Delivering Your Objectives by

Developing Your People

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Contents

• Introducing Wynning• Leading change to deliver value• Who we’ve been helping• Our recommended approach: - Before, During and After• Examples of the work we do• What our Clients say• Examples of true R.o.I.• Next steps

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Wynning Coaching & Training Ltd.

• UK Based Management Training & Coaching Company• Team of Certified Transformative Coaches and

World-Class Training Facilitators • Established in 2005• FMCG specialists with experience in many industries and business types• Team language capabilities

– English, French, Spanish, Italian, Portuguese, German • Trained in over 40 countries, every continent• Capabilities in Sales, Marketing, Buying, Operations, Manufacturing, Supply

Chain, Finance and HR Functions• Before, During and After approach

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Management Training Evolution: Wynning Leading Change

Used to be... Has become...• “Company Academies”• Logo Changes / low tailoring• “Happy Sheets” (Workshop

feedback form) measurement

• Client bespoke solutions• Future-led• Holistic: all the levers to

develop performance• True Client R.o.I.

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Who We’ve Been Helping

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Wynning Solves Both Challenges

The 2 Ways of Improving People’s Performance

1) Capability

• Skills

• Process

• Knowledge

• Tools

2. State of Mind

• Quality of Thinking

• Motivation

High Impact

Bespoke Training

Transformative

Coaching

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The Wynning Framework

First hand observation and understanding of

current working practices compared with business

objectives and needs

Develop specific solutions: workshops, coaching,

processes, tools

Run high-impact development

interventions (training & coaching)

Implementation of the learnings in role and measure impact of

behavioural changes. Line Management support along

the way

Review behavioural changes and business

results based upon objectives at the start

Assess

Design

Deliver

Implement

Review

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The 3 main parts to the approach

Working with you at each step in order to:1. Understand where your people are today

– Current Skills, Processes & Tools– Assess current support structure

(incl. line managers)– Current Best Practice with stakeholders

2. Your Vision– What your organisation of 2013-2016 looks like– Desired Skills, Processed & Tools– Desired support structure

3. How we’ll get there– Training workshops– Transformative Coaching– Reviews & Assessments– Embedding structure for R.o.I. and genuine step-change

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Benefits of this Approach

1. All training and development totally tailored so that each team

understands how it relates to their role and challenges

2. Future objective led so that you can measure the effect of the

programme in line with your own business targets

3. Activities are action oriented and motivational – helping your team hit

their own KPIs

4. Training and coaching is high-impact by understanding how people learn

(‘linking the known to the un-known’)

5. Skills, knowledge, processes and tools are all developed to help make the

changes ‘stick’, delivering excellent R.o.I. very quickly

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Some Examples of the Work We Do

Advanced Selling

(for National /

Key Account

Managers)

1:1 Coaching to

Improve

Performance

and state of

mind

Installing a

Winning

Culture

Customer

Management:

“Client Delight”

Advanced

Account Planning

Personal

Effectiveness

(Communication,

Time

Management,

Working with

People

Presentation

Skills, Facilitation

Skills, Running

Winning

Meetings

Global Sales

Excellence

Programmes

(Global Best

Practice

Installation)Advanced

Negotiation

for higher returns

and greater

customer

satisfaction

Team-working

Excellence with

Stakeholder

Management

Performance

Management for

Managers

Coaching skills

training

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What Client Stakeholders Say

“I have had three separate sessions of training over a 9 year period with Wyn, including commissioning some ground breaking 'best in class' training with the Field Sales Force. Wyn's brand of coaching, encouragement, focus and challenge is highly effective and impactful. His personality is engaging and Jenks colleagues got tremendous results directly from Wyn’s training and I would highly recommend him to any customer facing business.” A.M. Director of Sales – Consumer Goods “Wyn is a first class trainer who has a wealth of

knowledge and has a fantastic way of bringing training materials to life with his wealth of knowledge and business experience truly outstanding. His training has had a real impact on me and my site management team and I would fully recommend his services and look forward to working with Wyn in the future.” A.K. Manufacturing Manager – Food & Beverages

“Wyn is an expert in the field of sales training and knows how to get the very best our of sales people and sales managers. He is thoroughly professional and a pleasure to work with bringing boundless enthusiasm to any task.”S.H. Sales Director – Home Entertainment

“Wyn is an excellent facilitator and has helped to drive change through our organisation in the manner that we sell to customers. His training style is engaging with a positive response from all he has trained.”K.P. CEO – Food & Beverages

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9 x R.o.I. from only 4 people

Name “What I said I’d work on at the end of the course” “What I’m Doing Differently” “The Business Results from doing them”

Liz

1. Do more prep- my own ODEs

2. Get quicker sign-off from clients by using high value/low cost

3. Use ‘If you, then I’

The training opened my eyes- the details we need to consider. Doing lots more prep – their personality, their needs, their ODEs. Am using high value / low cost to help with quicker sign-off and to overcome any disputes. Am finding different things to offer that are high value to them, low cost to us. Using ‘If you, then I’ more formally

Clothing Retailer A - £16k project, would have been £10k – got the extra £6k directly by using ODEsClient B – didn’t give an additional 10% discount, incremental £1,300 to usAdditional potential £20k saving, but not yet confirmed

Total = £7,300

Hannah

1. Be more prepared2. Do ODEs fro client’s point of view3. Be more creative4. Use ‘If you, then I’

I’ve been using this a lot, not that many proposals until now, so only now finding out how it works

Manufacturer A: UsageThey wanted a piece of work at £10k, I proposed £16k, ended at £14k by being more firm, being prepared and using If you , then I

Total = £4,000

Adrian

1. Questioning before and during to get their real need for the proposal / piece of work

2. Use ODE

3. Conditional Bargaining: “If you, then I”

Now asking ‘why’ they need the data, documenting their needs and why they need the work at the start of the discussion, before proposal stage. I’m therefore being specific on what they need.

