How to Plan, Execute and Deliver the Right TPM Solution


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How to Plan, Execute and Deliver the Right TPM Solution

  1. 1. How to Plan, Execute, and Deliverthe Right TPM SolutionSeptember 28, 2011 © ArchPoint 2011
  2. 2. Meet the Experts Mark Parker Joel Cartwright John Karolefski Consulting Partner Director- Pre-Sales Executive Director ArchPoint LLC TradeInsight Shopper Technology Institute 2
  3. 3. ArchPoint at a Glance Clients!  EXPERIENCE: practitioners with 20+ years experience garnered at major companies like GE, P&G and Coca-Cola!  FOCUS: sustainable growth and meaningful change!  SERVICES: strategy to execution—OGSM, high achieving teams, organization design, go-to- market planning, marketing, sales!  RESULTS: profitable growth, improved productivity and a deeper understanding of the organization’s culture 3
  4. 4. TradeInsight at a Glance Clients !  EXPERIENCE: practitioners with 25+ years experience garnered at major CPG manufacturers !  FOCUS: simplifying trade promotion management for small to mid-size manufacturers !  SERVICES: trade promotion management !  RESULTS: profitable growth, improved bottom- line, better forecast accuracy and uncover invalid deductions 4
  5. 5. Don’t Reinvent the Wheel “Despite the fact that large CPG firms in particular believe their processes are unique, 70% of all respondents suggested that including best practices in the software solution would improve success.” - TradeInsight 2010 Trade Promotion Management 5
  6. 6. Requirements Organizational requirements needed to successfully implement a TPM solution: The right processes and metrics in place Total adoption throughout the organization A transparent funding strategy 6
  7. 7. A Good TPM Solution Accomplishes three objectives: 1 Better align the organization 2 Prevent any surprises at the end of the fiscal year 3 Facilitate the best choices from the investment 7
  8. 8. Time is Money !  Manage your work days efficiently !  Maximize time with and away from customers !  Drive value to the brand in every activity 8
  9. 9. The Four M’s of Successful TPM 9
  10. 10. The Four M’s—Marketing Alignment 10
  11. 11. Marketing Alignment Is your customer promotion strategy consistent with the brand’s objectives and strategies? 11
  12. 12. Marketing Alignment !  Connect expectations of the brand with your TPM solution !  Invest in the right merchandising vehicles at the right time !  Ensure price subsidy and strategy support the consumer strategy 12
  13. 13. The Four M’s—Management of the Budget 13
  14. 14. Management of the Budget Are you often finding yourself overspent or are you planning conservatively because you never know what surprises are coming at you? 14
  15. 15. Management of the Budget !  Don’t navigate in the dark !  Understand your financial exposure and pricing !  Be in control of your spending 15
  16. 16. The Four M’s—Maximization of Funds 16
  17. 17. Maximization of Funds Are you getting the most from your dollar invested? 17
  18. 18. Maximization of Funds !  Optimize your promotion events, volume, and profit !  Maintain a consistent view of maximization !  Avoid “promotion copying” 18
  19. 19. The Four M’s—Manufacturing Alignment 19
  20. 20. Manufacturing Alignment How have you tied your promotional planning to your sales and company forecasting process? 20
  21. 21. Manufacturing Alignment !  Align manufacturing with your promotion calendar !  Avoid ineffective processes that cause misalignment !  Understand volatility caused by Hi-Lo events vs. EDLP/EDLC 21
  22. 22. In Conclusion—Summary 22
  23. 23. 23
  24. 24. Contact Information Mark Parker Joel Cartwright John Karolefski 24