“Cooperation and Collaboration Project”
                                   Project”
               Colgate Palmolive Thail...
Tops Store Format
 Total 120 stores                  2010 Plan = 145 Stores (TBC)
 (as of Mar’10)


3 stores




33 stores...
Consumer
                                                          and
                                                   ...
Understand the
                       Customer’s Strategies




Developing Our Customers to Win In-Store
Developing Our Cu...
Scope of Engagement
                  Tops & Colgate Palmolive


              Drive Demand             Optimize Supply   ...
Supply Chain Collaboration

         Excellence                                           Synchronize
          operation ...
Joint Business Planning Workshop
 • Jointly agreed objectives

 • Jointly agreed strategies and
   action plans

 • Joint ...
All key activities have been aligned
     & implemented through JBP Flows

             Step 1
             Step 1        ...
Best Practice – Goal & KPI’s Setting
                                               KPI’
 Current Process:
 •   Agree on c...
Best Practice – Plan Achievement
   Current Process:
   •   Quarterly Meeting : Cat Review/ Commercial Review
   •   Month...
Key Visibility Achievement : In-store Visibilities
                                                         In-
      TB P...
Toothpaste
                                           Oral Care : Driving Premiumization
                          Q1 : To...
Protex Talcum
                                                Mentholated Talcum
                                         ...
Participate in Tops Initiative : Beauty Bazaar




Developing Our Customers to Win In-Store
Developing Our Customers to Wi...
Celebrity Store Walk – Create New Shopping Experience




Developing Our Customers to Win In-Store
Developing Our Customer...
Best Practice
                 Supply Chain Engagement
   Current Process:
   •   TTT Supply Chain is also in process
   •...
Service Level FY 2009
                                        Case Fill                                                   ...
All works and processes have been controlled by
       dedicated customer management team

         Customer Development T...
Developing Our Customers to Win In-Store
Developing Our Customers to Win In-Store




                                    ...
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Ecr thailand cooperation & collaboration project

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Ecr thailand cooperation & collaboration project

