Exceedra Newsletter. Find out about our achievements and thought leadership work in 2018.

Transcription

1 Newsletter Find out about our achievements and thought leadership work in 2018.

2 Contents About What the analysts think... What our clients think... Thought leadership events & webinars Trade Revenue Management Today 7 Steps to IBP Success Industry research Building a business case to increase TPM capability 2018 has been s most successful year to date. We have grown by 24% and have successfully expanded into APAC. Our strategy for 2019 and beyond, is to continue to focus on customer value generation and our aim is to maintain our position as the global leader in Integrated Business Planning and Trade Promotion Management. Richard Nicholas, Right Investment, Right Results.

3 About is a global provider of Integrated Business Planning and Revenue Management solutions for Consumer Goods companies. Our solution enables our clients to simplify their sales, finance and demand planning processes and gain clearer visibility on their Trade Spend ROI. Our customers have achieved greater performance in Trade Promotion Management/Optimization, Customer Business Planning, Joint Business Planning, Demand Planning and S&OP. APAC NA Southeast Asia Clients Globally North America EMEA Europe UK 2012 Employees Globally UK & Ireland 2009 Offices UK, USA, Australia Client Benefits: - Trade investment improvement 1-10% - Forecast accuracy +10% - Annual planning cycle time reduced - Improve visibility & confidence in the plan and insights - Organizational efficiency

4 What the analysts think... The Promotion Optimization Institute s TPx Vendor Panorama Report A global TPx Vendor that has demonstrated stellar TPM and TPO expertise. The Promotion Optimization Institute The Promotion Optimization Institute (POI) released the Trade Promotion Panorama Report and named the Best-In-Class Vendors for have been included in this esteemed list and received a distinction in 4 functional areas as POI Best-in-Class for: Field Analytics/Insights TPO Ergonomics Financial Orientation/Simulation S&OP Capabilities Product Assessment Vendor/Category Product Aptness & Flexibility Company Assessment Vendor/Category Company Viability Delivery Flexibility Geographic Strategy TPM Functionality Responsiveness & Track Record TPO Completeness Deployment Capabilities User Experience Analytical Capabilities Market Vertical/Industry Understanding Strategy Product Vision Partner Leverage Configurability Company Vision The TPX Panorama report recommended to CPG organizations who are; seeking quality in both TPM & TPO as an integrated and yet modular proposition, may have global intentions, like to look at promotions from a financial perspective and are looking to link demand creation to demand fulfilment with integrated S&OP. were also named the Leader in IDC s (International Data Corporation) MarketScape Assessment of Worldwide Trade Promotion Management Vendors 2018 read more at /news-events/ Strong blend of analytics, usability and expertise

5 What our clients think... Consumer Goods Technology Reader s Choice Winner 2018 Overall Winner : Trade Promotion Management (TPM) Customer Satisfaction Leader : Supply Chain Planning Clients responding to CGT s survey were effusive with praise: After extensive research, we could not find an alternative product that fit (our) requirements. has been a game changer in our business, said one. We ve been able to spend more time analyzing and understanding our performance, enabling us to make better decisions, said another. They go the extra mile, concluded a third. The Best in Category for Trade Promotion Management Award identifies the TPM vendor that consumer goods organizations believe is the top supplier in the industry based on the quality of the solution, the return on investment and overall customer satisfaction. Stars on Gartner Peer Insights have been rated as a -star company on Gartner Peer Insights for Trade Promotion Management. Peer Insights is a survey completed by consumer goods professionals who wish to review the tools they are using in their business. are delighted to be rated stars by our clients. Trade Promotion Management Excellent close cooperation and the ability to see tangible business benefits. The product now provides us with clear visibility which allows the business to review and make the right decisions. We see as a real partner to our business.

