Our Clear Commitment:
description
Transcript of Our Clear Commitment:
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Our Clear Commitment:
NextLeap
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Agenda
• PLP discussion
• The customer pyramid & our objective
• UTi’s Sales Challenge
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Agenda
• PLP discussion
• The customer pyramid & our objective
• UTi’s Sales Challenge
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Primary Logistics Partner
Partner – We cherish intimate, long-term relationships that drive mutual benefit.
Logistics – While we deliver customized supply chain solutions, services and information through our worldwide network, our core transaction business remains freight forwarding, customs brokerage, order management, and value-added warehousing.
Primary – We aim to be the customer’s first choice and largest source of logistics services in a direct relationship.
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1 6 11 16
2 7 12 17
3 8 13 18
4 9 14 19
5 10 15 20
NextLeap Target
20 Strategic Customers
Dow Corning
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How Many Potential PLPs Could UTi have?
Branch 5,000 Local PLPs = 250 branches X 20 PLPs
Country 980 Country PLPs = 49 Countries X 20 PLPs
Region 80 Regional PLPs = 4 Regions X 20 PLPs
Global 20 Global PLPs
6,080 PLPs Worldwide
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Agenda
• PLP discussion
• The customer pyramid & our objective
• UTi’s Sales Challenge
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Customer Pyramid
Dollars
TimeQuality
PLP Customers
Quantifi
ed V
alue
Solutions
Relationships
• Local• Global
(Built On Trust)
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OurCustomer
You(UTi)
Reachfor yourAdvice
Brings“you”
in earlyShares“more”
Info(Coach)
Helps“you”helpthem
Helps“you”
improvequality
(Must be ableTo create solutions)
Treats“you” as
“you” want(Must have
an “O” focus)
MutualRespect
(Must be ableto create intimacy)
Trusts“your”
instincts &judgment
Gives“you”
the benefitof doubt
Lower stresslevel
(Must Perform& Do What
Is Promised)
“you” arecomfortable
in interactions(Must be Consistently
Creating Value)
Protects
Warns
ProvidesCover
LessBureaucracy
in gettingnext job
Repeatbusiness
Refers“You”
PaysBills
Outputs
MakesTime for “you”
Availability
What is a “Trusted Advisor”?
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Agenda
• PLP discussion
• The customer pyramid & our objective
• UTi’s Sales Challenge
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Q 1-4 Q 5-8 Q 9-12 Q 13-16 Q 17-20Q 0
UTi NextLeap Operating Profit Growth
We Must Grow GREATER THAN 20% per year
360
433
520
625750
680
825
1000
300
560
404
UTi NextLeap Net Revenue Growth
44 62
84113
150
33
20%
Q 1-4 Actual
Q 5-8 Budget
Q 9-20 Projected
NextLeap Goal
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TheMind
Set
Possible Reactions
Here we goAGAIN ! ! !
How do theyexpect me to
Grow MORE than 20% each year?
This is out ofmy control ! ! !
They EXPECTme to do too
much ! ! !Too manypriorities
We don’t havethe resources & no
one will approvemore ! ! !
SCARY! How do
I do it???
What’sin it forme ?
This costsMoney ! ! !
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SCARY! How do I
do it???
• Do nothing, hope no one notices !
