Retail Execution Solutions - uc.afsi.com · Management, CRM & SFA solutions Ross Computer,...
Transcript of Retail Execution Solutions - uc.afsi.com · Management, CRM & SFA solutions Ross Computer,...
Confidential
Q&A
Agenda
2
Overview
Case Studies
Exceedra Retail Execution Solutions
Introductions
04
03
02
01
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Confidential
Agenda
3
Overview
Case Studies
Exceedra Retail Execution Solutions
Introductions
04
03
02
01
Q&A05
Confidential
AFS has grown both organically and through acquisition to better support the Consumer Goods
Industry, gain strong technology talent and expand our client base across the globe
30+ Years in Consumer Goods
1985 2005 2006 2007 2008 2011 2012 2013 2014 2019
AFS Founded
ERP
Company
Growing Through Best in Class Technologies
Distribution
Management
Systems
ERP and
Order
Management
Solutions for
Food and
Beverage
Astra and
Sales Partner
Systems
ERP for
Seafood
processors,
Best in Class
Order
Management
Motek & IRM
Corporation
Business
Intelligence
Solutions for
Manufacturers
and
Distributors
Becton-
Schantz
Expanded set
of features for
Order
Management,
CRM & SFA
solutions
Ross Computer,
Synectics &
Answer
DSD, Contract
Management,
TPM and Rebate
Management
MEI Group
and Quofore
TPM Software
solutions &
Services,
Mobile Retail
Execution and
Direct Store
Delivery
Visicom
Mobile Retail
Execution and
Direct Store
Delivery, CRM
and SFA
The POP
Company
Mobile Retail
Execution,
CRM/SFA and
Order Entry
Exceedra
TPx &
Integrated
business
planning
solution for
Tier 1 CG
organizations
Confidential
Solutions built for the Consumer Goods industry
Exceedra Solutions from AFS
Exceedra
Trade
Promotion
Management
Exceedra
Retail
Execution
AFS
Supply Chain
Management
• ERP
• WMS
• Retail
• Food
service
• TPO
• Direct Store
Delivery
• Retail
Execution
• Mobile Sales
Exceedra
Analytics &
Integration
• AFS Data
Analytics
• Bridge
Management
Confidential
Retail Execution Analyst Validation
• Recognized as a top 10 solution 6 years straight
• Customer satisfaction winner across the entire category
• Best in class recognition:
• Retail merchandising
• Guided selling
• Predictive – AI/ML
• Analytical insights
Promotion Optimization Institute
Consumer Goods Technologies
Confidential
Resourcing Correct level and structure of local resource to support implementation, change and post-go live
Training ProgramsSet of skills and solution training to ensure maximum ROI from change
Team Capability Assessments Sales, merchandising and delivery change aligned on new process and have skills to use new capability
Success KPIs
Defined and agreed both business and system success measures
Alignment
Local markets support changes in tools, capability and process
Process Defined
New processes sufficiently defined allow markets to understand impact
Leadership Support Leadership fully supportive
of initiative and see value
Readiness
& Change
Data and Integration
Local data in right condition for implementation. All integration points agreed
Proven Integrated Change Management Program
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Confidential
Retail Execution Solution Evolution
Exceedra RE Enterprise
Quofore RE/DSD +
Ross DSDUser Experience
Feature Reach
High User Adoption
Fast Sync Process
Global Presence
The POP Company
Route Management
Android/iOS
High Fit for Emerging
Markets
Strong APAC Market
Coverage
Visicom
Great UI
Robust Functionality
Suitable for Modern &
Traditional Trade
• Common platform with
plug-in modules
• Configurable management
console
• Multi platform and multi
device Support
• Integration with ERP, CRM
and other legacy systems
• Strong analytics including
Power BI
• Scalable, secured, highly
Available
• Hosted, mSaas or on
Premise
• Microsoft Azure cloud
technologies
Confidential
Customization
Fu
nctio
nalit
y
Custom
Development
Off The Shelf
• Functionality off the shelf
• High extension costs
• Lack of flexibility
• One size fits all
• Locked to a singular platform
• High development & consulting costs
• Long deployment cycles and time to
benefit
• No business process context
• Difficult to support and maintain
• Poor upgrade & migration path
Exceedra Retail
Execution & DSD
The benefits of a rich application with a
highly configurable architecture – providing a
unique combination of functionality and
flexibility.