6 Thought Leadership Events Consumer Goods Revenue Management Event - March 18 Extremely useful and interesting event very insightful presentations. This year, held its annual Consumer Goods Revenue Management Forum in London. The conference attracted over 100 delegates from 70+ consumer goods organizations. Each year, endeavor to provide an exciting and experienced line up of speakers and 2018 s event was no exception. The agenda included speakers from: Simon-Kucher, pladis UK, Richmond Marketing, Bayer, Sentinel Management Consultants and The Whitehouse Consultancy. The feedback we received from the event was excellent, with 100% of delegates saying Yes, they would recommend the forum. Improved Forecasting & Revenue Management Event - October 18 We hosted the Driving Sustainable Growth through Improved Forecasting and Revenue Management seminar in London on Wednesday 10th October, which attracted over 70 attendees from various CPG organizations across the UK & Europe. The day focused on why improving your forecasting is one of the best things you can do to improve business performance and how even a small increase in forecast accuracy, can have a huge effect on your bottom line. Thanks to the many CPG organizations that attended, the day was a huge success, with delegates describing the event as a great all-round session and interesting insight into real world use. The structure of the meeting was terrific.

7 Thought Leadership Events Integrated Business Planning & Revenue Management - October 18 On Tuesday 2rd October, hosted their first event in the US: The Integrated Business Planning & Revenue Management Forum. The forum was attended by over 0 professionals from 0 consumer goods companies from across North America, One of the aims of s events, is to give delegates the chance to network with peers & share common experiences and learnings on how IBP can give structure to their business. Speakers included: ACH Food, California Olive Ranch, Clarkston Consulting, Keurig Dr Pepper, pladis UK & The Partnering Group. The feedback from the event was extremely positive, with delegates describing the event as a great insight into and the IBP process. are pleased that 100% of delegates would recommend one of our events to their peers and we look forward to hosting more events in the US, in the new year. Webinars: aim to drive thought leadership around the topics of; Revenue Management Business Planning, Trade Promotion Management and Demand Planning. We specialize in these fields and work with numerous partners and clients who can give practical, thought-provoking examples and actionable advice to Consumer Goods companies facing challenges. This year we have hosted 8 webinars with clients & partners including: POI, The Partnering Group, California Olive Ranch and Vimto. Download the webinar replays here: Visit our website for Events & Webinars in 2019: /news-events/

8 Trade Revenue Management WHITE PAPER: Top Challenges facing Consumer Goods Organizations in Trade Revenue Management Today In late 2017, and The Partnering Group fielded a survey to review the capabilities and practices that we believe should be in place at CPG organizations to effectively address the most common headwinds faced. These challenges include: retailer consolidation, the declining center store, deep discounter growth and the acceleration of online. Given the industry pressures, these core practices expand beyond classic trade investment to include other areas. For example, ecommerce may not be a large part of the business for companies in core CPG categories, but the effort to service this business and the impact on trade strategy and P&Ls is already being felt.. <form action=" method="post"> Contents of the white paper: Background and Challenge /TPG Joint Trade Revenue Management Survey Construct and Results Solutions: Improving Post Event Analysis Preparing your organization to manage Customer Mandates Example: We asked respondents to rank the top most critical areas: Question % scored as 1-2 out of Rank 1. Brand and promoted group priding guidelines 40% Volume, net sales and trade rate budgets % 14. Customer segmentation/prioritization % 1 4. Shopper marketing 4% 7. Incremental funding 40% ecommerce planning 2% 7. Effective customer terms mandate negotiation % 4 8. Controlling distribution related mandates, fines and fees 6% 9. Settling customer claims 1% Product, customer and sales hierarchy data 2% Trade systems 0% Everyday price 42% 8 1. Post-event analysis 6% Trade systems pre and post analysis 67% 1 1. Customer promotional practices 42% Trade investment KPIs 48% Upper management understands 8% 12 The full results of the survey were consolidated and used as the basis to write a white paper, available for download here: /resources/white-paper-trade-revenue-management/ Don Baker, Partner dbaker@tpg-mail.com In collaboration with:

