeeding in business,
you need to start off on the right foot with Market & Consumer Insights"
Page 13 Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Commercial ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692
Methodology
ELECTRONIC RESEARCH APPROACH AND METHODOLOGY
We compile and analyze relevant market and technology application information from a broad range of information
sources that are known to be applicable for the task objectives. These sources include numerous market research and
industry specific databases accessible through paid commercial gateways, or "portals" as well as some that are
accessible through the Internet and custom crafted research methods. The specific sources include databases developed
by over a dozen respected global market research firms (for example, Nielsen, MEMRB, TNS, United Consultants &
Researchers-UCR, etc.) in addition to numerous trade-industry-and technology specific sources. For this task, TMS
expects to compile pertinent information extracts from published and unpublished reports for subsequent analysis.
Summary: we develop search strategies that yield general market information and specific data elements relative to the
Saudi Arabian marketplace. Filtering and organizing the obtained information in a manner consistent with its end use.
Reconciling the differences in related data elements from the different sources. Analyzing the resulting information
relative to the study objective. Presenting the resulting analytical output in a concise manner that is most informative to
the client and potential investors.
YOU SEE
SHOPPERS
BUT DO YOU KNOW YOUR CUSTOMERS?
TMSAPPROACH
Page 14 Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Commercial ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692
International Approach with local focus
TMS approach & service offerings responds to our understanding of YOUR needs.
We have developed a client industry/regional needs approach that starts
addressing the specific needs of YOUR market based on APPROACH-6-MATRIX
modeling. TMS is willing to offer the entire model (A6M) or segments as YOU deem
appropriate.
It is our intention to offer an approach that provides YOU with a clear road map of
all activities (input & output) related to measuring & and managing its current
business & potential growth opportunities. Our first object is to align on the scope of
work, resources needed, time of completion, and final output of the project.
Page 15 Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Commercial ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692
APPROACH-6- MATRIX
InSights
1. ASSESSMENT OF COMPETITIVE ENVIRONMENT
• Customers usage & attitude research
• Measure & gauge competitors vs. YOUR market position
• Suppliers analysis; “A balanced scorecard”
• Global trends vs. local industry norms: best practices,
technology, innovation, consumer demands, etc.)
2. YOUR MARKET POSITIONING (Perceptual mapping)
• Auditing, evaluating, and indexing operational
processes; sales/marketing execution performance
measures.
• Evaluate customer service program for the division
under study
• Traveling to major and remote branches in order to
conduct operational performance audits as demanded
• Customer support information systems - CRM
3. CONCLUSIONS AND STRATEGIC DIAGNOSIS
• SWOT analysis
Diagnostic Road Map (DRM)
4. GROWTH STRATEGY
• Conjugate growth objectives and strategic
recommendations
• Sales plan: product and services sales by sector / client
5. MARKETING PLAN-Strategic re-alignment
• Product/service offerings; pre-sells, sells, and post sales
services, pricing strategy
• Commercial organization & internal processes
• Customer relationship management(CRM)
• Human resources development
6. IMPLEMENTATION PLAN
• Work-plan
• Budget / projections
• Performance indicators
The sole purpose is to measure YOUR business
environment and recommend factual based inititives to
manage its business growth
Page 16 Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Commercial ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692
Project timeline-Approach-6-DRM
U&A study
Preparatory work field work – DB,
questionnaires, training
Survey – field work
Data entry and analysis
Report documentation, review &
validation
Analysis other areas Competitive Environment
Interviews / research work through
secondary sources of information
Data analysis
Report documentation, review & validation
SWOT analysis and Final Documentation
Conclusions / preparation
workshop
SWOT workshop
Review and final documentation
1. ASSESSMENT OF COMPETITIVE ENVIRONMENT
• Customers usage & attitude research
• Measure & gauge competitors vs. YOUR market position
• Suppliers analysis; “A balanced scorecard”
• Global trends vs. local industry norms: best practices,
technology, innovation, consumer demands, etc.)
2. YOUR MARKET POSITIONING (Perceptual mapping)
• Auditing, evaluating, and indexing operational processes;
sales/marketing execution performance measures.
