kamskills academy 2015

Copyright 2015 Bruce Pincott – http://kamskillscademy.com

KAMSkills Academy AsiaFMCG Functional Sales Execution Skill Development

Copyright 2015 Bruce Pincott – http://kamskillscademy.com

KAMSkills Academy AsiaFMCG Functional Sales Execution Skill Development

P R I M A R Y A R E A F O C U S - A S E A N

To create a sustainable sales execution consulting & training platform for the FMCG

Industry only in Asia primarily ASEAN, building functional skill capabilities to Hi-Performance

Sales Associates.

KAMSkills Academy Asia

MISSION

Copyright 2015 Bruce Pincott – http://kamskillsacademy.com

• Do not engage any other industry other than FMCG• Do not engage with any geographic area outside of

ASEAN & Asia.• Do not engage in soft skills• Do not engage in other functional areas of FMCG

except Sales, Key Account Management, Trade Marketing & Channel Management

• Do not engage with Retailers due to conflict of interest

WHAT WE DO NOT DO



• Deliver systematic sales execution skills to cost effectively engage retail customers in creating sustainable consumer access for FMCG suppliers.

• Run interactive seminars, workshops and e-manuals for Hi-Performance Sales Associates in Asia

WHAT WE DO FOR FMCG SUPPLIERS



• Present the KAMSkills Academy Asia program platform in selective ASEAN countries on a Public Workshop format.

• Run Public workshops Bi monthly or Quarterly on select programs• Work with local agencies to marketing KAMSkills Agenda and

maximize delegate bookings• Opportunity to develop a more enduring relationship for the most

suitable local agency• Bruce Pincott, Principal of KAMSkills Academy Asia will facilitate the

programs• Opportunity to train and certify local agencies to conduct selective

programs within the KAMSkills Academy parameters.

WAY OF WORKING



•Develop FMCG people, processes and systems for sustainable and profitable growth

•One systematic modular approach and common platform to facilitate sales execution up & down the organization-”THE ONE STORE STRATEGY”

•Strategic growth 360 planning processes and templates

•Design, develop and implement a modular approach to interactive transfer of skills and knowledge

•Increase effectiveness and efficiency of hi-performance sales people, processes and systems

•Provide a learning & development road map for sales execution skills

CORE OBJECTIVES



The KAMSkills Academy Asia, will deliver & build functional skills and knowledge to internal sales and commercial customers’ operational and strategic needs, with broad consideration to adding value to sustainable consumer access.

Regional & Up Country Managers•Hi-Performance Area Managers

Managers•National Sales Managers•National Key Account Managers•Key Account Managers•Channel Managers•Distributor Sales Managers•Trade Marketing Managers•Brand Managers•Sales Directors

8

Who Should Attend – Target Audience



Bruce Pincott, Princpal, Bruce Pincott Sales Executionist is an International Sales Execution Consultant, Facilitator & Publisher of FMCG Do-It-Yourself Sales Execution e-Manuals.

Bruce Pincott is the “FMCG Go-to-Guy” with over 30 years of Sales Execution experience. 10 Years (2003-2013) with SCA Hygiene, based in Singapore Malaysia & Thailand in Regional SEA Sales & Commercial Director roles.

Bruce Pincott specialises in FMCG Sales Execution Consulting and Training in Growth Strategies, Strategic Account Planning, Data Management, Trade Partnering, Consultative Selling, Sales & Account Negotiations, Promotional Effectiveness and Sales Forensics across all Modern & General Trade Channels.

Bruce Pincott was a winning member of INSEAD –STRATX Markstrat Competition and went on to be a finalist in the World Championships at INSEAD Fontainebleau France.

