Jan Casteels - Duracell

1. CONFIDENTIAL AND PROPRIETARY
A little means a lot.
A lot means a little.
Supply Chain & Finance FD Seminar
January 24, Niel-Antwerpen

2. CONFIDENTIAL AND PROPRIETARY
JAN CASTEELS
Engineering Gent
Industrieel Beleid Leuven
Planning Dish care Mechelen
Contract Operations Customisation Rumst
Manufacturing Fabric Care Mechelen
Business Process Optimisation Western Europe Logistics Brussels
Program Management Western Europe Logistics Brussels – Frankfurt
Logistics & Customer Service EIMEA Heist-op-den-Berg

3. CONFIDENTIAL AND PROPRIETARY
THE DURACELL COMPANY
BERKSHIRE HATHAWAY DURACELL
300000+ 3500
$200 Billion #1 Alkaline producer
#2 in Fortune 500 #1 Brand

4. CONFIDENTIAL AND PROPRIETARY
5
Cleveland
Lancaster
Lagrange
DCL
Moscow
?
Canary I
EIMEA DISTRIBUTION NETWORK
Asian suppliers
CHINA
Legend
Cells/FP from plants/suppliers
FP From Heist
Duracell plant/Supplier
DC
Customisation center
RSA
US

5. CONFIDENTIAL AND PROPRIETARY
2016 - THE MENTAL SHIFT
E2E Ownership
Secure the moat
Focus on the 80
Segmentation
Minimised overhead
Activity based costing
Levarage Scale
Central experts
Allocation
Functional focus
Global standards
Go for volume
Culture
Design

6. CONFIDENTIAL AND PROPRIETARY
80/20
“A few things are important. Most things are not important.”
“20% generates 80% of my revenue but 150% of my profit.”
“Many customers, products and processes get attention that will
not benefit the business”

7. CONFIDENTIAL AND PROPRIETARY
80/20 (PRE)CONCEPTIONS
•Counter intuitive
•We tend to expect all customers and products are equally valuable
•We tend to work as if all efforts contribute equal value to the bottom line
•Dilemmas
•What if one of my “80” customers buys one of my lowest margin products?
•What if one of my “20” customers buys one of my most profitable SKU’s?
•Should we use profit or revenue for customer differentiation?
•Myths
•80/20 requires complex statistical analysis

8. CONFIDENTIAL AND PROPRIETARY
80/20
Mindset, not just a methodology
• SKU complexity (Items, cells, FPC vs EAN,…)
• Order profiles (frequency, order size, ship-to vs sold-to,..)
• Picking costs (parcels vs pallets,...)
• Transportation cost
• Vendors
Applied to any type of decision where you have metrics
• Sourcing
• Manufacturing
• Distribution
• Sales
• Product Line Simplification
• …
To drive difficult decisions and strategies in

9. CONFIDENTIAL AND PROPRIETARY
80/20
Simplify service
Outsource
Charge for complexity
Phase-out
80
Optimise
Automate
In-line
In-source
Remove complexity costs
20

10. CONFIDENTIAL AND PROPRIETARY
FOCUS ON THE “80”
Overserve the “80” customers..
• Logistics and Commercial KPI’s
• Customer specific Scorecards
• Service Alarms
At the deliberate expense of “20” Customers...
• Laser sharp simplification of service
• Charge for complexity
Leading to a win for…
• Your best customers
• Your best vendors
• Your best employees
• You…& Your family

