jb cgt presentation deck

8/8/2019 JB CGT Presentation Deck

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Sales Force & MerchandiserEnablement Through Mobility


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IntroductionJohn Bastock

Former Director of Sales Operations at PepsiAmericas

10 years in the Field - Finance / Mfg / Sales (Retail & OP)

10 years at corporate working on cost reduction & productivityimprovement initiatives:

Presell conversion

Channelized sales structure

Demand planning / Centralize dispatch / Voice-pick in warehouse

Merchandising

KPI development / reporting


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Background Merchandisers are hourly EEs who manage inventory in store

Stock shelves

Build Displays

Manage backroom

DSD system

Sales in 13 states Thousands of merchandisers

Paper-based process

3 Person system (salesman / driver / merchandiser)


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Agenda

Current State / Issues

Strategy

Future State / Solution

Benefits


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Current State / Issues

Labor & Ops Cost Increases

Productivity Decreases

Increased # of SKUs and points

of distribution in store

Shift of volume to supercenters

Store demands for service

Lack of permanent displays

Static / manual scheduling

Hourly manufacturing labor rate trend comparison(U.S. dollars for manufacturing workers 1975-2006)

Source: U.S. Dept. of Labor, VentureOutsource.com,February 2008


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Challenges Faced

Static / Manual Scheduling

Stores assigned by geography

Stores assigned by account type and volume

Routes generally dont vary to keep consistency in stores

No historical information available for future schedules

Peaks and Valleys due to Ads

Workload Balancing

Overtime

Under-utilization of labor


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Challenges Faced Clock in / Out

Honor system for majority of field-based

merchandisers Clock-in at depot adds commuting hours

Lack of management to validate accuracy

Administrative time to do weekly payroll

Was the merchandiser actually in the storeand if so, how long?

Mileage Re-imbursement

Audit system?

In most cases pay whats submitted


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Making the Case

Generate the idea Sell into seniormanagement

Get executive sponsorship for capital &resources

Partner with IT, HR , PMO, Field Sales

Vendor selection

Configure & integrate solution

Entire process took > 1 year

Process

Technology

People

Focus on People, Process & Technology


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Key requirements for automation:

Schedule people based on in-store service requirements (i.e. ad

schedule changes & day of week)

Full accountability for paid time & mileage reimbursement

o Remove Honor System and feed info to backend systems

Provide merchandisers with task list at each account Simplify schedule changes with real-time re-assignments

Increase historic knowledge of service time & understand cost to serve

Better KPI reporting capabilities

Solution that can grow/adapt to changing business needs

Strategy What is needed?


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Solution


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Effective routeplans & resource

coverage

Out-of-the-boxsurveys & forms

Improved

compliance &field execution

Track visits &deploy actions in

real-time

Full access to

customers &planograms

On-line analysis

of patterns &market insights

Promotions-based activitymanagement

Spring Wireless Merchandising Solutionto Address Entire Cycle


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Spring Wireless mSeriesSolution Features

Master DataManagement

Planning Execution Tracking Intelligence

CentralizedMobile Data

Source

Resource &Activity

Planning

Productivity &Intelligence

Real-timeTracking

Analyze &Respond


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Master Data ManagementCentral data source for all mobile apps

Org.Structure

Plan-o-grams

Visits &Surveys

Customer& Product

Data

Employee

Off-line access to key

business info

History of visits & activities

Data dynamically

synchronized & updated

Integration engine allows

constant and consistent

master data updates


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PlanningPlan Field Execution

Routes built based on target

service time

Visit schedules based on

calendar recurrence, marketingcycles & ad types

Dynamic assignment of

activities based on visit type

Flexible route views (list oragenda-style, visit type, status)

Real-time assignments & route

adjustments


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ExecutionProductivity & Intelligence in the Field

Out-of-the-box surveys + forms:

Out-of-stocks

Shelf space

Price survey

Competitoractions

Consistent field execution

Agile response to market

demands & competitive actions

Improve customer knowledge

and satisfaction


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TrackingTrack Activities, Location & Results

Track field execution to

improve planning and assure

visit quality

Real-time info of fieldexecution & business results

Location tracking

Breadcrumb trails of routes

Reports & alerts for speeding

violations, total mileage,

number of stops, time per

stops etc.

001

015

006

User: Chris Grimes

Worked time: 4:20 hours

Shift time: 8 hours

Event: Break

Reason: Lunch


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Built-in business intelligence:

Dashboard: field results at a glance

Reports: out-of-box business info

Analytics: get tailored info throughad-hoc analysis

Prebuilt KPIs: working days, visit

coverage, out of stock issues,executed surveys,

IntelligenceMeasure, Analyze & Improve Field Process


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Productivity gains 4-6% + labor reduction

Reduce overtime by 10-20%

Eliminate under-utilized time

New reporting metrics

Reduce Out of Stocks Consistent processes = Consistent service

Expected Results


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Appendix


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