Sales Improvement Monitoring: Using Performance Management Framework Lipari Foods LLC IBI PS RDC 1
In the Room Today: Lipari Foods LLC Joe Beydoun Director SCM Business Intelligence Michael Hegarty Director ERP CRM Corporate Strategy RDC Business Solutions ( IBI Partner) Roger Panfil President RDC 2
What We Do Family Owned Specialty Distributor Utilize Technology as Competitive Advantage Change & Adapt & Grow: Its in our Blood 3
Where we go
Distributor of Choice in Nearly Every Market We Serve! Family Owned Since 1963 Single Distribution Site 240,000+ Sq Feet 25 Depots NEXT DAY Delivery 150+ Trailers in Fleet 350,000+ Sq Fwd Whs 22,000+ Items 14 States from Michigan 20+ States from Fwd Whs 6
How We Do it Simplify the Supply Chain Ensure Easy to do business with Empower Associates Adapt to Customer Requests Utilize Extensive Brick and Mortar Assets Customer Focused on Everything we do! 7
Lipari Foods, Inc. Distributor of Choice in Nearly Every Market We Serve! Shuttle B
We are Powered By 9
Business Intelligence Reporting Data Warehouse Layer WF 7.7 WF 8 PMF MRE RC MOBILE FAVS MAINTAIN iway DM Systems ( ERP WMS CRM SRM TMS HR Misc.) Platform (DB2/MS SQL) 10
How We Report it? iseries Shop for Transactional Data (DB/2) Next Generation Software (MS/SQL) Empower Business Users PDF Dashboards MS EXCEL WebFOCUS 77 Migrating to WebFOCUS 8.1 11
Our Reporting Needs Management Report Requests Associate Report Requests Supplier Report Requests Customer Report Requests Government Report Requests 12
We Deliver: Information Technology! NOT Imitation Technology 13
PMF Need for Lipari Foods Deliver a Pulse of the Business Quickly Allow for Corporate View of Scorecards and KPIs Free Up Executive Time for Scorecard Management Free Up Management Time Spent on Scorecard Management Actually drive home the current state of Strategy ( Single Click) 14
Project Kick Off PMF was a Quick to Stand up Application from IBI Out of the Box Paint by Number Starting Point 15
Project Kick Off PMF was a Quick to Stand up Application from IBI Finished Paint by Number Result= 16
Project Kick Off PMF was a Quick to Stand up Application from IBI Paint by Number will not Morph into this!! this is WF8 17
Project Update Create Corporate Score Cards From CEO to VP to Director to Manager Single Corporate Calculation ( A + B = C) Allow for Hierarchy based on Role / Geography / Customer Drill Down Regardless of where transaction was created ERP WMS CRM TMS HR 18
Senior Management Meeting: CEO: How Many Cases did we sell? VP Transportation: 21,777 VP Procurement: 24,898 VP Sales: 27,060 VP Operations: 22,579 19
Single Corporate Calculation ( A + B = C) Response from Each VP Value in Cases CEO How Many Cases? 21,777 27,060 Response Cases VP Sales Customers Ordered 27,060 CS 27,060 VP Procurement Buyers moved 24,898 CS 24,898 VP Operations Warehouse Picked 22,579 CS 22,579 VP Transportation Our Trucks Delivered 21,777 CS 21,777 20
PMF: Executive Score Card 21
PMF: Corporate Dimensions ( BIG BIG WIN for IT and BIG BIG WIN for Business) Product Category ( Line of Business) Product Director ( Responsible Line of Business Owner) Sales Organization Business Unit Geographic Hierarchy Territory Region Direct Rep Level Customer Segment Time Fiscal Year Fiscal Period 22
PMF: Strategy Map = Easy Visualization of Scorecard 23
Lipari Partnered with RDC ( From Summit 2013) & 24
Partnered with RDC ( From Summit 2013) 25
Partnered with RDC ( From Summit 2013) 26
Lipari 2013 2014 Business Intelligence Roadmap Approved PMF Project Approved Data Warehouse Project ( Really Data Mart) Approved iway Data Migrator Development Tool Set Approved WebFOCUS 8 Migration Plan Approved Mobile Favs Implementation 27
Lipari 2014 PMF Deployment Finalize Sales Proof of Concept (Scorecards and KPIs and Budgets) ( Initial Plan for PMF was only Sales Reporting) C-Level Executive Director Manager Direct Rep Create and Deploy Additional Business Pillars in PMF ( Faster ROI and Enterprise wide Performance Management Tool ) Corporate Information Technology Category Management Finance Operations Transportations 28
Reasons for Selecting PMF Questions? 29