Feature-rich and Flexible at the Core
Confidential
ExceedraRetail
Execution
Field Sales, Merchandising
and Delivery
Recommended Orders and Next Best
Action
Field SellerInsights and AssortmentOptimization
Digital Image
Recognition and Mixed Reality
Route Planningand
Optimization
SKU Max from Neal AnalyticsEnsuring each outlet has the optimal assortment based on your strategic goals and their local needs and preferences.
CallSmart from CACIBalancing business objectives against various constraints, automatically produce the most efficient call sequence for each working day.
Recommended orders and
Recommended Actions Leveraging artificial intelligence and machine
learning to recommend data-driven responses and actions that create the highest value.
Image Recognition and
Mixed Reality from Microsoft
Planorama and othersCapture shelf KPIs with Image Recognition and
deep machine learning, increase sales with mixed reality simulations.
Featured Complementary Technologies
Confidential
Mobility Solutions Customer Distribution
Role
Geography
~90,000 Users
North America
~21,000 Users
Latin America
~41,000 Users
EMEA
~36,000 Users
APAC
~70,000 Users
Sales & Merch
~25,000 Users
DSD
~26,000 Users
Van Sales
~10,000 Users
Dist. Management
~50,000 Users
Order Entry
Confidential
Agenda
13
Overview
Case Studies
Exceedra Retail Execution Solutions
Introductions
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03
02
01
Q&A05
Confidential
CUSTOMERS
PROMOTION
PLANNING
PROMOTION
MANAGEMENT
FIELD
MANAGEMENT
INSTANT FIELD
INTELLIGENCE
(IFI)
IN-FIELD
EXECUTION
FIELD
METRICS
ACTIONABLE
INSIGHTS
displays
DSD &
VAN SALES
ACCOUNT
MANAGEMENT
Selling
✓ Pre-Call Plan✓ Selling✓ Orders✓ Promotions✓ Store checks✓ Perfect Store
DSD
✓ Delivery✓ Invoice/Payments✓ Orders✓ DEX✓ Returns✓ Asset
Management✓ Store checks
Merchandising
✓ Pre-Call Plan✓ Shelf
inventory✓ Displays✓ Surveys✓ Compliance✓ Store audits
Supervisor
✓ Store checks✓ Tasks/Actions✓ Alerts✓ Target/KPIs✓ Coaching✓ Management by
Exceptions
Management
✓ Operational Strategy✓ Key Account
Management/ Strategy✓ Objective Setting✓ Analytics, Dashboards,
aggregated data, drill downs
Introducing Exceedra RE Enterprise
All in one solution for sales, merchandising and delivery
Confidential
Solution Components
Insights
and
Analytics
Planning
and Admin
In-Store
Activities
Retail
Activity
Optimization
• Objectives, Opportunities and Thresholds
• Business rules configuration
• Master data management
• Territory, Route and Activity Planning
• Campaigns
• Contracts and Approvals
• Photo Curation
Planning And Administration
• Product Delivery
• Inventory Management
• Asset Tracking
• In-Store Surveys / Audits
• Perfect Store Scoring
• Digital Image Recognition
• Directed Activities / Workflow
• Guided Selling
In Store Activities
• Robust OOB Reports & Dashboards
• Actionable Insights & Management by Exceptions
• Identify Opportunities and issues
• Advanced analytics with ML+AI
Insights and Analysis
Confidential
Standard and hybrid role definitions are supported
Common Retail Execution Roles
• Define Strategy and Objectives
• View Dashboards and Reports
• Territory and Account Planning
• Key Account Management
Sales Management
• View Team Performance
• Manage Team Activities
• Customer Presentations
• View Reports
• Activities Directed to other team members
Supervisor
• Order Taking
• Guided Selling
• Sales Folder
• Streamlined pre-call Planning
• In-Store Tasks
Sales Rep
• In Store Auditing
• Guided Visit
• Step by Step Activities
• Image Recognition
• Product Availability
Merchandiser
• Delivery
• Cash Collection
• Inventory
• Assets and Empties
• Invoicing
• Reports
• Add-Ons
DSD and Van Sales Rep
Confidential
Customer
Details
Customer
Contacts
Messages
History
Historical
ActivitiesFact Sheets
Planograms Call PlanDriving / Route
MappingProduct
InformationProduct Lists
Store Activity Planning
In-store Visit Workflow
CampaignsAnnouncement
& MessagesTasks &
Objectives
Forms / Surveys
Monitorings / Audits
Digital Image Recognition^^