I’m finding out what their essentials are

Using a lot of ‘If you, then I’ and it’s working really well

Manufacturer A’s contract – now £51k p.a.; and incremental £16k by listening, asking, really understanding their variables. It would have been £35k pa if I hadn’t done things differently from the course.By being less aggressive with another client, found out what the maximum was they were willing to spend (£10k) – would have previously said £13k or nothing; and would have got nothing with this – so incremental £10kAn original £14k proposal was added to by £2.5k by asking and using If you then IFeeling less stressed by being more organized and preparedSaved time on Frozen Food A – took 2.5 days, would have been 2 weeks

Total = £28,500

Alister

1. Preparation and finding out their indicators (of flexibility and inflexibility)

2. Conditional Bargaining

3. Negotiation Limits

I’m now thinking through the process: what’s key to them and key to us, plus the USP we provide for themNot had the need to use this much to dateWhen able to prepare this works really well. When a phone call comes in, I need to be quicker to offer alternatives during an informal discussion

Food Producer A: 2 proposals £8k project. Sold in Demographics as well as base project by asking questions on what they really needed, and by structuring the proposal differently: £2.5k incrementalClient B: was a £5k package, sold in switching and loyalty propensity on top by finding out what they wanted and why – an extra £4.5k to the base proposal

Total = £7,000

Results from 4 participants, 11 weeks following a Negotiation Workshop

9 x R.o.I. in 1st 3 months directly attributable to implementing workshop learnings (£46,800)

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Typical example of 10 x R.o.I. in only 5 peopleResults from 5 (of 11) participants, 10 weeks following an ‘Advanced Selling’ workshop

£247,000 incremental revenue 1st 3 months directly attributable to implementing workshop learnings

Name What you said you would do What you have done Revenue / Profit benefitA 1. Buyer’s Targets

2. Upside-down preparation3. Good questions4. Brand X space in Retailer A outlets: move from 40%

to 50%

They change targets monthly – focus on money Now do better preparation Doing more questioning Now 45% space. Deeper distribution of Brand X in

smaller stores

From using Upside-down preparation, sell-out data, last year vs this year, gap analysis vs market: Brand X extra £5,000 per month

B 1. Clear objectives2. Upside-down preparation3. Never assume4. Find buyer’s needs5. Brand C in Retailer D stores: reduce out of stocks

Very clear presentation using process with Retailer D – Pallet Zones

Needs: profit, and cash from promotions and permanent displays

Using Upside-down prep and finding needs: directly resulted in the pallet zones and free extra run-off displays to clear stock. N.R. £12,000

C 1. Deliver the objective which I’ve presented (Brand A: achieve 80% share of promo in Retailer H)

2. Use more analytical approach in preparation and presentation

3. Use upside-down preparation and deliver strong customer presentations

• Retailer H: found out KPIs are Net Sales and G. Margin – both % and absolute, but buyer not bonused on this

• Now have 78% share of promo• Listed Brand C NPD from using more analytical

approach in preparation: Upside-down prep and needs

Share of promo would have happened anyway ( £35k)Brand C £15k to year end directly as a result of preparing differently

D 1. Brand C shelf hangers in Retailer J (as presented)2. Move Brand F to correct category in Retailer J3. Extend shelf share on Brand A from 50% to 75% in

Retailer W

42 hangers placed in 24 stores, form using testimonials learnt on training course

Not achieved yet – planogram will change 1 more facing gained, space now 53%

IMS from 8k per month to 18k pm. Seasonal and volume fill spike equals about 5k pm, so increase long term = £5k per mth

E 1. Execute loyalty program in Retailer L2. Brand A: increase share of shelf from 67% to 75%

• Loyalty program being done with another supplier

• Can’t get free data anymore on competitors

Promo will be additional 200k Euro – would have happened anywayUsed KAM D’s upside-down prep and presentation: Brand B – all 6 NPD listed, £100k incremental

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Next Steps

1. Arrange to meet

2. Discuss your needs, opportunities and

challenges

3. Begin your path to improved results by

developing your people’s potential

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Non-disclosure Obligations

This presentation and document is proprietary to Wynning Ltd. and has been furnished on a confidential and restricted basis to assist in the evaluation of Wynning Ltd as a supplier of coaching, training and consulting services.

Wynning Ltd hereby expressly reserve all rights, without waiver, election or other limitation to the full extent permitted by law, in and to this material and the information contained therein.

Any reproduction, use or display or other disclosure or dissemination, by any method now known or later developed, of this material or the information contained herein, in whole or in part, without the prior written consent of Wynning Ltd is strictly prohibited.

All Rights Reserved© Wynning Ltd. 2012