11. CONFIDENTIAL AND PROPRIETARY
METHODS: QUARTILE ANALYSIS
• Divide a data set into four equal groups (quartiles)
• Compare and evaluate each groups contribution to the total
CUSTOMERS
PRODUCTS A B C D E F G H I J K L M N O P Q R S T
1 $12.0 $6.0 $5.0 $2.0 $1.3 $0.2 $0.1 $0.1 $0.1 $0.1 $0.1 $27.0
2 $8.0 $7.0 $2.0 $2.0 $1.2 $0.2 $0.1 $0.1 $0.1 $0.1 $20.8
3 $11.0 $7.0 $1.0 $0.5 $0.5 $0.1 $0.2 $0.1 $0.1 $0.1 $20.6
4 $9.0 $1.0 $1.0 $0.3 $0.1 $0.1 $0.1 $11.6
5 $0.8 $0.7 $0.9 $0.8 $0.5 $3.7
6 $0.6 $1.5 $0.3 $0.2 $0.2 $0.1 $0.1 $3.0
7 $0.6 $0.7 $0.4 $0.3 $0.4 $0.2 $0.2 $0.1 $2.9
8 $0.4 $0.8 $0.6 $1.8
9 $0.6 $0.3 $0.4 $0.3 $1.6
10 $0.3 $0.3 $0.2 $0.8
11 $0.5 $0.1 $0.2 $0.8
12 $0.2 $0.3 $0.1 $0.2 $0.8
13 $0.4 $0.2 $0.1 $0.7
14 $0.1 $0.4 $0.2 $0.7
15 $0.5 $0.2 $0.7
16 $0.1 $0.1 $0.5 $0.7
17 $0.2 $0.3 $0.5
18 $0.1 $0.1 $0.3 $0.5
19 $0.1 $0.1 $0.3 $0.5
20 $0.1 $0.1 $0.1 $0.3
$33.50 $19.30 $18.60 $8.60 $8.00 $3.90 $3.60 $0.40 $0.40 $0.30 $0.50 $0.50 $0.30 $0.30 $0.40 $0.30 $0.40 $0.20 $0.30 $0.20 $100.00
34% 53% 71% 80% 88% 92% 96% 96% 96% 97% 97% 98% 98% 98% 99% 99% 99% 100% 100% 100%
5 CUSTOMERS 5 CUSTOMERS 5 CUSTOMERS 5 CUSTOMERS
$88 $8.6 $2.0 $1.4
CUSTOMERS
PRODUCTS A B C D E F G H I J K L M N O P Q R S T
1 $12.0 $6.0 $5.0 $2.0 $1.3 $0.2 $0.1 $0.1 $0.1 $0.1 $0.1 $27.0 27%
2 $8.0 $7.0 $2.0 $2.0 $1.2 $0.2 $0.1 $0.1 $0.1 $0.1 $20.8 48% 5 PRODUCTS
3 $11.0 $7.0 $1.0 $0.5 $0.5 $0.1 $0.2 $0.1 $0.1 $0.1 $20.6 68% $83.7
4 $9.0 $1.0 $1.0 $0.3 $0.1 $0.1 $0.1 $11.6 80%
5 $0.8 $0.7 $0.9 $0.8 $0.5 $3.7 84%
6 $0.6 $1.5 $0.3 $0.2 $0.2 $0.1 $0.1 $3.0 87%
7 $0.6 $0.7 $0.4 $0.3 $0.4 $0.2 $0.2 $0.1 $2.9 90% 5 PRODUCTS
8 $0.4 $0.8 $0.6 $1.8 91% $10.1
9 $0.6 $0.3 $0.4 $0.3 $1.6 93%
10 $0.3 $0.3 $0.2 $0.8 94%
11 $0.5 $0.1 $0.2 $0.8 95%
12 $0.2 $0.3 $0.1 $0.2 $0.8 95% 5 PRODUCTS
13 $0.4 $0.2 $0.1 $0.7 96% $3.7
14 $0.1 $0.4 $0.2 $0.7 97%
15 $0.5 $0.2 $0.7 98%
16 $0.1 $0.1 $0.5 $0.7 98%
17 $0.2 $0.3 $0.5 99% 5 PRODUCTS
18 $0.1 $0.1 $0.3 $0.5 99% $2.5
19 $0.1 $0.1 $0.3 $0.5 100%
20 $0.1 $0.1 $0.1 $0.3 100%
$33.5 $19.3 $18.6 $8.6 $8.0 $3.9 $3.6 $0.4 $0.4 $0.3 $0.5 $0.5 $0.3 $0.3 $0.4 $0.3 $0.4 $0.2 $0.3 $0.2 $100