  1. 1. “Cooperation and Collaboration Project” Project” Colgate Palmolive Thailand & Central Food Retail (Tops) This presentation is confidential and intended solely and expressly for use by the Colgate-Palmolive Company or its subsidiaries. Any distribution, publication, dissemination or any other use whatsoever of this presentation, in whole or in part, to others is strictly prohibited. Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store Introduction Establish 1958 in Thailand Vision To be the BEST consumer products company with leading market positions driven by a passionate, focused, innovative team Product Category Oral Care, Personal care, Home Care, Pet Nutrition Brands Colgate, Plax, Palmolive, Protex, Care, Ajax Values Caring Global Teamwork Continuous improvement Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store 1
  2. 2. Tops Store Format Total 120 stores 2010 Plan = 145 Stores (TBC) (as of Mar’10) 3 stores 33 stores 60 stores 24 stores Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store Develop our Customers Vision “Ensuring our products are present with the “ideal solution” at the shelf of every retail format that sells our categories” Goal To be recognized by our customers as the leader in providing shopper-based solutions which deliver mutual profitable growth Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store 2
  3. 3. Consumer and Customer are always parts of our Successes Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store How to Engage Customers Joint Shopper Strategic Business Store Alignment Plan Execution Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store 3
  4. 4. Understand the Customer’s Strategies Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store Building Strong Partnerships with Customers through… Demand driving Supply Teamwork • Click to add Text optimization • Click to add Text • Click to add Text • Click to add Text • Click to add Text • Click to add Text Long Term Partnership Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store 4
  5. 5. Scope of Engagement Tops & Colgate Palmolive Drive Demand Optimize Supply Improve Teamwork Innovation Servicing the Renovation shopper better Building trust to Differentiation at the lowest achieve more possible cost with the same resources Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store Category Growth Initiatives Drive Category Brand Activation Demand at store level Title Innovation Collaboration Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store 5
  6. 6. Supply Chain Collaboration Excellence Synchronize operation Supply- Demand Supply- Excellence Responsive In-store In- Customer Execution Services Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store Strategic Alignment Provides the Foundation for JBP Further Engagement Rationale for Sharing Results Mutually Profitable Initiatives Common Framework for KPIs and Goals Aligned Strategies Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store 6
  7. 7. Joint Business Planning Workshop • Jointly agreed objectives • Jointly agreed strategies and action plans • Joint scorecard (demand & supply side) • Regular review of performance vs. objectives and action plans • Cross organizational engagement Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store JBP Engagement Levels JBP Element Standard Intermediate Advanced Strategic Alignment “Managing the • Mid-to-long term • Engagement Customer as a strategic intent principles agreed at top-to-top Business” (KAM 1) • Agreement on Priorities • Long term Customer Strategy strategies shared Setting KPIs & Basic sales targets Functional agreement Cross-functional Goals to sub-category on goals/metrics agreement on integrated goals and metrics Initiatives Activity Grid for RE Value-added projects Integrated cross- with communication functional solutions of results to sr. mgt Two levels above Most senior sign-off Sign-off Level Buyer/Category available Manager sign-off Keeping Track Monthly review with Monthly review with Performance vs. Buyer/Quarterly with Goal Buyer/Quarterly with two levels above two level above managers/Semi- managers annual with senior managers Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store 7
  8. 8. All key activities have been aligned & implemented through JBP Flows Step 1 Step 1 Step 2 Step 2 Step 3 Step 3 Step 4 Step 4 Top to Top JBP Workshop Quarterly Review Monthly Review Align in Broad Align Strategy Commercial, Commercial & Strategy in Operational Category & Supply Chain CEO/ GM, level of Supply Chain Director level Commercial, Senior in key functions Supply Chain & Management Operation functions Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store Best Practice : Hi Level of Strategic Alignment Current Process : • Regular T2T engagement – Twice a year • Tops’s President and Commercial VP always attend this strategic alignment meeting with Colgate’s top management Riccardo Ricci Alistair Taylor Des Gist Chiranun Poopat General Manager President CDD VP, Commercial Colgate Palmolive Tops Supermarket Colgate Palmolive Tops Supermarket Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store 8
  9. 9. Best Practice – Goal & KPI’s Setting KPI’ Current Process: • Agree on commercial target and broad strategic direction in TTT. • Cascade down to JBP workshop with both commercial & supply chain participation. Both operational teams have mutual agreed on business plan and KPI’s signed off. • Quarterly Category and Business Review have been conduct in order to check milestone. +10% Invoice Sales +12.9% (MB) +7.8% 228 202 200 179 166 160 120 80 40 0 20 0 7 2 0 08 2 0 09 20 10 LE Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store Best Practice – JBP Process and Resources Current Process : • Full cross functional involves in JBP process Tops : Marketing, Merchandising, CATMAN, Operation, Supply Chain. CP : Marketing, Shopper Marketing, Customer Marketing, CATMAN, CDT, Supply Chain. • Outputs with solid agreed plan and KPIs for each function • Keep monitoring on initiative project coming out from JBP meeting and update in next TTT. Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store 9