Principal Profile – Bruce Pincott



Delegates from across Asia have benefitted from Bruce Pincott’s Sales Execution

Seminars and Workshops:Kellogg Aust/Philippines

Kellogg Sing/ Msia/Thai/Ind

Kellogg Japan/Korea/Taiwan/HK

F&N Coca Cola (Sing)

F&N Coca Cola Malaysia

F&N Beverages Malaysia

RJ Reynolds Malaysia

Lee Kum Kee Sing/Ind

Gillette Malaysia

Gillette Singapore

Gillette Philippines

Campbell Soups Singapore

Lam Soon Malaysia

Alliance Cosmetics Malaysia

Li & Fung Hong Kong/Taiwan

L’Oreal Malaysia

BAT Rothmans Aust

BAT Rothmans Sing

CSR Sugar Aust

Yeo Hiap Seng Singapore

Yeo Hiap Seng Malaysia

Seagram Sing/MY/Thai/China

Carlsberg Malaysia

Cerebos Pacific Singapore

Goodman Fielder Singapore

Dumex Sing/Msia/Thai

Beiersdorf Malaysia

Nestle Malaysia

Sara Lee Indonesia

Unza Malaysia

Dairy Farmers Aust

Schwarzkopf Aust

AC Nielsen Malaysia

Danone Malaysia

Glaxo Smithkline Sing/Msia

PT Erisindo Indonesia

SC Johnson Sing/Msia/Ind

JTI Msia/Philippines

Kao Malaysia

SCA Hygiene SE Asia/China

SCA Hygiene Philippines

Reckitt Benckiser Msia/Ind



KAMSkills 1 – 3 Days & GTX Distributor Execution – 2 DaysRULES OF CUSTOMER ENGAGEMENT (delivered to suit both MT & GT)•Revolutionize Sales Execution Way of Working in Asia•Next Generation of Key Account Manager in Asia (Distributor Managers)•8 Rules of Customer Engagement in Asia•5 Rules of Promotional Engagement in Asia•Strategic Account Planning in Asia•Category Solutions in Asia

KAMSkills 2 - 1 DayNEGOTIATING FOR PROFIT•How to Negotiate Win-Win-Win Solutions in Asia•Buyer Behaviour Management

KAM360 Strategic Master-Class – 2 DaysADVANCED INTEGRATED GROWTH STRATEGIES•Identifying profit leaks and how to close gaps – 4 Key Areas•Drive growth without spending more money - sales efficiency & effectiveness•Strategic thinking model and process – operational to strategic mindsets•Annual business planning, budgeting & review process•Cost of Doing Business – Financial Implications•Strategic promotional platform•Compliance management•Business intelligence-sales forensics-data management application•Integrated brand building by category projects

KAMSkills Academy AsiaWORKSHOP SERIES


KAMSkills Academy AsiaKAMSkills 1 – AGENDA – 3 Day WorkshopNew Rules of Customer Engagement

Day 1 TO BE ADVISED

8.30 am Opening Remarks

9.00 am Module 1 – T.O.S.S. The One Store Strategy SystemThe Next Generation Role of KAM/RSM/KAE/SEThe impact of your role on the ConsumerThe impact of your role on the Retail CustomerThe 4 Key Areas of Sales Execution – Systematic Approach

10.15 am Break

10.30 am Module 1 – T.O.S.S. The One Store Strategy System ContinuedThe Next Generation Role of KAM/RSM/KAE/SEThe impact of your role on the ConsumerThe impact of your role on the Retail CustomerThe 4 Key Areas of Sales ExecutionThe One Store Strategy Planning Process

12.30 pm Lunch

1.30 pm Module 1 – T.O.S.S The One Store Strategy System ContinuedWorkshop integrated Case StudiesQ&A

3.30 pm Break

3.45 pm Module 2 – New Rules of Customer EngagementKey Account Management Philosophy8 Rules of Customer EngagementTemplates for Marketing to the TradeThe Key Account Development ModelIntegrated sustainable growth strategiesKAM core competency Development – KPI’sWorkshop Case Studies

5.30 pm AdjournCopyright 2015 Bruce Pincott – http://kamskillsacademy.com

KAMSkills Academy AsiaKAMSkills 1 – AGENDA – 3 Day WorkshopNew Rules of Customer Engagement

Day 2 TO BE ADVISED

8.30 am Recap of Day 1 – THE ONE STORE STRATEGY

9.00 am Module 3 – Rules of Promotional EngagementPromotional Planning OverviewWhy do we Promote?Promotional Investment PlanningCase Studies

