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5 Actionable Insights to Impact
TPM Performance with AFS
G2 and IRI/Nielsen Data
2016 AFS User Conference
©2016 AFSTechnologies, Inc., Proprietary and Confidential
Joel Cartwright, Director Product
Management TPM Retail
20 years...
©2016 AFSTechnologies, Inc., Proprietary and Confidential
Michael Scott , Vice President Product
Management and Developmen...
©2016 AFSTechnologies, Inc., Proprietary and Confidential
Agenda
• Speaker Introduction
• Objective
• Define the user
• De...
©2016 AFSTechnologies, Inc., Proprietary and Confidential
Review key syndicated data metrics inclusive of
competitive info...
©2016 AFSTechnologies, Inc., Proprietary and Confidential
Defining the User
• User Story – Account Managers and Marketing
...
©2016 AFSTechnologies, Inc., Proprietary and Confidential
G2 and the TPM Retail
• G2 is a multi-source data analytics tool...
©2016 AFSTechnologies, Inc., Proprietary and Confidential
• Volume
• Merchandising
• Pricing
• Cannibalization
• Share
5 P...
©2016 AFSTechnologies, Inc., Proprietary and Confidential
• Baseline
• Normal expected volume for the product in absence
o...
©2016 AFSTechnologies, Inc., Proprietary and Confidential
Analytical Metrics: Category
Merchandising Conditions
• Any Merc...
©2016 AFSTechnologies, Inc., Proprietary and Confidential
Analytical Metrics: Category
Merchandising Conditions
• Feature ...
©2016 AFSTechnologies, Inc., Proprietary and Confidential
Analytical Metrics: Category
Merchandising Conditions
• % of Vol...
©2016 AFSTechnologies, Inc., Proprietary and Confidential
Analytical Metrics: Pricing
• Retail price information are gathe...
©2016 AFSTechnologies, Inc., Proprietary and Confidential
Analytical Metrics: Pricing
• Price per unit
• Package price for...
©2016 AFSTechnologies, Inc., Proprietary and Confidential
Analytical Metrics: Category
Cannibalization
• % of Share versus...
©2016 AFSTechnologies, Inc., Proprietary and Confidential
Analytical Metrics: Category
Share
• % of Share
• Percent of ret...
©2016 AFSTechnologies, Inc., Proprietary and Confidential
AFS G2
Live G2 Environment
©2016 AFSTechnologies, Inc., Proprietary and Confidential
G2 – Dashboard View
©2016 AFSTechnologies, Inc., Proprietary and Confidential
G2 All Data Points
©2016 AFSTechnologies, Inc., Proprietary and Confidential
Thank you
Q & A
Next Session: How to Realize the Value from
Your...
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5 Actionable Insights to Impact TPM Performance with G2 IRI Nielsen data

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AFS 2016 User Conference

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5 Actionable Insights to Impact TPM Performance with G2 IRI Nielsen data

