Accenture: Retail ExecutionCreate stronger customer connections

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Understanding the marketIn an age of ‘see it, buy it’ consumer activity, one of the biggest challenges facing today’s business is shelf strategy and retail execution.It goes without saying that poor execution at the point of sale can contribute to lost sales. Coupled with the fact that consumers are indicating that their loyalty towards brands is low, and that in-store purchases are still largely impulse buys.

Sales representatives often waste time and resources on poor routes: driving highways instead of sales.

So how can your business develop more consistent, targeted and timely retail execution (RE)?

Or, put simply, how can you accelerate performance and avoid costly detours? Accenture puts the answers at your fingertips.

What makes Accenture RE different?Sharpen your retail executionThe combination of Accenture CAS RE On Premise or Accenture Cloud RE on the Salesforce App Cloud can transform your front office capabilities, by providing a leading fully closed loop integrated sales platform that brings efficiency and focus to your sales activities—reducing costs while increasing revenue and focusing your field sales teams on high value visits with your prioritized activities.

Freedom to growEverything about Accenture CAS RE and Accenture Cloud RE has been developed to give you and your workforce the flexibility and scalability you need to perform.

• It supports all your retail functions— presales, van sales, direct store delivery, merchandizing and order taking.

• It functions on mobile devices such as desktops, laptops, tablets and smartphones.

• It is entirely scalable, from ten to tens of thousands of users around the world.

And, supported by the power of Salesforce’s Customer Success Platform, coupled with Accenture’s industry insight, technology experience and global reach - your Accenture Cloud RE solution is in capable hands.

Mobilize your teamThe Accenture platform has been developed to offer exceptional mobility —equipping your people with real-time visibility, on and off-line capability with advanced synchronization, as well as Global Positioning System (GPS) and map support for integrated route planning.

The Accenture CAS RE and Accenture Cloud RE solutions, designed in collaboration with some of the world’s leading consumer products manufacturers, is a software platform that supports different routes to market, sales and delivery models, in all geographies, and on different mobile platforms..

Accenture CAS recognized again in Gartner’s Market Guide for Retail Execution and Monitoring Solutions for the Consumer Goods Industry.Gartner, Market Guide for Retail Execution and Monitoring Solutions for the Consumer Goods Industry, 4 March 2015, Dale Hagemeyer

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Accenture Cloud RE and the Salesforce App CloudConnect to your customers in a whole new way

The game has changedIncreased global competition has made it more difficult for consumer goods companies to compete and grow. They are now looking for ways to increase profitable sales by improving interactions with customers, channels, shoppers and consumers. Historically consumer products companies have had a plethora of solutions across their front office; the strategic alliance of Accenture and Salesforce addresses the business challenges by establishing a single system of engagement for sales processes on a single platform that integrates Salesforce capabilities with the leading edge software of Accenture CAS.

The power of choiceAt Accenture, we deliver on our promises— freeing your business to work in an efficient way and applying technology to enable, not hold you back. With the Accenture and Salesforce strategic alliance it will transform the front office of the consumer goods industry combining Accenture’s consumer goods industry knowledge and software with Salesforce, the Customer Success Platform and worlds leading CRM. And, Accenture continues to be committed to the ongoing development

of the market-leading Accenture CAS RE products products on-premise as well as a Software-as-a-Service (SaaS), cloud-based offering.

Smart and scalableThe existing Accenture CAS RE on premise applications will remain in place, connected to the mobility apps using the existing Accenture CAS replication engine. And now, Accenture intends to extend the benefits of Accenture CAS by building an Accenture Cloud RE on the Salesforce App Cloud.

For Retail Execution and Direct Store Delivery (DSD) the same great mobility functionality available will remain in place, but will adopt the mobility data structure on the Salesforce App Cloud, with a phased approach.

For Trade Promotion Management and Optimization current functionality will be re-built on the Salesforce App Cloud, with a phased approach.

Accenture will continue to support its Accenture CAS on-premise solution with its replication engine that supports the occasionally connected mobile device and introduce a synchronization mechanism for the Salesforce App Cloud, supporting the occasionally disconnected users with selective key data available off-line for their mobile roles.