12. CONFIDENTIAL AND PROPRIETARY
METHODS: QUAD ANALYSIS
CUSTOMERS
PRODUCTS A B C D E F G H I J K L M N O P Q R S T
1 $12,0 $6,0 $5,0 $2,0 $1,3 $0,2 $0,1 $0,1 $0,1 $0,1 $0,1 $27,0
2 $8,0 $7,0 $2,0 $2,0 $1,2 $0,2 $0,1 $0,1 $0,1 $0,1 $20,8
3 $11,0 $7,0 $1,0 $0,5 $0,5 $0,1 $0,2 $0,1 $0,1 $0,1 $20,6
4 $9,0 $1,0 $1,0 $0,3 $0,1 $0,1 $0,1 $11,6
5 $0,8 $0,7 $0,9 $0,8 $0,5 $3,7
6 $0,6 $1,5 $0,3 $0,2 $0,2 $0,1 $0,1 $3,0
7 $0,6 $0,7 $0,4 $0,3 $0,4 $0,2 $0,2 $0,1 $2,9
8 $0,4 $0,8 $0,6 $1,8
9 $0,6 $0,3 $0,4 $0,3 $1,6
10 $0,3 $0,3 $0,2 $0,8
11 $0,5 $0,1 $0,2 $0,8
12 $0,2 $0,3 $0,1 $0,2 $0,8
13 $0,4 $0,2 $0,1 $0,7
14 $0,1 $0,4 $0,2 $0,7
15 $0,5 $0,2 $0,7
16 $0,1 $0,1 $0,5 $0,7
17 $0,2 $0,3 $0,5
18 $0,1 $0,1 $0,3 $0,5
19 $0,1 $0,1 $0,3 $0,5
20 $0,1 $0,1 $0,1 $0,3
$33,5 $19,3 $18,6 $8,6 $8,0 $3,9 $3,6 $0,4 $0,4 $0,3 $0,5 $0,5 $0,3 $0,3 $0,4 $0,3 $0,4 $0,2 $0,3 $0,2 $100,00
34% 53% 71% 80% 88% 92% 96% 96% 96% 97% 97% 98% 98% 98% 99% 99% 99% 100% 100% 100%
1. Identify a factor to analyze. The starting point for most business
is “Revenue”.
– Rank order the key contributors (Customers & Products).
2. Rank CUSTOMERS from Largest to Smallest by Revenue. Add row with cumulative.
3.RankPRODUCTSfromlargesttosmallest
byrevenue.Addcolumnwithcumulative.
4. Section the data at the top 80% contributors (cumulative data) for both Customers and Products
5. Color code the four quadrants

13. CONFIDENTIAL AND PROPRIETARY
METHODS: QUAD ANALYSIS
MOAT
• Highly strategic and massive growth
potential
• 100% of bottom if you apply direct
costing
• 150-200% of your profit
SEPARATE OUT
• These customers only buy the A
SKU’s.
• Good business but these customers
“steal” resources from the A
customers.
• The products though are standard.
NECESSARY EVIL
• A customers will always buy some B
SKU’s.
• Break-even at bottom line.
• Hard bargain!
STARVE
• Low profit requiring a lot of
effort/resources with a high
complexity.
• Never profit building and completely
non-strategic

14. CONFIDENTIAL AND PROPRIETARY
METHODS: QUAD ANALYSIS
Commit to quad 1
[Big customers, High volume products]
• Over-serve at the expense of others
• Know their businesses inside and out
• Dedicated resources (Engineering,
Purchasing, Sales) to better serve
Work hard to convert quad 3
[Small customers, High volume products]
• Future green customer?
• No discounts?
• Longer lead times?
• Increase prices?
Work hard to separate quad 2
[Big customers, low volume products]
• Separate manufacturing area
• Outsource product?
• Minimum production runs
• Only allow green customers to purchase
• Increase prices
• Focus on eliminating or redesigning
Work a plan/severance for quadrant 4
[Small customers, Low volume products]
• Sell them only green products
• Minimum orders
• Scheduled, infrequent production
• Increase prices and filter them out
• No engineering work in this area

15. CONFIDENTIAL AND PROPRIETARY
11 out of 1075 ship-to’s
=
80% items shipped
3 customers represent 50+%
Customer 1(27%)
Customer 2(18%)
Customer 3 (8%)
481 ship-to’s served by 1 Service
provider
Heavy B2B driven
17out of 275 SKU’s = 80% items shipped (160 unique EANs)
8 OEM bulk SKU’s, Lithium coins, Plus AA 4 K-pack, 4 specialties (LR44, MN21, 123, 377)
Country 1
80/20
29M items
Quad 1
Quad 4
Quad 3
Quad 2
SKU VS CUSTOMER: QUAD ANALYSIS