Perfect Store Measures
Budgets
Sales FolderTrade Asset Management
Orders ReceivablesCredits / Returns
KPI / Targets Rep Stock ExpensesCustomer
CommitmentsService
Requests
Mobile Modules for Merchandising
Image Recognition is an add on service
Confidential
Customer
Details
Customer
Contacts
Historical
Activities
Authorized
Product List / Listings
Audits /
Monitorings
Price Lists Fact Sheets PlanogramsProduct
InformationContracts
Orders Activity Steps CampaignsAnnouncement
& Messages
Tasks &
Objectives
Surveys /
FormsCall Plan
Minimum Must
List (MML)Sales Folder KPIs / Targets
Receivables
Scheduled
Deliveries / Booking Sheets
Cash TillsCredits /
ReturnsBudgets
Rep Stocks ExpensesCustomer
Commitments
Trade Asset
Management
Outgoing
Payments
Mobile Modules for Selling
Image Recognition and Predictive Orders are is an add on services
Confidential
Visit PlanRoute
OptimizationDispatching
Vehicle
Optimization
Picking and
Packing
Start of Day Vehicle CheckTime
Measurement
Cash Check-
Out
Truck Inventory
Check-Out
Product
Delivery
Van Sales and
PresalesDEX / ASN
Batch
Management
Price
Calculation
Returns and
Empties
Cash and Truck
Load Check-in
Product / Cash
DifferenceVehicle Check
Time
Management
Pre-SettlementReplenishment
Orders
GPS
MonitoringTour Review Tour Reporting
Mobile Modules for Delivery / Van Sales
Image Recognition and Predictive Orders are is an add on services
Confidential
Agenda
23
Overview
Case Studies
Exceedra Retail Execution Solutions
Introductions
04
03
02
01
Q&A05
Confidential
Boosting store execution efficiency and effectiveness at the
largest global food and beverage producer
Challenge
• Gain new insights from
sales data.
• Boost profitable growth
in a highly competitive
market.
• Serve traditional and
modern trade with a
common solution
Solution
• Global re solution
configured for local
markets
• 20+ integration points
with SAP ERP & CRM
• Accommodate
modern and
traditional trade
Benefits
• Increase rep efficiency resulting
in an average of 1 additional
store visit per rep day per.
• Improved ability to measure
marketing successes.
• Harmonized business practices
across 70 global markets and
125 sales teams
“Competitive advantage comes from our ability to perform from
flawless, efficient and effective in-store execution.”— Director of Sales and Customer Development, Nestle
Confidential
Enabling the “perfect store” concept at a global manufacturer
of confectionary, pet and other food products
Challenge
• Improve planning and
control across multiple
geographies and
regions
• Enable execution of the
Perfect Store strategy
Solution
• Comprehensive call
planning, shelf
auditing, and guided
visits
• Drive immediate
insight to store
conditions and
exceptions
Benefits
• Increased sales with promotional
compliance and improved
product placements
• Significant cost reductions
through the automation of many
laborious manual processes and
the establishment of regional
operational standards
“We continue to deploy retail execution across an increasing number
of geographies and product divisions as our strategic mobility platform
to support our sales efficiency and effectiveness goals.”
Confidential
Creating a “Picture of Success” for SC Johnson in Western
Europe and Greater China market with Retail Execution on
Azure
Challenge
• Large team of 800
distributors employing about
1,300 reps –
• No store database, no ability
to determine if store was
actually visited
• Limited ability to score and
segment stores, making
Must-have SKU
management difficult
• Ordering on paper,
telephone, fax
• Unable to address needs of
Modern (Europe) and
Traditional (APAC) markets
Solution
• Single instance of
POP6 managing
1300 users across
organizations with
Enterprise in WE
• Centralized store and
product data and
target assortments
• Distribute schedules
to field to capture
orders, audits,
schedules across 4
regions, 5 channels
and 3 store grades
Benefits
• Support “PICOS” picture of
success program metrics
including OSA, MHSKU
compliance, SOS, Displays, etc.
