2016 AFS User Conference

1. How to Realize the Value from
Your TPM Retail Investment
2016 AFS User Conference

2. Joel Cartwright
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

3. Objective
• To assist Trade Pro customers in optimizing the potential of their Trade application
• We see ourselves as your partner, as such we want to make sure our client is using the tool to
it’s fullest extent
• To be a partner in helping the customer to achieve any corporate initiatives or
goals
• We will work with your team to understand what goals you would like to achieve next and make
recommendations on how to make them happen.
• To review current processes on a regular basis to ensure best practices are in
place
• We will review how the major portions of the application (budgeting, planning, settlements) are
being used today and make recommendations based upon proven best practices.
• We will make sure that if you have had turn over in key resources they are up to speed with the
Trade Pro application, if not we will recommend training.
• To review functionality enhancements to continue to gain system utilization
• We will review the enhancements in detail with the customers and make recommendations on
which items to use or configure.

4. AFS Customer Evolution
Level of Maturity & Perceived Benefits
Just Getting
Started
9 Months TPM 18 Months TPM
•Standard planning &
execution
•Promotions planned in
isolation with setting
governance
•Budget setting
•Utilizing best practices
•Trade Spend Analysis at
account, national or brand
level
•Reporting Needs?
•Involving Brokers in the
TPM Retail process?
•Additional Channels in
your organization that
could benefit from this
solution?
•New Business Units/ New
Products to include?
•End to End Process
support with decisions
informed by analytics
•Spending controls
•Focus on outcomes and
understanding of
profitability
•Accurate baseline &
promotion volume
forecasting/planning
Client AFS solution in 6 to 18 months or more Assessment and Future
•End to End Process
Improvement
•Systematic pre & post-
event/ promotion analysis
•Contribution based
spending deployment
•Determine/review baseline
& promotion volume
forecasting/planning
•G/L Accrual entry from the
TPM tool
TPM Whats Next?

5. ©2016 AFS Technologies, Inc., Proprietary and Confidential
AFS Customer Evolution: How to Measure Success
• The application with:
• Processes
• Best practices
• KPI’s put in place during
the implementation
• Reduce the amount of
time spent on tasks
• Increase the amount of
analysis available
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• The application with:
• Processes
• Best practices
• Review KPI’s put in
place during the
implementation
• Reallocate trade spend
or the recovery invalid
spend
Qualitative: Quantitative:

6. AFS Customer Evolution: Value Assessment
Annual Planning: TPM application, controls and
processes
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• Evaluating plan performance clients can
typically reallocate trade spend and may
experience a 1% to 3% increase in Net
sales.
Did the application
shift the time spent
creating a Top
down/Bottom up plan,
to an analytical
focus?
• Evaluating plan performance aligning to
margin requirements clients may
experience a 1% to 2% increase in
contribution with the correct product mix
and correct tactics.
Did the application’s
ability to layer activity,
provides the ability to
see a Net Unit Cost
or contribution
margin?

7. AFS Customer Evolution: Value Assessment
Planning Execution: TPM application, controls
and processes
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• By evaluating the timeliness of the planning
performance and addressing this behavior
clients can typically see a 7 to 10% increase
in the accuracy of their promotions.
Are your promotions
being entered in a timely
manner? What percent
are being entered after
the start date portraying
an inaccurate accrual?
• By ensuring that the promotion are closed
after all of the settlements have been applied
clients can typically see an increase in the
accuracy of the accrual as well as the ability
to redistribute the dollars.
Are you closing
promotions on a timely
basis in order to release
the accrued funds?

8. AFS Customer Evolution: Value Assessment
Settlement Execution: TPM application, controls and
processes
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• Evaluating the accuracy and timeliness of your promotions as
well as the performance of the users allows the clients to
sometimes see a substantial decrease in the days outstanding.
Did you improve your
Deduction Days
Outstanding metric?
• By reviewing deductions and the supporting back up the client
may expect to see 3 – 5 % of total deductions that were
matched incorrectly or do not have supporting back up
supplied. This review allows the client to address the biggest
issues that cause post audits, by having the correct detail
attached the promotion and deduction it decreases the time
needed to investigate post audits.
Do you have
mismatched
deductions? Are you
able to effectively
address post audits?