• Keep doing what I do and let others generate the revenue for me
• Be an active participant
Possible Actions
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Be An Active Participant
RIGHT People on the Bus…. In the RIGHT Seats
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Active Management(Governance)
UTi Sales Model: No more resources….work smarter
Resource Plan:
Sell 20%More
MoreProductivity
HireMore Sales
Pay for themselves
DCSOrganization
IncentiveProgram
Measurement
ImplementationResources
ReallocateResources
SalesProcess
KnowledgeSharing
SalesTraining
CommunicatingExpectations
Accountability
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Active Management(Governance)
UTi Sales Model: No more resources….work smarter
Resource Plan:
Sell 20%More
MoreProductivity
HireMore Sales
Pay for themselves
DCSOrganization
SalesTraining
IncentiveProgram
Measurement
ImplementationResources
ReallocateResources
SalesProcess
KnowledgeSharing
CommunicatingExpectations
Accountability
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Objective of SSP & War Room
Increase Profit & Size of the Deal
Increase Probability of Deal Closure
Reduce Competitive Risk
Reduce Time in Sales Cycle
By:
Focusing management resources on the best opportunities
Assigning the best talent to the best opportunities
Aligning the global team to work in a coordinated fashion to improve our chances of winning
Minimizing competitive risk by assigning a dedicated team to serve the customer
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PLP PLP PLP
PLPPLPPLP
PLP
PLP
PotentialCustomers
PotentialCustomersPotential
CustomersPotential
Customers
PotentialCustomers
PotentialCustomers
PotentialCustomers
PotentialCustomers
PotentialCustomers
PotentialCustomers
PotentialCustomers
PotentialCustomers
UTi Sales Process
PotentialCustomers
PotentialCustomers
PotentialCustomers
PotentialCustomers
Filters:Can UTi deliver competitive advantageIdeal customer profile / War RoomTargeted vertical industriesRequire a wide range of Supply Chain Services
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Opportunity Strategies DriveDCS War Room Process
Regional War Room
GlobalTop 10
Local Sales Top 2-3 Local Sales Top 2-3 Local Sales Top 2-3 Local Sales Top 2-3 Local Sales Top 2-3
Global War Room
Branch War Room
Contract 10 EMENA 10 Americas 10 Asia-Pacific 10 Africa 10
RegionalTop 10
DCS’s Top 2-3 DCS’s Top 2-3 DCS’s Top 2-3 DCS’s Top 2-3 DCS’s Top 2-3
BranchTop 10
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PLP PLP PLP
PLPPLPPLP
PLP
PLP
PotentialCustomers
PotentialCustomersPotential
CustomersPotential
Customers
PotentialCustomers
PotentialCustomers
PotentialCustomers
PotentialCustomers
PotentialCustomers
PotentialCustomers
PotentialCustomers
PotentialCustomers
UTi Sales Process
PotentialCustomers
PotentialCustomers
PotentialCustomers
PotentialCustomers
Filters:Can UTi deliver competitive advantageIdeal customer profile Opportunity strategyWar Room
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Active Management(Governance)
UTi Sales Model: No more resources….work smarter
Resource Plan:
Sell 20%More
MoreProductivity
HireMore Sales
Pay for themselves
DCSOrganization
SalesTraining
IncentiveProgram
Measurement
ImplementationResources
ReallocateResources
SalesProcess
KnowledgeSharing
CommunicatingExpectations
Accountability
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Active Management (Governance)
13
13
13
Customers
PeopleAdministrativeActivities
SALES
Operations& Finance
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CommunicatingExpectations
Active Management(Governance)
UTi Sales Model: No more resources….work smarter
Resource Plan:
Sell 20%More
MoreProductivity
HireMore Sales
Pay for themselves
DCSOrganization
SalesTraining
IncentiveProgram
Measurement
ImplementationResources
ReallocateResources
SalesProcess
KnowledgeSharing
Accountability
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Expectations
CustomerReference-able
20% organicRevenue Growth
& MarginGrowth
ExceedYour
Budget(More than
20% Growth)
Get Results
Team Work- Other sales members- Ops- Finance
33% ofyour timewith yourcustomers
selling
War Room
OpportunityStrategies
SolutionSellingProcess
Reports
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Active Management(Governance)
UTi Sales Model: No more resources….work smarter
Resource Plan:
Sell 20%More
MoreProductivity
HireMore Sales
Pay for themselves
DCSOrganization
SalesTraining
IncentiveProgram
Measurement
ImplementationResources
ReallocateResources