16. CONFIDENTIAL AND PROPRIETARY
TOP 20 CUSTOMERS – ORDER FREQUENCY
> 1/day
Almost daily
Frequency ↗
Name of sold-to party
04/04/2016-10/04/2016
11/04/2016-17/04/2016
18/04/2016-24/04/2016
25/04/2016-01/05/2016
02/05/2016-08/05/2016
09/05/2016-15/05/2016
16/05/2016-22/05/2016
23/05/2016-29/05/2016
30/05/2016-05/06/2016
06/06/2016-12/06/2016
13/06/2016-19/06/2016
20/06/2016-26/06/2016
27/06/2016-03/07/2016
04/07/2016-10/07/2016
11/07/2016-17/07/2016
18/07/2016-24/07/2016
25/07/2016-31/07/2016
BATTERIEGROSSHANDEL 7 3 7 5 3 6 6 7 8 8 8 12 8 3 2 2 2
BATTERIEN DINKELS GMBH 6 5 5 4 4 8 5 4 8 5 13 3 4 4 3 1
VITAMED 8 7 5 3 2 3 7 2 3 7 8 4 4 3 1 2 1
MEDIA-COM 5 5 5 3 4 5 3 5 2 8 5 3 3 4 2 3 2
TTT-Filmservice GmbH 5 3 3 3 3 4 4 5 4 4 2 2 4 5 1
TECTRON GMBH 3 3 2 3 1 6 2 1 3 7 5 2 1 1 2 2 1
WALLUSSI & WEIMER GMBH 5 3 2 2 2 1 2 6 2 4 2 2 3 1 2 2
KURT SCHUSTER 1 1 1 1 1 2 2 3 3 3 3 5 1 1 2 6
WINFRIED HUECKMANN GMBH 2 1 5 1 3 2 2 1 1 1 3 3 2 1 1 1 2
OMNITRON GRIESEGMBH 3 4 2 1 1 1 1 5 5 2 1
HEINER LANG 1 2 3 1 2 3 1
Grand Total 40 28 41 28 24 41 32 27 38 52 60 38 31 23 17 23 18
Frequency ↘ weekly?
Keep weekly!
Name of sold-to party
04/04/2016-10/04/2016
11/04/2016-17/04/2016
18/04/2016-24/04/2016
25/04/2016-01/05/2016
02/05/2016-08/05/2016
09/05/2016-15/05/2016
16/05/2016-22/05/2016
23/05/2016-29/05/2016
30/05/2016-05/06/2016
06/06/2016-12/06/2016
13/06/2016-19/06/2016
20/06/2016-26/06/2016
27/06/2016-03/07/2016
04/07/2016-10/07/2016
11/07/2016-17/07/2016
18/07/2016-24/07/2016
25/07/2016-31/07/2016
Grand Total
BATTERIEGROSSHANDEL 7 3 7 5 3 6 6 7 8 8 8 12 8 3 2 2 2 97
BATTERIEN DINKELS GMBH 6 5 5 4 4 8 5 4 8 5 13 3 4 4 3 1 82
VITAMED 8 7 5 3 2 3 7 2 3 7 8 4 4 3 1 2 1 70
MEDIA-COM 5 5 5 3 4 5 3 5 2 8 5 3 3 4 2 3 2 67
TTT-Filmservice GmbH 5 3 3 3 3 4 4 5 4 4 2 2 4 5 1 52
TECTRON GMBH 3 3 2 3 1 6 2 1 3 7 5 2 1 1 2 2 1 45
WALLUSSI & WEIMER GMBH 5 3 2 2 2 1 2 6 2 4 2 2 3 1 2 2 41
KURT SCHUSTER 1 1 1 1 1 2 2 3 3 3 3 5 1 1 2 6 36
WINFRIED HUECKMANN GMBH 2 1 5 1 3 2 2 1 1 1 3 3 2 1 1 1 2 32
OMNITRON GRIESEGMBH 3 4 2 1 1 1 1 5 5 2 1 26
HEINER LANG 1 2 3 1 2 3 1 13
Grand Total 40 28 41 28 24 41 32 27 38 52 60 38 31 23 17 23 18 561
Which customers need or “deserve” more than 1/week?
Reducing order frequency
=
Reducing Picking, Packing
and Transport cost and
Order Management effort
Customer 1
Customer 2
Customer 3
Customer 4
Customer 5
Customer 6
Customer 7
Customer 8