9. AFS Strategic Value Assessment Overview
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•Review the
current process
to see where
improvements
can be made.
•Address existing
issues
THE
NEED
Review current
Business Process
and make
Recommendations
THE
SERVICE
Documented
Recommendations
to improve
Business
Processes and
System usage
THE
OUTCOME

10. ©2016 AFS Technologies, Inc., Proprietary and Confidential
Are you aware of our New Features?
We can help you evaluate the New Features and how
they will benefit your organization:
• True (Natural) Calendar Year support
• Ability to copy promotions to multiple customers
• Promotion approvals can now be configured by Fund
• Base Forecast re-spreader (spread forecast using
authorized products)
• Ability to customize ANY label – including measures
• Ability to mass approve Promotions and Deductions
• Ability to print deduction repay letter
*Use for v3
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11. ©2016 AFS Technologies, Inc., Proprietary and Confidential
Are you aware of our new features?
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We can help you evaluate the New Features and how
they will benefit your organization:
• Enhanced Deduction module to look like the Promotion module
• Deduction Reconciliation Reason Codes
• User Defined Measure Precision
• When managing user-defined measures, you now have more flexibility in the number of decimal
places you can choose.
• Scan Sales Percentage
• Sales Forecast entry by promoted period
• Improved Access Rights generation
• Deduction Export
• Added “Last Modified Date” and “Last Modified By” for reconciliation records on all 3 deduction
export interfaces: Excel export, Gateway export and the manual ERP export.
• Spend Liability Export
• Spend LE in Promotion and Allowance lists
• Search by Allowance Code
• Generate Scan Sales for any distribution channel
*Use for v4

12. ©2016 AFS Technologies, Inc., Proprietary and Confidential
Why is this Important?
TPM Retail initial expectations: Why you bought the software.
• Length of time on the application:
• Take a step back and re-visit:
• Current Processes
• Best Practice
• Data Analysis
• System Parameters
• Additional Training Needs
• Overall system usage
• New Functionality
• Do you continue to improve your processes and usage of TPM Retail?
• Are there advanced capabilities in TPM Retail that may not be enabled or
that you may not be leveraging?
•The Strategic Value Assessment service provides the opportunity to
visit recommended Best Practices and create action items to get
additional value from TPM Retail.
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13. Value Assessment Approach
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The Value Assessment takes place over a 2 month time period
and requires the following steps:
1.) Project Kickoff
2.) Remote Assessment
3.) Data Verification and Compilation
4.) Analysis of Findings and Presentation
5.) On-Site meeting to present Recommendations
AFS Business
Consultant Evaluation
Time

14. Deliverables From the Evaluation
• Here is what you can expect to receive through this process:
• A Business Consultant with extensive industry
experience
• A Full review of current processes and
recommendations for change
• Documentation that details findings and
recommendations
• A meeting at the conclusion to review recommendations
and expected benefits around the following:
• Process improvement opportunities –
using best practice as a guide
• Data related recommendations
• Training needs identification
• Recommended usage of advanced features –
using functionality from recent releases
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15. SAMPLE of an AFS Recommendation
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 Creation of trade budgets
Existing
Process
• Rate percentages maintained in Excel, converted to lump sum and imported
into Trade Pro.
Recomme
nd.
process
• Create “live accrual rates” in Trade Pro, not lump sums into Trade Pro
• Use Trade Pro as primary data source, not Excel.
• Use Trade pro data to feed other applications in necessary.
Reason for
Recomme
nd.
• More accurate reporting as budgets should be proportionate to sales.
• RSM’s need most accurate and timely data to facilitate decision making
• No need to change rates if sales actuals differ from initial forecasts.
Challenges
• Assess impact on existing accounting process
• Assess impact on integration with other applications.

16. SAMPLE of AFS Recommendations
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Recapture of accrual dollars when promotions/rebates
are closed
Existing Process
• “Client” records the redeployment of accrual dollars in the current financial period.
Recommended process
• Let AFS TPM record the relieved accrual in the period in which the promotion ran.
Reason for Recommendation
• To accurately record spend against budget for the promotional period.
Note: the current “true up” process serves finance, not the RSM and/or sales
process.
Challenges
• ERP application might not support the recommended process.
• A change in accounting process is required.

17. SAMPLE of AFS Recommendations
Measure SPENDLE and SALESLE vs Budgeted Spend and
Budgeted Volume
Existing process
• Reporting available however promotional data may be incorrect and/or incomplete
Recommended process
• Address data integrity issues discussed in previous slides and address processes issues as
necessary.
Reason for Recommendation
• Measuring promotional activity against budget data is easy, accurate and provides a “black and
white” view into trade activity. Simply put, this is the most powerful measurement you have
regarding trade spend.
• Planning system is an early warning system. If results for a given customer aren’t as expected
after Q1, it would be reasonable to question future activity as well. Use the future projection to
anticipate and address concerns
• Many underlying performance issues can be detected and addressed using this approach.
Challenges
• Can necessary changes be made to promotion and deductions processes?
• Will the existing ERP application support desired changes?

18. Next Steps
•Schedule a Strategic Value Assessment
with your AFS Contact Today!
•Contact Information:
•Sharon Fay
519-502-2838 | Sharon.fay@afsi.com
•Laura Smith
289-923-2251 | Laura.Smith@afsi.com
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19. Thank you
Q & A
Next Session: Introducing Trade Promotion Optimization