WELCOME TO THE FOURTH ANNUAL WELCOME TO THE FOURTH ANNUAL CONSUMER GOODS REVENUE MANAGEMENT FORUM CONSUMER GOODS REVENUE MANAGEMENT FORUM www.exceedra.com Confidential 1
WELCOME TO THE FOURTH ANNUAL WELCOME TO THE FOURTH ANNUAL CONSUMER GOODS REVENUE MANAGEMENT FORUM CONSUMER GOODS REVENUE MANAGEMENT FORUM Richard Burton Director, EMEA Confidential
Administration • Fire-alarm / drill • Need help or assistance • Feedback forms • Copies of slides • Badges • Mobile phones • Slido Details: slido.com #RM19 Confidential 3
Legal… This forum is designed to promote and share best practice in the topic of revenue management and forecasting. It must not be used as a forum to attempt, or engage in, any practices which are in breach of Competition Law within the UK, Europe or Internationally. All attendees must recognise the principles and provisions of competition law and must not use its meetings or facilities to make agreements, decisions or practices which may directly or indirectly fix purchase or selling prices or any other trading conditions; nor limit or control production, markets, technical development or investment. Confidential 4
Slido Questions & Polls www.slido.com Event Code: RM19 Example Poll: Confidential 5
Integrated Business Planning Right Investment, Right Results. www.exceedra.com Confidential 6
Drivers Revenue, Margin & Cash Accuracy Time One Number Software Product Services Integrated Business Planning & Revenue Management Implementation Support Services Modular Approach Services Supply Commercial Adjustments & Advanced Insights and Chain Planning Planning Optimization Planning Demand Scenarios & Standard Promotions Contracts Calendar Risks/Opps Process Mapping Change Planning Budgeting Reporting Inventory Inventory Contracts & Management Mgt & Business Case Management Terms Funds Funds Marketing Analytics Planning Planning Terms Adjustments Adjustments Supply Pricing & Pricing Settlement Constraints Constraints New Items Visualization Planning Conditions Foundation Foundation Hosting Services Customer Success Data Data Alerts & Workflow & Workflow & Rules & Rules & Science & Science & Integration Management Management Notifications Approvals Approvals Validations Validations Analytics Analytics Confidential 7
Evidence of Difference Proof of Market Position Proof of Customer Outcomes 2019 WINNER Reader’s Choice for TPM: 5* Gartner Peer Insights: IDC 2018 Marketspace TPM Study: POI TPx Vendor Report: “A global TPx vendor that has demonstrated stellar TPM and TPO expertise.” “Accrual error rate reduced from 19%- “Improved forecast accuracy 4% in under 6 months” by 25-30%” “Having used and championed Exceedra in the UK, it has now been adopted as a global system for Bayer, a strong endorsement of the tool” Examples of Differences Product Development uses a funnel approach, prioritizing customer requirements Results across people, capability & system: Average Results across People / Capability & System Key Themes Client Inputs Market Inputs Events • Customer advisory board • Exceedra market strategy 5 5 5 • Direct customer discussions during project • Partner input (4.7 Stars) Inputs analysis and post-go live account • Market & competitive analysis 4.5 4.5 4.5 management • Continuous improvement plans • Enhancement identification process 4 through support tickets • Enhancement request list shared with 3.5 customer committees to allow prioritization 3 3 3 Assessment process 2.5 • Inputs are collated, reviewed and internally prioritized Assess • Sizing is applied to determine major works versus minor tweaks Structured and 2 2 • Overlapping and related requests are combined into work packages Post project • Project briefs are created to set the scope of the work package market focused • Prioritized briefs are confidentially reviewed with customers to share roadmap bench marking product develop Roadmap Planning Process customer Plan process • Roadmap planning is performed using amount the of capacity and overall organizational priority. This determines the prioritization of the release cycles success plans • Where appropriate, detailed specification collaboration and beta-testing are performed with clients on key innovations or client specific requests Confidential 8
Exceedra enabling “leap frogging” 2 maturity steps Your Company Fully Optimized - Best plan generation considering full constraints based model Analytically Optimized - Your Built-in, diagnostics reports Operationally Optimized - and predictive capabilities Multidimensional Price, Company are further optimising the Term & Promotion plan management systems established. “What If” Predictive analytics using Controlled and Managed - scenario planning allowing constraints System in place that enables ROI to be assessed before Basic - All department Online collaborative planning Budgets and Targets to be BENEFITS commitment is secured working on disparate actively managed. Advanced Price and Post Trade terms analysis systems and follow different Event Analysis Consumer based modelling approaches. Reporting is Sustained and integrated Full category models not structured and Wider deployment of more Revenue management advanced analytics processes require significant process effort Enhanced Price and Post Predictive analytics Plans are available for Event Analysis Clients & Customers Optimized S&OP process Increased promotional All 3 rd party data available in Multiple level of planning Multiple systems effectiveness & efficiency solution Promotional Calendar Lack of process High rate of user adoption Retailer specific margins & Workflow approval Lack of visibility & Live-reporting metrics governance Alerts of key activity Integrated with ERP/SFA etc Inefficient ADVANCED Confidential 9
Integrated Business Planning Journey START 9 MONTHS 2-3 YEARS FOUNDATIONAL BASE REVENUE GROWTH CAPABILITY CAPABILITY MANAGEMENT 1 “Pricing - Developments, challenges & the outlook for 2019” “Fever-Tree’s growth 2 through format & flavour expansion” “Supporting an organisation to “Learnings from revenue 3 4 increase commercial capability” management journey” 2 “A view of the challenges and opportunities in grocery retailing” Maximising revenue growth through 5 integrated business planning - a view from both sides of the fence “Empowering sales teams to realise the benefits of 6 revenue management” 7 “Competitive or collaborative: dependency driven negotiation” Confidential 10
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Networking 8 Minutes to introduce yourself to 2 new people • Name • Role and company • Things that you are looking to get from the day • Agree to catch-up at coffee break 8 minutes 4 minutes Confidential 12
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Agenda 9:30am: Welcome 10:00am: Simon Kucher: “Pricing - Developments, challenges & the outlook for 2019” Presented by: James Brown, Commercial Pricing & Global Strategy Specialist 10:35am: Fever-Tree: “Fever-Tree’s growth acceleration through format & flavour expansion” Presented by: Alexandre Domange, Global Commercial Strategy Director 11:10am: Coffee Break 11:30am: Weetabix: “Learnings from the start of the revenue management journey” Presented by: Danny Singh, Head of Revenue Management 12:05pm: Exsellence: “Supporting an organisation to increase commercial capability” Presented by: Huw Davies, Managing Director 12:40pm: Lunch 1:40pm: InVentaBrand: “A view of the challenges and opportunities in grocery retailing” Presented by: Phil Collins, Partner 2:10pm: Taylors of Harrogate: “Maximising revenue growth through integrated business planning - a view from both sides of the fence” Presented by: Jeff Cantwell, National Account Manager 2:45pm: Coffee Break 3:00pm: Heineken & OxfordSM: “Empowering sales teams to realise the benefits of revenue management” Presented by: Dominic Grime, Head of Revenue Management at Heineken & Annaliese Reekie, Consultant at OxfordSM 3:40pm The Gap Partnership: “Competitive or collaborative: dependency driven negotiation” Presented by: Kelly Harborne, Head of Practice & Tim Billson, Consultant 4:15pm Drinks Reception Confidential 14
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