17. CONFIDENTIAL AND PROPRIETARY
Country 1
80/20
36 out of 594 ship-to’s
=
80% picking cost
3 customers not in the item 80/20
drive 17% of picking cost
58out of 275 SKU’s = 80% picking cost
70%of units sold ship as full pallets representing only 9% of picking cost
PICKING COST

18. CONFIDENTIAL AND PROPRIETARY

19. CONFIDENTIAL AND PROPRIETARY
– Enforce pallet MOQ on selected big customers
– Can customers be converted to bulk/OEM codes?
– Increase frequency to monthly -> 3.5€K saving
– Change pallet height to 0.8m & increase case qty to 20 -> 12€K
– Review Customer x order pattern and Customer y frequency ->1.5€K
– Enforce pallet MOQ on big customers -> 2€K
9V
Ind 10 TCK
Plus K-pack
2032
Every drill-down reveals 15-20% picking cost savings potential

20. CONFIDENTIAL AND PROPRIETARY
49% 29% 11% 6% 3% 1% 1% 100%
Ship from DE01
Sum of Cells Sold to
EAN Description
KAZACHSTAN-APPLECITY
AZERBAIJAN-ENGIN
GEORGIA-DIPLOMAT
ARMENIA-ARGE
TURKMENISTAN-SAMAYA
TADZJIKISTAN-RUSHON
MONGOLIA-ANUNGOO
Grand Total
13% Basic AAx4 319280 194480 175200 99200 25200 24560 18720 856640
12% Basic AAAx4 292760 325400 95000 65800 25200 20040 13600 837800
12% Basic AAAx2 401600 347700 11300 27700 21000 10000 9480 828780
11% Basic AAx2 339360 283720 16680 32000 22400 15320 10520 720000
10% HBDC AAAx2 563280 30960 24480 33360 28080 4200 4080 688440
9% HBDC AAx2 473520 28800 27240 36600 28080 4200 6000 604440
8% Basic Dx2 90240 375700 37620 21400 2100 500 1140 528700
4% Turbo Max AAx4 111200 58160 48480 29760 11200 6800 7600 273200
3% Turbo Max AAAx4 111720 42200 30960 20600 11200 5880 4000 226560
2% Turbo Max AAx2 71320 50160 10840 12800 11200 4040 4120 164480
2% Turbo Max AAAx2 78380 35940 8240 13300 11200 3540 6180 156780
2% Basic AAx6 23880 56016 50400 130296
2% Turbo Max AAx8 54912 56832 111744
1% Basic AAAx8 97440 97440
1% Basic AAAx6 13980 56280 25200 95460
1% Basic AAx8 88704 88704
1% Turbo Max AAAx8 72400 72400
1% Basic Cx2 37360 10100 5880 2820 1400 260 1000 58820
1% Basic 9Vx1 32350 7930 4440 4600 1400 140 1000 51860
1% Basic AAx12 39600 39600
0% Basic AAAx12 32400 32400
0% Li 2025x2 800 9600 5000 1400 16800
0% Specialty LR44x2 2000 8200 3000 800 14000
0% Li 2032x1 5000 1500 4000 2200 12700
0% Li 2016x2 800 9000 1600 600 12000
0% RPP- LSD AAx2 9600 780 1200 11580
0% RPP- LSD AAAx2 9020 800 1440 11260
0% Specialty MN27x1 1700 3900 600 300 6500
0% Specialty MN21x1 500 3500 600 300 4900
0% RPPAAAx2 3500 1160 4660
0% RPPAAx2 3120 420 3540
0% Charger CEF14x1 552 324 210 1086
100% Grand Total 3303658 1947770 720022 405540 199660 99480 87440 6763570
17% 16% 12% 10% 10% 7% 5% 5% 4% 4% 3% 3% 2% 1% 0% 0% 0% 0% 100%
Ship from TR01
Sum of Cells Sold to
EAN Description
HEDEF
TEMMUZTEMIZLIK
OZGUN
MIGROS
AYKANLAR
SECKINONUR
MAS
SUMER
ADNAN
SISTEM
CARREFOUR
SOK
MAHMUTOGLU
METRO
YONTEM
CYPRUS-RAMADANCEMIL
NRO
FILE
Grand Total
20% HBDC AAx2 1621800 3216000 851640 1047000 536400 227400 501600 240 2040 480 8004600
17% HBDC AAAx2 1471800 2562000 906480 918000 486000 177600 527520 600 480 7050480