For critical mobile apps, the existing mobility solution will be re-used to connect to Accenture functionality on both premise-based and Salesforce cloud-based implementations.

The benefit? As well as getting the benefit of faster time to market, consumer goods companies can be assured of our commitment to have a mature solution with a relevant scope for their requirements.

Say hello to the Salesforce Customer Success Platform.

Connect all your apps.Connect all your customer data.

All with one Customer Platform designed for the new hyper-connected world of customers. The new mobile tools, and more, help enable you to sell, service, and market like never before.

ERP

Integration

Synchronization

Replication

On premise

Accenture CAS TPM/TPO

Accenture CAS RE/DSD

Accenture CAS RE

One for all

Laptop

Accenture CAS Mobility Apps:• RE• DSD• KAM AppsIntegration

SaaS

Accenture Cloud TPM/TPOAccenture Cloud RE/DSD

Salesforce App Cloud

Online Offline & mixed online/offline

Replication

RE – Retail Execution

DSD – Direct Store Delivery

KAM – Key Account Manager

TPM – Trade Promotion Management

TPO – Trade Promotion OptimizationSales, Service, Marketing, Communities, Analytics, Platform

Key facts

29% Growth in order size for a European healthcare company

12% Reduction in travel time for a leading European brewery

7.7% Cut in management and labor costs for a North American tobacco company

How can Accenture support you?For your sales:Accenture has helped many of the world’s leading consumer goods companies to:

Increase revenue: help to clearly define and deploy objectives, plans and actions—from promotions and product introductions to in-store activities.

Reduce costs: track performance, limit out-of-stocks, and avoid compliance pitfalls.

Boost productivity: help to improve route planning and achieve greater order efficiency, as well as clearer market and customer insights.

Improve brand recognition: helps to ensure your products are on shelf at the right time.

Save on future investments: the Accenture platform can evolve to suit your business, supporting multiple devices and adopting new ones.

Accenture is helping consumer goods companies around the world realize their potential.

For your people:Superior usability: Accenture Cloud RE and Accenture CAS RE are designed for efficient for daily use. Be it process-guided navigation for users, various set-ups for different roles, entry through keyboard or touch screen to capture data.

Easy interface: clear and easy-to-use display—requires minimal training.

Focus your activities: give your field teams instant, precise guidance on promotions, new product introductions and in store activities.

Optimize efficiency: automate standard field processes to help cut administration time and speed-up customer service.

Incentivize sales: gain an at-a-glance picture of your team’s performance, enabling you to cultivate a pay-for-performance culture.

Unite your workforce: synchronize the activities between your field sales team and head office.

The features: at a glanceGPS, map and calendar for route optimization and visit planning.

Reporting and analytics capabilities are integrated into your processes, giving you consistent and updated data for informed decision making.

Order management including order history, promotions, product disposal list and quick order capturing.

Dynamic platform updated in close to real time and easily accessible across all devices.

Telecommunications support including LTE, 3G, GPRS, LAN, Wi-Fi and Virtual Private Networks (VPN).

Available on and off-line for accurate promotional information and ordering, even in remote locations.

Intuitive interface that can be easily tailored to each user role.

Multi-lingual platform that supports all languages including Asian and European character sets, as well as international currencies and formatting.

And many more valuable innovations.

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The game has changed…Introducing sales folder, the first step to an integrated planning and execution tool from Accenture. For many consumer goods companies, selling information is problematic - using paper-based folders, pictures, long presentations which may contain out-of-date brand, promotional and marketing material. In addition, selling time is lost finding brand information from time-consuming multiple sources. The end result is often conflicted messaging to customers, with little or no flexibility to tailor material for customer-specific adaptations.

The Accenture sales folder functionality is about supporting the right business process so you can Plan, Sell, Execute then Evaluate and Adjust, and impress your customers.

The Accenture sales folder will integrate the managing and publishing of core selling content with an application to support sales pitches of key account managers and sales representatives enabling media to shelf execution. It can be used as a separate app

or be integrated with Retail Execution and Trade Promotion Management planning functionality, and is your first step on a journey to help improve how consumer products manufacturers can transform the front office.