  10. 10. Best Practice – Plan Achievement Current Process: • Quarterly Meeting : Cat Review/ Commercial Review • Monthly Update Meeting : Commercial and Supply Chain • 100% of plan implemented with post evaluation on core activities 100% Achieved JBP Summary Plan 2009 Full Year Summary Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store Best Practice – CATMAN & Key Initiatives Current : • Level of Catman : Level 3-4 with Quarterly update meeting • Initiated Oral Care training to Tops’ Store Manager • Mutual agreed in Shopper Marketing project : Health Bank • Mutual DC visit in order to strengthen company operational practice and relationship between both parties. Shopper Marketing project Mutual DC visit Oral Care Training for Store Manager Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store 10
  11. 11. Key Visibility Achievement : In-store Visibilities In- TB Power Panel OC Full End Cab PCP Full End Cab Display Unit Jan – Dec 2009 Jan – Dec 2009 Mar – Dec 2009 Jan – Dec 2009 57 Stores 28 Stores 9 Stores 10 Stores Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store PLAX Success Story Colgate PLAX Key Activities : Premium Range Listing, distribution, Tops’ CRM PLAX is a key driver of Total Mouthwash Cat. at Tops Source : AC Nielsen 12,000,000 10,000,000 8,000,000 Colgate Plax 6,000,000 Others 4,000,000 2,000,000 0 v v l l n n p p ar ar Ju Ju ay y No No Ja Ja Se Se Ma M M M 2008 2009 Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store 11
  12. 12. Toothpaste Oral Care : Driving Premiumization Q1 : Total Advance RL, Q2: Salt Herbal RL, Q3 : Sensitive RL, Q4 : OHM Source : AC Nielsen 80,000,000 70,000,000 60,000,000 50,000,000 +22.5% 40,000,000 30,000,000 20,000,000 10,000,000 0 FY2008 FY2009 Mainstream Therapeutic Stain Kid Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store Body Cleansing Bar Soap / Shower Cream Q1 : Protex SC Icy Cool, Q2 : Protex BS Clean & Pure, Q3 : Protex Hand Gel new variant, Q4 : Protex Try Me Campaign Protex Liquid Soap Protex Bar Soap P ro t ex Li q uid So ap P r ot e x Ba r S oa p 20,000,000 20,000,000 18,000,000 18,000,000 16,000,000 14,000,000 +16.6% 16,000,000 14,000,000 Graph +9.4% 12,000,000 12,000,000 10,000,000 10,000,000 8,000,000 8,000,000 6,000,000 6,000,000 4,000,000 4,000,000 2,000,000 2,000,000 0 0 2008 2009 2008 2009 Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store Source : Tops Data 12
  13. 13. Protex Talcum Mentholated Talcum Protex Cool Deo Launch Source : AC Nielsen Protex Tulcum 14,000,000 12,000,000 10,000,000 8,000,000 Graph +6.1% 6,000,000 4,000,000 2,000,000 0 2008 2009 Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store Capture Influenza Opportunity Protex Hand Gel & Protex Hand Soap TVC Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store 13
  14. 14. Participate in Tops Initiative : Beauty Bazaar Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store Mom & Kids Fair Changwattana Jul 29-Aug 4,09 29- Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store 14
  15. 15. Celebrity Store Walk – Create New Shopping Experience Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store Tops Oral Care Training • Expected outcomes for CP: Training session – Improving Oral Care knowledge among store managers and Role play Session to apply all Department Manager the learning into actions – Improving awareness and attention Pre and Post Test session to Colgate products among store managers and Department Manager – Improving category off-takes and OOS, especially Colgate products – Being perceived as a “preferred supplier / trustworthy supplier Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store 15
  16. 16. Best Practice Supply Chain Engagement Current Process: • TTT Supply Chain is also in process • Monthly Joint Scorecard and Supply Chain meeting Done / On Going Agreed Project Projects Status Monthly meeting Joint scorecard Building a Supply Chain Alliance Top to Top Supply Chain meeting Mutual DC Visiting Joint demand Planning Improve On Shelf (seasonal, promotion and new pdt) Logistics Efficiency Driver Sustainability MOQ Backhaul Technology VMI Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store Supply Chain Initiative - Mutual Plant visit - Understand Colgate working flow, production process and operation facilities - Well communicate with Colgate team and Shorten lead time to solve problems and smooth business transactions - Trust on Colgate products and production to support their business growth - Strengthen relationship between Retailer and Manufacturer in all levels (Management, Operation level) Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store 16
  17. 17. Service Level FY 2009 Case Fill On Time 100.0 100.00 95.0 98.00 96.00 90.0 94.00 85.0 92.00 80.0 90.00 08 A 09 A 08 A 09 A Colgate 91.6 94.7 Colgate 96.00 98.20 Tops 89.1 96.8 Tops 94.00 97.00 Goal 97.0 98.0 Goal 99.80 97.00 Goal 2008 = measure by day Case Fill +3% from 2008 Goal 2009 = measured by time (+30 mins) 2009 is above the goal. On Time +2.2% from 2008 Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store Inventory Optimization Inventory coverday 20 15 Forward Buy 10 Normal Goal 5 0 YTD Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Dec Forw ard Buy 0.1 5.4 5.0 5.1 Normal 13.58 8.3 10.87 11.15 15.96 12.89 12.2 11.06 14.8 10.8 7.4 8.9 12.8 Goal 9 9 9 9 9 9 9 9 9 9 9 9 9 • Start Forward Buy (Protex Hand soap, Hand Gel) since May 2009 •Inventory exclude Forward Buy = 8.9 days VS Goal 9 days Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store 17
  18. 18. All works and processes have been controlled by dedicated customer management team Customer Development Team Team Leader Customer Customer Customer Shopper Services Financial Development Development & Logistics Services Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store Achieving Profitable Growth … YESTERDAY TODAY Internal Focus… External Focus Manufacturing-Driven… Shopper-Driven Responsive Supply Reactive Supply Chain… Chain Value and Growth Lowest Cost… Creation Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store 18
  19. 19. Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store 19

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