CONSUMER GOODS REVENUE MANAGEMENT FORUM CONSUMER GOODS REVENUE - - PowerPoint PPT Presentation

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WELCOME TO THE FOURTH ANNUAL

CONSUMER GOODS REVENUE MANAGEMENT FORUM

WELCOME TO THE FOURTH ANNUAL

CONSUMER GOODS REVENUE MANAGEMENT FORUM

www.exceedra.com

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WELCOME TO THE FOURTH ANNUAL

CONSUMER GOODS REVENUE MANAGEMENT FORUM

WELCOME TO THE FOURTH ANNUAL

CONSUMER GOODS REVENUE MANAGEMENT FORUM Richard Burton

Director, EMEA

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• Fire-alarm / drill
• Need help or assistance
• Feedback forms
• Copies of slides
• Badges
• Mobile phones
• Slido Details:

slido.com #RM19

Administration

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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.

Legal…

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www.slido.com Event Code: RM19

Example Poll:

Slido Questions & Polls

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Integrated Business Planning

Right Investment, Right Results.

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www.exceedra.com

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Drivers

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Software Product Services Implementation Services Support Services Change Management Process Mapping & Business Case Hosting Services Customer Success

Modular Approach Supply Chain Planning Commercial Planning Adjustments & Advanced Planning Insights and Optimization Demand Planning Promotions Scenarios & Budgeting Risks/Opps Standard Reporting Marketing Analytics Supply Planning Settlement New Items Visualization

Integrated Business Planning & Revenue Management

Contracts Inventory Planning Terms Funds Mgt Adjustments Pricing Constraints Foundation Data Management Integration Workflow & Approvals Rules & Validations Science & Analytics Calendar Inventory Planning Contracts & Terms Funds Management Adjustments Pricing & Conditions Constraints Foundation Data Management Alerts & Notifications Workflow & Approvals Rules & Validations Science & Analytics

Revenue, Margin & Cash Accuracy Time One Number

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Proof of Market Position Proof of Customer Outcomes

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IDC 2018 Marketspace TPM Study:

2019 WINNER Reader’s Choice for TPM:

POI TPx Vendor Report:

“A global TPx vendor that has demonstrated stellar TPM and TPO expertise.” 5* Gartner Peer Insights: “Accrual error rate reduced from 19%- 4% in under 6 months” “Improved forecast accuracy 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

3.5 3 2.5 3 2 2 3 4.5 5 5 4 5 4.5 4.5

Average Results across People / Capability & System

Post project bench marking customer success plans Key Themes Events (4.7 Stars)

Product Development uses a funnel approach, prioritizing customer requirements

Inputs Assess Plan

• Inputs are collated, reviewed and internally prioritized
• Sizing is applied to determine major works versus minor tweaks
• Overlapping and related requests are combined into work packages
• Project briefs are created to set the scope of the work package
• Prioritized briefs are confidentially reviewed with customers to share roadmap

Assessment process

• Exceedra market strategy
• Partner input
• Market & competitive analysis
• Continuous improvement plans

Market Inputs

• Customer advisory board
• Direct customer discussions during project

analysis and post-go live account management

• Enhancement identification process

through support tickets

• Enhancement request list shared with

customer committees to allow prioritization Client Inputs

• Roadmap planning is performed using amount the of capacity and overall organizational
• priority. This determines the prioritization of the release cycles
• Where appropriate, detailed specification collaboration and beta-testing are performed with

clients on key innovations or client specific requests Roadmap Planning Process

Structured and market focused product develop process

Evidence of Difference

Results across people, capability & system:

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Exceedra enabling “leap frogging” 2 maturity steps

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ADVANCED BENEFITS Basic - All department working on disparate systems and follow different

• approaches. Reporting is

not structured and processes require significant effort Multiple systems Lack of process Lack of visibility & governance Inefficient Controlled and Managed - System in place that enables Budgets and Targets to be actively managed. Plans are available for Clients & Customers Multiple level of planning Promotional Calendar Workflow approval Alerts of key activity Integrated with ERP/SFA etc Operationally Optimized - Multidimensional Price, Term & Promotion management systems

• established. “What If”

scenario planning allowing ROI to be assessed before commitment is secured Wider deployment of more advanced analytics Enhanced Price and Post Event Analysis Increased promotional effectiveness & efficiency High rate of user adoption Live-reporting Fully Optimized - Best plan generation considering full constraints based model Predictive analytics using constraints Online collaborative planning Trade terms analysis Consumer based modelling Full category models Analytically Optimized - Built-in, diagnostics reports and predictive capabilities are further optimising the plan Advanced Price and Post Event Analysis Sustained and integrated Revenue management process Predictive analytics Optimized S&OP process All 3rd party data available in solution Retailer specific margins & metrics

Your Company Your Company

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Integrated Business Planning Journey

START

BASE CAPABILITY

9 MONTHS

FOUNDATIONAL CAPABILITY

2-3 YEARS

REVENUE GROWTH MANAGEMENT

“Pricing - Developments, challenges & the outlook for 2019” “Fever-Tree’s growth through format & flavour expansion” “Supporting an organisation to increase commercial capability” Maximising revenue growth through integrated business planning - a view from both sides of the fence

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“Empowering sales teams to realise the benefits of revenue management”

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“Competitive or collaborative: dependency driven negotiation”

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“Learnings from revenue management journey”

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“A view of the challenges and opportunities in grocery retailing”

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Networking

4 minutes 8 minutes

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

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Agenda

9:30am: 10:00am: 10:35am: 11:10am: 11:30am: 12:05pm: 12:40pm: 1:40pm: 2:10pm: 2:45pm: 3:00pm: 3:40pm 4:15pm 14 Welcome Simon Kucher: “Pricing - Developments, challenges & the outlook for 2019” Presented by: James Brown, Commercial Pricing & Global Strategy Specialist Fever-Tree: “Fever-Tree’s growth acceleration through format & flavour expansion” Presented by: Alexandre Domange, Global Commercial Strategy Director Coffee Break Weetabix: “Learnings from the start of the revenue management journey” Presented by: Danny Singh, Head of Revenue Management Exsellence: “Supporting an organisation to increase commercial capability” Presented by: Huw Davies, Managing Director Lunch InVentaBrand: “A view of the challenges and opportunities in grocery retailing” Presented by: Phil Collins, Partner 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 Coffee Break 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 The Gap Partnership: “Competitive or collaborative: dependency driven negotiation” Presented by: Kelly Harborne, Head of Practice & Tim Billson, Consultant Drinks Reception