10.30 am Break

10.45 am Module 3 – Rules of Promotional EngagementStrategic & Tactical Implications of PromotionsUnderstanding Promotional Efficiency & EffectivenessCreative Planning Considerations

12.30 pm Lunch

1.30 pm Module 3 – Rules of Promotional Engagement360 Promotional Platform for EngagementAdd Value to Brand Building StakeholdersCreative Promotional Execution ConsiderationsSystems & Process for Promotional EngagementIntegrated Case Studies

3.30 pm Break

3.45 pm Module 4 – Next Generation KAM in AsiaMove from Order Taker to Consultant to the TradeConsultative Selling TechniquesTransition from Operational to Strategic MindsetIntegrated Case Studies

5.30 pm End of WorkshopCopyright 2015 Bruce Pincott – http://kamskillsacademy.com


Day 3 TO BE ADVISED

8.30 am Recap of Day 2

9.00 am Module 5 – STRAPS – Strategic Account Planning & ProfilingFeatures of a Strategic Account Planning SystemStrategic Account Planning ProcessStrategic Account Planning PhilosophyStrategic Account Planning SystemIntegrated Case Studies

10.15 am Break

10.30 am Module 5 – STRAPS – Strategic Account Planning & ProfilingSetting Objectives & StrategiesTemplates & Processes for STRAPSIntegrated Case Studies

12.30 pm Lunch

1.30 pm Module 6 – External Business Review DevelopmentStructuring Internal Business ReviewsStreamline process for Trade Business ReviewsBusiness Review Templates Integrated Case Studies

3.30 pm Break

3.45 pm Module 7 – Category SolutionsIntegrated Role of Category Solutions3 Levels of Category Management Category Partnering Process TemplatesIntegrated Case Studies

5.30 pm Close


KAMSkills 1 – AGENDA – 3 Day WorkshopNew Rules of Customer Engagement

KAMSkills Academy AsiaKAMSkills 2 – AGENDA – 1 Day WorkshopNegotiating for Profit

Day 2 TO BE ADVISED


9.00 am Module 1 - Principles of Key Account Management NegotiationCatalyst for Effective Key Account NegotiationsMaximizing Mutual Need through NegotiatingThe Key StepsEstablishing Trust

10.15 am Break

10.30 am Module 2 - Negotiation PlanningPre Planning PrinciplesNegotiation PlannerEvaluate the Trade Concession BalancePrinciples in Making Concessions

12.30 pm Lunch

1.30 pm Module 3 - Negotiation TacticsLeveraging Mutual StrengthsEstablishing an AgendaNegotiating the ChangesSupportive Statements for your PositionClosing TechniquesDo’s and Don’ts of Negotiating

3.30 pm Break

3.45 pm Module 4 - Buyer Behavior ModellingSystematic Approach to Understanding Behavior

6.00 pm End of Workshop


KAMSkills Academy AsiaKAM360 Strategic Master-ClassAGENDA - 2 day WorkshopAdvanced Integrated Growth Strategies

Day 1 12-13 August 2015 – Jakarta Indonesia


8.45 am FMCG Functional ExpectationsManagement know what happened – they now want the WHY?Next level of internal cross functional integration and collaborationTransitioning from Volume at all costs to profit

10.00 am Break

•10.15 am Drive growth without spending more money - sales efficiency & effectivenessHow to grow share in declining marketCompliance managementStreet smart leadership principles

12.30 pm Lunch

1.30 pm Strategic thinking model and process – operational to strategic mindsetsAnnual business planning, budgeting & internal review processHow to present to internal management

3.15 pm Break

3.30 pm Strategic thinking model and process continuedDo you get what you pay for with MT & GTCost of Doing Business – Financial ImplicationsInteractive case studies

5.30 pm AdjournCopyright 2015 Bruce Pincott – http://kamskillsacademy.com


Day 2 12-13 August 2015, Jakarta Indonesia

8.30am Recap Day 1

9.00 am Strategic promotional platformSetting a strategic roadmap for integrated promotional managementCase Studies