• Greatly increased rep productivity
and visit effectiveness with route
planning, task/audits by segment
and rapid order capture with real-
time routing
• Verifiable visit history capturing
KPIs with roll-up by rep,
distributor, channel and segment
• Better collaboration within teams
“With AFS we have seen our field sales growing over 5X in just
a matter of weeks – we are breaking new ground, this is
Inspiring!”
GM, SCJ Johnson, China
Confidential
Supporting Core Capabilities and Driving New Business
Strategies with Mobile CRM / Retail Execution at Dean Foods
Challenges
• Needed a data driven solution to improve retail
communication and execution to drive
incremental placements, improved distribution
and increasing sales
• Unable to support Dean Food’s big bets and
optimize around highest ROI activities for
growth with disparate, manual or antiquated
field solutions
• Needed to deploy a common platform across
sales, merchandising and delivery
• Needed to move quickly to respond to board /
investor pressure to recapture market share
and grow sales
Solution
• AFS Retail Execution Enterprise
deployed on Azure rapidly (5 week
implementation) rolled out to all 400
field sales and merchandising team
members in North America serving
150,000 ship-to points
• Power BI for management dashboards,
field reporting and trend insights
• Leverage field intelligence and 3rd party
scan data from IRI and others to predict
store performance and optimize visit
activities
• Rolling out DSD to 5000 routes in 2019
Benefits
• Increased sales and customer
satisfaction with a motivated field force
able to seize opportunities and execute
in-store / less transactional – more
strategic partner
• Improved product availability,
merchandising and promotion
compliance
• Control, visibility and real-time front-line
intelligence delivered through Power BI
• Higher return on trade promotion
spending
“We are implementing an aggressive , multi-year plan to integrate and optimize our
operating model to drive our strategic plan, reset our company and make Dean Foods
more competitive”
Ralph Scozzafava, CEO
Confidential
Beer, soft drink and bottled water manufacturer sees
dramatically increased shelf availability with a retail execution
solution
Challenge
• Rationalizing,
standardizing and
streamlining operations
• Accommodate off-trade,
on-trade, modern and
traditional segments with
a single solution
• Support for Export
License and Urban
Development brand
ambassadors in non-
brewery markets
Solution
• Immediate
communication of
store conditions and
orders from 1,000+
reps
• Rapid time to value
(weeks) with cascading
rollouts
• Rolled out to Export
License/Urban
Development team in
US in early 2019
Benefits
• Decreased stock outs against
volume agreements by over 50%
• Improved ability to measure
marketing successes.
• Gained powerful analytical tools
that are easy to expand and
customize.
• Facilitated introduction of
Kronenbourg 1664 brand, and
enabled increased penetration in
On-Trade market in Eastern US
“In addition to our reps being up to 3 times more efficient in their visits, we
were pleasantly surprised to experience up to a 50% decrease in stock outs
against our volume agreements.”
Confidential
Driving operational efficiencies in sales and
merchandising across Central Europe
Challenge
• Slow, aging, heavily
customized legacy
application with
extensive SAP
integration
• Complex selling, pricing
and promotion
processes with country
specific regulatory
constraints and local
market requirements
• Stock management,
delivery and returns
requirements
Solution
• Common solution
adapted to
sophisticated local
market needs around
pricing, discounts and
promotions
• Support on-line, off-
line and on-demand
net change
synchronization
• Deep SAP and other
local ERP integration
• 600 user in Poland,
200 in HCS
Benefits
• Support sophisticated market
needs with fast, more efficient
and easier to use solution across
multiple roles including sales
reps, regional managers, KAM,
service technicians and tele sales
• Reduced receivable risk with
sophisticated class risk validation
• SSO via PepsiCo domain for
mobile and backend solution
• Guided selling with promotion
wizard and coupons
management
• KPI and targets based on territory
structure
“By upgrading to Retail Execution from AFS in Poland, Hungary, Slovakia and
the Czech Republic we have the ability to grow our market share with a
solution that supports our business now and into the foreseeable future”
Confidential
Q&A
Agenda
31
Overview
Case Studies
Exceedra Retail Execution Solutions
Introductions
04
03
02
01
05