9 Integrated Business Planning WHITE PAPER: 7 Steps to Integrated Business Planning Success Integrated Business Planning (IBP) is much talked about yet few companies succeed in delivering the full value from this crucial business process. Too often, there is a gross under-estimation of the scale of change required across the enterprise to realize One Number capability. 1 Top down active sponsorship 2 Right organization Leading companies were asked to rate the importance of key business benefits from IBP and how successful they were at delivering these benefits: 70% 6% 60% Start with simple processes 4 Engage & educate all Cross-functional collaboration 6 Learn by doing 7 Improve & extend % 0% 40% 40% 8% 0% 6% 28% 20% 10% 0% Increasing Revenue Improving Forecast Accuracy Importance ra ng of the business benefit Reducing Inventory How well this benefit is delivered Source: Gartner The success rate was less than 40% in delivering IBP benefits. A walk before run approach with IBP projects is far more likely to build confidence, deliver quick wins and motivate new process adoption. The 7 Step model provides an implementation framework for companies to improve their prospects for long term stability and value from IBP. Download the white paper here: /resources/white-paper-integrated-business-planning-success/ Sue Austin, Consultant sue@austin-consulting.co.uk In collaboration with:

10 Industry Research Where is the consumer goods industry on TPM & NRM? In 2018, conducted research into where consumer goods organizations were at with a set of Trade Promotion Management (TPM) and Net Revenue Management (NRM) capabilities. NRM CAPABILITIES TPM CAPABILITIES Strategic and customer account planning 1 Brand portfolio pricing 2 Promotion planning and budgeting 2 Price pack architecture Base and incremental in pre evaluations Mix 4 Cannibalization and consumption data (EPOS) 4 Trade terms Scenario planning of financials and other KPIs 1 Score your organization from 1- on where you are currently with this set of capabilities and where you would like to be in 2 years time... Integrated Business Planning 6 Promotion execution and monitoring 7 Post-event analysis Average results in the UK: 8 Predictive analytics CURRENT: DESRIED: TPM: 4. NRM: 9 Settlement and accrual management 10 Integrated analytics TPM: NRM: Average results in the US: Strategic and Customer Account Planning Promo on planning and budge ng Base and Cannibaliza on Scenario Incremental in and Planning of pre evalua ons Consump on financials and Data (EPOS) both supplier and retailer. Current One of our UK clients, a $1.b consumer goods organization, to answer the same survey and score themselves on where they were 2 years ago, before implementing s TPM solution, and where they are now they are live DESRIED:.0 1 We then asked... CURRENT: Promo on execu on and monitoring. Post-event analysis. Predic ve Analy cs Se lement and accrual management 0.0 Integrated Analy cs Brand Por olio Pricing Price Pack Architecture Desired Mix Current Trade Terms Integrated Business Planning Average Desired BEFORE EXCEEDRA CURRENT Strategic & customer planning Promotion planning & budgeting Base & Cannibalization incremental in & EPOS pre-eval Scenario planning Post-event analysis Integrated Analytics How would you score your organization?

11 Building a business case Building a business case to increase TPM capability Create a burning platform Identifying a vision for a better future Aligning the organization 1 2 Demonstrating the value Overcoming the blockers 4 6 Landing the change $Xm -% 1% 1% Aligning the organization around key organizational and financial objectives: Reduction in Trade Spend Improved Trade Spend ROI Improved Forecast Accuracy Better Customer Plans Burning platforms are very powerful drivers for strategic change. There needs to be a real & immediate issue. If there is no imminent danger or visible risk identified, you have nothing to gain buy-in from your key stake holders. +$Xm Xdays per week Improved Settlement Time Saving To achieve the change, you will need: Confidence, Control, Visibility & Alignment

12 North America: +1 (980) EMEA: +44 (0) APAC: +61 (0)