10.15 am Break

10.30 am Business intelligence-sales forensics-data management applicationTrade Health Versus Brand HealthTrade Marketing IntegrationInteractive Case Studies

12.30 pm Lunch

1.30 pm Integrated brand building by category projectsBecoming more channel focusedInteractive Case Studies

3.15 pm Break

3.30 pm Summarise Growth Dirvers & Growth Killers

5.00 pm End of WorkshopCopyright 2015 Bruce Pincott – http://kamskillsacademy.com

KAM360 Strategic Master-ClassAGENDA - 2 day WorkshopAdvanced Integrated Growth Strategies


Day 1 WIP

8.30am Opening

9.00 am

10.15 am Break

10.30 am

12.30 pm Lunch

1.30 pm

3.15 pm Break

3.30 pm

5.00 pm End of Workshop


Train the Trainer SeriesAGENDA – WORK IN PROGRESS

brucepincottsalesexecutionist.com

Learning Outcomes: KAM360 STRATEGIC MASTER-CLASS 2 Day Workshop

• Drive growth without spending more money - sales efficiency & effectiveness

• Identifying profit leaks and how to close gaps

• Lower the cost of doing business – financial implications

• Strategic thinking model and process

• Annual strategic planning, budgeting & review process

• Integrated brand building by category projects

• Strategic promotional platform - operational to strategic mindsets

• Compliance management

• Business Intelligence-Sales Forensics – Understanding the WHY?


• National Sales Managers• Key Account Managers• Trade Marketing & Channel Managers• Regional Managers• Distributor Sales Managers• Brand Managers• Sales Directors

KAM360 Strategic Master-ClassAdvanced Integrated Growth Strategies Asia

August 12-13, 2015 Shangri La Hotel Jakarta

KAMSkills Academy Asia PRESENTS:

Facilitator: Bruce Pincott

Who Should Attend

US$1,250.00 Per PaxSEND 3 DELEGATES PAY FOR 2

S A V E 33%

brucepincottsalesexecutionist.com


KAM360 Strategic Master-ClassAugust 12-13 Shangri La Hotel Jakarta

HOW TO BOOK YOUR PLACE: REGISTRATION FORM

Register with Bruce Pincott via Email: [email protected] can be made by Email. Written confirmation of your registration will sent to you by return email.

US$1250 per delegate GROUP DISCOUNT: Send 3 Delegates Pay for 2 – S A V E 33%

Email your delegate details to: [email protected]

Name Position 1………………………………………………………………………………………………………………………………………………. 2………………………………………………………………………………………………………………………………………………. 3………………………………………………………………………………………………………………………………………………. 4……………………………………………………………………………………………………………………………………..……….. Company:…………………………………………………………………………………………………………………………..………….. Address:…………………………………………………………………………………………………………………………………………. Phone:………………………………………….………….Email:……………………………………………………………………………… Contact Person:…………………………………………………………………………………………………………………………………….

mailto:[email protected]

mailto:[email protected]

REGISTRATION



To secure your place at the KAMSkills Academy Workshops, just fill in the attached registration page with attendees details.

The Invoice will be emailed you with electronic payment in US$ due within 7 days of invoice date.

Withholding Tax is not applicable as it a Public Workshop format.

Your workshop fee includes the respective 2 - day workshop fee, presentation materials plus all catering for the workshop (arrival tea & coffee, morning & afternoon tea, and lunch). Travel & Accommodation is not included.

TERMS & CONDITIONS



Bruce Pincott, Sales Executionist, Principal, KAMSKills Academy Asia does not provide refunds for cancellations, however we welcome substitute delegates. Our policy is to issue a 50% credit for cancellations in writing 14 days before the respective workshop to be used at a future KAMSkills Academy Asia workshop . This credit can used for 12 months from date of credit advice. Cancellations within the 14 day period prior to the workshop will not be entitled to a credit. We reserve the right to cancel or postpone KAMSkills workshops for which full credits will be issued for future use in KAMSkills Academy Asia.

kamskills academy 2015

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