• Evaluate customer service program for the division under
study
• Traveling to major and remote branches in order to conduct
operational performance audits as demanded
• Customer support information systems – CRM
3. CONCLUSIONS AND STRATEGIC DIAGNOSIS
• SWOT analysis
INSIGHTS
4. GROWTH PLAN
• Formulation of growth objectives and strategic lines of
action
• Sales plan: product and services sales by sector / client
5. MARKETING PLAN (RE)FORMULATION
• Product portfolio and post sales services, pricing strategy
• Commercial organization & internal processes
• Customer relationship management (CRM)
• Human resources development
6. IMPLEMENTATION PLAN
• Work-plan
• Budget / projections
• Performance indicators
DRM
Week 1
Week 14
9-1
1 w
ee
ks5
-6 w
ee
ks
3-4
we
ek
s
2-3
we
ek
s2-3
we
ek
s
2-3
we
ek
s
Evaluate current objectives and strategies
for more organization success
Balanced goal setting workshop
Realistic time line set
Review and final documentation
Workshop
Process explanation
• Provide assistance in moving through
difficult phase.
• Provide active direction throughout the
process.
• Actively help set strategy.
• Actively pursue certain ideas.
Page 17 Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Commercial ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692
Field Work Components-Summary
Customers
Competition
Suppliers
Competition Industry Market
Trends
CORE DELIVERABLE:
Current customer profile: by category, i.e., sector, division of services and as per YOUR company segmentation etc.
Market segmentation: by customer, channel, share, value, volume
Customer analysis: by satisfaction, cluster fact characteristics, YOUR performance vs. total market
SWOT: by analysis & conclusions
Global trend comparison: by major markets scale with MENA (Middle East, North Africa)
Field work: surveys, work shops, focus
groups
Field work: surveys, work shops, focus
groups
Fieldwork: interviews & data mining
Secondary data source, portals &
established gateways & sector reports
input output
INSIGHTS
Assessment of YOUR Business Climate
Weaknesses
SWOT
Exte
rnal
An
alys
is
Inte
rnal
An
alys
is
Strengths Weaknesses
Opportunities Threats
S W
O T
Page 18 Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Commercial ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692
Streamline: task-data type-resources
Task
Data type
TMS-Team
(in close coordination with XXX
management, salesman, and
technicians)
F2F in-depth
interviews with:
Top 10%current
Customers by sales value
Top 10% potential customers
By profile definition
XXX’s customers database
Analysis
Survey covering all companies
in three sectors (P&P,
Packaging & Government): aprox. # companies
YOUR customers database analysis
• Business description & contact details
• Description machinery (years-old, manufacturer…)
• Vol. of consumption of accessories, paper and other consumables.
• Valuation of purchasing patterns
• Main distributor: name, sales, product brands, prices, distribution
channels, & post-sales services (IF ANY)
• Satisfaction levels with supplier and unmet needs
• Investment over the next three years / business growth
• Business description & contact details
• Description machinery (years-old, manufacturer…)
• Vol. of consumption of accessories, paper and other consumables.
• Name of major distributors
Survey company-TMS affiliates
(under supervision of TMS –
Affiliates)
Resources
IMPLEMENTATION
Page 19 Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Commercial ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692
Call Us Today
TMS...the fact based marketing solution for your new or existing
business. Our goal is to facilitate your company with its peak
revenue, based on the total market performance. We will paint a
clear factual picture and manage your action recommendations as
well.
Please contact us anytime! We look forward to hearing from you:
Indeed!We specialize in the revenue maximization of Retail projects in Saudi & the GCC.
Page 20 Innovative Marketing Systems Solutions: Marketing-Program Creation-Business Development-Commercial ResearchEmail: [email protected] C.R. 4030176731 Jeddah JCCI# 126692 Page 20
Retail in the ME “Evolution vs. Revolution"”
Thank you! & Shop Again
PUSH
To
Start
In-Store
In-Sights
Shoppers
Activity
Habits
Time & Motion
Consumer
”TMS In-Store Solution for Efficiency ”
Conclusion