  1. 1. 5 Actionable Insights to Impact TPM Performance with AFS G2 and IRI/Nielsen Data 2016 AFS User Conference
  2. 2. ©2016 AFSTechnologies, Inc., Proprietary and Confidential Joel Cartwright, Director Product Management TPM Retail 20 years plus in Consumer Packaged Goods: Finance/Accounting, Sales Operations • Sara Lee Foods US • Sunny Delight Beverage • Kimberly Clark MEI TPM Solutions IBM Demand Tec AFS Technologies Joel Cartwright
  3. 3. ©2016 AFSTechnologies, Inc., Proprietary and Confidential Michael Scott , Vice President Product Management and Development AFS Technologies 20 years plus in Consumer Packaged Goods Software • Visix Inc. • CAS Americas • Coca Cola Business intelligence Software Digital Signage Planning Software Mr. Scott
  4. 4. ©2016 AFSTechnologies, Inc., Proprietary and Confidential Agenda • Speaker Introduction • Objective • Define the user • Define the applications TPM and G2 • Data Integration: Challenges • 5 Actionable Insights to Impact TPM Performance • Conclusion • Q&A
  5. 5. ©2016 AFSTechnologies, Inc., Proprietary and Confidential Review key syndicated data metrics inclusive of competitive information in the G2, Data Analytics tool, and how they can help drive business decisions. Understand the relationship between Event activity in the TPM Retail application, and how events impact: the category. Objective
  6. 6. ©2016 AFSTechnologies, Inc., Proprietary and Confidential Defining the User • User Story – Account Managers and Marketing • In my role managing Trade Promotions I am running a Promotion on a Brand in Large Format Modern Grocery Chains. As well as Consumption data to analyse the success of the Promotion, I want to know how the promotion is doing as it is placed and executed. This will help me understand if I need to make adjustments to the promotion or to stop it or extend it. I want a view of: • % Compliance • Product Availability • Product & POS Placement • Overall Sales Uplift • I’ve worked with the Sales Teams to create the In-Field Tasks required to validate the campaign drivers and check promotion execution. • The Marketing group has created best tactics to run and aligned with the sales team Trade Promotion including: • Promotional Products • Validity Dates • Targeted Customers • Compliance Questions
  7. 7. ©2016 AFSTechnologies, Inc., Proprietary and Confidential G2 and the TPM Retail • G2 is a multi-source data analytics tool, designed to have seamless integration to AFS TPM Retail and manufacturers subscribed consumption data information. • G2 provides a single sign on through the AFS TPM Retail application, and simplistic dashboards which provides a user the ability to “Manage By Exception” decision making. • Purpose built for concise clear customer specific decision making. To consolidate TPM Event information and category data into one resource solution.
  8. 8. ©2016 AFSTechnologies, Inc., Proprietary and Confidential • Volume • Merchandising • Pricing • Cannibalization • Share 5 Purpose Built Measures to Achieve an Impact
  9. 9. ©2016 AFSTechnologies, Inc., Proprietary and Confidential • Baseline • Normal expected volume for the product in absence of any store level promotional activity • Sourced from IRI or Nielsen into G2 • Incremental • The proportion of total volume exceeding expected (baseline) volume. • Incremental Volume = Actual – Baseline • Now that I have this info what do I do in TPM? Analytical Measures: Volume
  10. 10. ©2016 AFSTechnologies, Inc., Proprietary and Confidential Analytical Metrics: Category Merchandising Conditions • Any Merchandising in the entire category • Includes all types of trade merchandising • Feature ACV% • Display ACV% • Feature and Display ACV% • Temporary Price Reduction (TPR) ACV% • Now that I have this info what do I do in TPM? • What about Retail Execution info into G2?
  11. 11. ©2016 AFSTechnologies, Inc., Proprietary and Confidential Analytical Metrics: Category Merchandising Conditions • Feature and Display You and the Category Feature Only Display OnlyFeature & Display Any Feature Any Display
  12. 12. ©2016 AFSTechnologies, Inc., Proprietary and Confidential Analytical Metrics: Category Merchandising Conditions • % of Volume • Percent of retail volume sold in conjunction with trade merchandising activity • % of ACV • Measures “support” • Percent of geography ACV that participated in the trade merchandising activity • Now that I have this info what do I do in TPM?
  13. 13. ©2016 AFSTechnologies, Inc., Proprietary and Confidential Analytical Metrics: Pricing • Retail price information are gathered from: • Retailer’s tapes • Retail displays (marketing reps) • Feature ads (feature coders) • Price data is gathered separately from store movement data (if feature prices found are lower than tape prices, tape price is over-ridden) • Now that I have this info what do I do in TPM?
  14. 14. ©2016 AFSTechnologies, Inc., Proprietary and Confidential Analytical Metrics: Pricing • Price per unit • Package price for all scanned sales of a particular product • Price per Equivalent Unit • The package price for all sales of a particular product divided by the custom-defined unit equivalency (i.e., price per pound) • Average price • Weighted average price for all scanned sales of a product (weighted average price for a period is computed by dividing total dollars during the period by total units sold [instead of dividing total price each week by the number of weeks]) • Non – promoted price • Actual product price in absence of trade promotion (feature/display/tpr)  Promoted price  Price in stores with a feature, display, or TPR
  15. 15. ©2016 AFSTechnologies, Inc., Proprietary and Confidential Analytical Metrics: Category Cannibalization • % of Share versus the category • Percent of retail volume sold in by product with trade merchandising activity, variance indicating where the event stole share from the competitor • % of Share versus the category PPG • Percent of retail volume sold in by product with trade merchandising activity, variance indicating where the event stole share from PPG’s within the manufacturer. • Now that I have this info what do I do in TPM?
  16. 16. ©2016 AFSTechnologies, Inc., Proprietary and Confidential Analytical Metrics: Category Share • % of Share • Percent of retail volume sold in conjunction with trade merchandising activity, and the gain against competitors in the category • % of Share Held • Rolling 13 week category share trend analysis • Now that I have this info what do I do in TPM?
  17. 17. ©2016 AFSTechnologies, Inc., Proprietary and Confidential AFS G2 Live G2 Environment
  18. 18. ©2016 AFSTechnologies, Inc., Proprietary and Confidential G2 – Dashboard View
  19. 19. ©2016 AFSTechnologies, Inc., Proprietary and Confidential G2 All Data Points
  20. 20. ©2016 AFSTechnologies, Inc., Proprietary and Confidential Thank you Q & A Next Session: How to Realize the Value from Your TPM Retail Investment

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