Accenture sales folder at a glance: Managing and publishing content: the multi-level planning process can be completed by different roles including trade marketing and key account managers supported by an integrated workflow approvals process.

Streamlined communication: the Accenture Sales Folder functionality will help provide the most accurate and timely information available. Designed to show relevant content - so the user only sees materials they need, with related updated marketing and promotion information, in one handy place - a reliable one-stop shop.

Dynamic presentations: help ensure early user adoption with a modern user experience, on a mobile application optimized for tablets, providing all the required selling information in a consolidated form and available off-line. Delight your customers with the right messages in an exciting and professional way.

Align priorities: help enable the sales teams to make the right selling decisions, in the right store at the right time, with the most up to date brand messages available - unlock those retail execution opportunities.

Restore your shelf-control: Take back ownership of the shelf and seize every selling opportunity. Accenture CAS Retail Execution helps you to manage compliance, take orders and now improve effectiveness from planning to execution using the sales folder.

Executing media to shelf in such a dynamic way, can help enable profitable sales growth.

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How does it fit together?Accenture CAS RE and Accenture Cloud RE supports your sales at every stage in the cycle—from strategy to customer support. By leveraging the Salesforce Customer Success Platform for Retail Execution applications and more innovation areas, Accenture Cloud RE will help transform the sales and marketing of consumer goods companies:

Customer Service Trade Promotion Management

Trade Promotion OptimizationUses data from the past to run modelsto generate forecasts for the future –honing existing activity and optimizingnew promotions.

Helps consumer goods and services companies gain access to a powerful, integrated sales platform that supports comprehensive field sales management and execution to drive targeted activities.

Supports consumer goods companies offering them a fast, reliable and cost-efficient view of their products` presence and placement at the point of sale.

Helps employ this key selling and distribution method to achieve better business outcomes for consumer goods organizations.

Enables visibility and control across the distributor value chain.

Provides comprehensive functionality for many areas to provide a complete customer experience.

Enables users to have real-time access to the latest information and to help you determine the best course of action.

Helps consumer goods and services companies improve speed-to-market, sales performance, customer experience and operational efficiency.

Distributor Management

Retail Execution

Reporting and Analytics

Direct Store Delivery

Digital Merchandising

Accenture360 degree sales processes

at your fingertips

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Make change happenTo find out how Accenture CAS can empower your retail teams, email accenture.cas@accenture.com or visit www.accenture.com/accenturecas

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Copyright © 2016 Accenture All rights reserved.

Accenture, its logo, and High Performance Delivered are trademarks of Accenture.

About AccentureAccenture is a leading global professional services company, providing a broad range of services and solutions in strategy, consulting, digital, technology and operations. Combining unmatched experience and specialized skills across more than 40 industries and all business functions—underpinned by the world’s largest delivery network—Accenture works at the intersection of business and technology to help clients improve their performance and create sustainable value for their stakeholders. With approximately 373,000 people serving clients in more than 120 countries, Accenture drives innovation to improve the way the world works and lives. Visit us at www.accenture.com.

Accenture Software combines deep technology acumen with industry knowledge to develop differentiated software products. It offers innovative software-based solutions to help organizations address their business goals and achieve high performance. Its home page is www.accenture.com/software.

Accenture CAS is a leading software platform for the consumer goods industry with a suite of trade promotion management, distributor management and retail execution software, consisting of direct store delivery, field service and trade promotion optimization. Along with Accenture NewsPage we are part of the Accenture Software portfolio of products and Accenture Commercial Services for Consumer Goods. The Accenture Route to Market Business Service combines strategy, operations and technology for commercial intelligence and analytics, commercial strategy and planning, trade investment excellence and sales effectiveness, and are offered as a service or as individual components. They are built around the Accenture CAS and Accenture NewsPage software and the Accenture Analytics Platform designed exclusivelyfor the CPG industry, and can be delivered as hosted or on-premise solutions.

About SalesforceSalesforce, the Customer Success Platform and world’s #1 CRM, empowers companies to connect with their customers in a whole new way. For more information about Salesforce (NYSE: CRM), visit: www.salesforce.com.

Salesforce, Salesforce App Cloud and other Salesforce marks are trademarks of salesforce.com, inc. and are used here with permission.

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