SalesProcess
KnowledgeSharing
CommunicatingExpectations
Accountability
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Accountability
Accountability
Rewardthe People
Who succeed
PeopleWho Failto AttainThe Goal
WithdrawRewards
AdditionalCoaching
ReplaceThem
“Get the PeopleIn the Right Seats”
Leaders major Job Responsibility
Measure
Local Sales:Net Revenue
DCS:Net Revenue& MBOs
Discuss How to get theResults
Use SalesProcesses& Tools:
a) Trainingb) Toolsc) Formsd) Processese) Productsf) Solutions
Provide aClear
Messageof What Needs
to be Done
ExceedBudget:
More than20%
Growth
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Hold Sales Staff Accountable
New Net Rev = salary New Net Rev = greater than salary New Net Rev = 2 times salary
Local & DCS Sales
6 Months Review 9 Months Review 12 months Review
Local Sales: 2-3 times salary in NEW Net Revenue generation
DCS Sales 3-5 times salary in NEW Net Revenue generation
Minimum Target:
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Active Management(Governance)
UTi Sales Model: No more resources….work smarter
Resource Plan:
Sell 20%More
MoreProductivity
HireMore Sales
Pay for themselves
DCSOrganization
SalesTraining
IncentiveProgram
Measurement
ImplementationResources
ReallocateResources
SalesProcess
KnowledgeSharing
CommunicatingExpectations
Accountability
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Active Management(Governance)
UTi Sales Model: No more resources….work smarter
Resource Plan:
Sell 20%More
MoreProductivity
HireMore Sales
Pay for themselves
DCSOrganization
SalesTraining
IncentiveProgram
Measurement
ImplementationResources
ReallocateResources
SalesProcess
KnowledgeSharing
CommunicatingExpectations
Accountability
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PLP Database Tour
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Active Management(Governance)
UTi Sales Model: No more resources….work smarter
Resource Plan:
Sell 20%More
MoreProductivity
HireMore Sales
Pay for themselves
DCSOrganization
SalesTraining
IncentiveProgram
Measurement
ImplementationResources
ReallocateResources
SalesProcess
KnowledgeSharing
CommunicatingExpectations
Accountability
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MDs
Reg Pres(Coo)
Reg Pres(Pacific)
Reg Pres(EMENA)
Reg Pres(Africa)
C. De ManG. MillsC. Dale
B. Gates
E. Ray W. Mapham
DCS
Matrix DCS Sales Organization
G. Ochi
CEO
COO
Direct Reporting Line
Indirect Reporting Line
RVPs
Dual Reporting Line
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Country MDor RVP
Reg VPSales & Mktg
Reg Pres
Branch Mgr
Local Sales
Matrixed Local Sales Organization
Direct Reporting Line
Indirect Reporting Line
Dual Reporting Line
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Active Management(Governance)
UTi Sales Model: No more resources….work smarter
Resource Plan:
Sell 20%More
MoreProductivity
HireMore Sales
Pay for themselves
DCSOrganization
IncentiveProgram
Measurement
ImplementationResources
ReallocateResources
SalesProcess
KnowledgeSharing
SalesTraining
CommunicatingExpectations
Accountability
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AMP
SSP
Sales Training
PSS
PSS (Professional Selling Skills) SSP (Solution Selling Process) AMP (Account Management Process)
“Face to face” meeting skills“Strategies” for improving sales success“Strategies” for building within accounts
===
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AMP
Enterprise PLP Projects
Customer
Selling
PSS
SSPSLA
Delivery
SOP
Customer Satisfaction
I.T.
Product
Tools
PLP I PLP III
PLP II
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TheMind
Set
Possible Reactions
Here we goAGAIN ! ! !
How do theyexpect me toMORE than
GROW 20% ?
This is out ofmy control ! ! !
They EXPECTme to do too
much ! ! !Too manypriorities
We don’t havethe resources & no
one will approvemore ! ! !
SCARY! How do
I do it???
What’sin it forme ?
This costsMoney ! ! !
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Active Management (Governance)
Customers
PeopleAdministrativeActivities
13
13
13
SALES
Operations& Finance
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Why we need to do something?
“Every major global account is at risk”
• Customers are asking for more performance to improve results
• What you did in the past matters little, what are you doing for me now?
• Competitive pressure
• What happens to my P&L if I lose all major account business ?
Be Active
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Our Clear Commitment
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