15% Basic AAx4 1022960 172000 823760 578000 390240 787280 521360 517040 131440 87120 97520 665760 193200 23600 28320 24000 1120 3440 6068160
9% Basic AAAx4 498880 102800 521000 391520 233720 527560 254000 326920 80120 91560 78200 463400 86400 21800 25360 17560 520 2600 3723920
5% Basic AAx12 314928 172368 461232 202320 54288 340128 114192 78624 206496 62064 79200 7200 3024 5040 720 5904 2107728
4% Basic AAAx12 177696 28800 140688 409680 166752 37296 257184 103536 43920 170208 85248 7200 720 4896 720 4896 1639440
3% Basic AAx18 184680 49500 246060 165600 39600 238140 186480 10980 39240 142200 6480 5580 180 1314720
3% Basic AAx8 293952 119616 49344 48672 17952 5088 1728 43488 275904 179616 1920 23040 8064 864 1069248
3% Turbo Max AAx4 226960 24000 64080 321760 113360 38480 5520 33120 53680 104000 54400 1440 5360 3040 1049200
2% Basic AAAx18 101880 23400 163980 145440 36000 176400 138780 9000 32040 97200 5940 4860 540 935460
2% Basic Dx2 96660 56000 72680 24080 53040 83400 98000 80280 18000 25600 11940 33040 1200 2020 140 240 656320
2% Basic AAAx8 111360 96000 59200 28720 12160 5040 1200 30720 144880 120480 1600 15280 6400 640 633680
2% Basic AAx2 64960 20000 108560 91360 54000 80080 87800 18600 25960 2680 50800 6480 12400 160 623840
1% Turbo Max AAAx4 106280 20000 43640 183680 54000 23360 1600 24560 27640 74160 22400 960 3800 4000 1160 591240
1% Basic 9Vx1 90630 92990 60530 25270 45170 73390 48000 23620 15470 8340 11390 36640 1000 1200 2300 80 200 536220
1% Basic Cx2 96580 42000 55980 45680 34740 58100 77200 15620 10460 25340 11660 11280 1300 1460 1800 120 300 489620
1% Turbo Max AAx8 95424 42240 102528 11136 7968 2784 15840 79680 91584 1920 864 5664 457632
1% Basic AAAx2 49020 20000 77440 64060 33120 59740 55600 10840 17200 2200 32000 5080 8800 80 435180
1% Turbo Max AAx6 32616 48000 271944 216 3240 360 6540 11088 36708 1584 2016 660 414972
1% Turbo Max AAAx8 33280 34800 160640 10080 3760 1840 9360 41600 103760 2400 1600 880 404000
1% Turbo Max AAx12 80496 4464 217296 576 4176 144 5904 32256 14400 4176 1440 288 365616
1% Turbo Max AAAx6 8940 18060 197400 120 2640 480 4380 11520 33420 120 1800 60 278940
0% Li 2032x1 14800 3000 1100 22590 23600 3000 14100 29500 11290 43000 500 3300 800 670 171250
0% Turbo Max AAx2 12040 6000 16920 58720 12680 7080 3880 10760 1680 12800 2720 3000 160 148440
0% RPP - LSD AAx2 12220 13000 3440 5860 4660 50540 600 4960 25000 3720 400 20 124420
0% RPP AAAx2 8580 9200 7160 6680 6740 25860 3060 19320 24000 380 1300 112280
0% RPP - LSD AAAx2 21660 4000 6340 18100 5640 9160 30860 1200 4340 8200 620 20 110140
0% Turbo Max AAAx2 6700 1000 15740 37940 8300 6940 2980 10040 1820 60 2700 80 94300
0% Turbo Max AAAx12 19584 2448 19440 1008 3024 288 4320 24336 9360 2448 3168 288 89712
0% Basic Mixedx64 28992 48000 3328 3392 83712
0% RPP AAx2 11400 5000 5900 13420 3660 4960 1300 3300 8840 6900 320 840 65840
0% RPP - LSD AAAx4 8400 12880 400 1680 21120 16200 160 60840
0% Li 2016x2 4000 200 22420 8000 200 9600 4180 9000 200 340 58140
0% Li 2025x2 3000 600 26420 4800 200 6200 4320 11000 200 340 57080
0% HA 10x6 600 22080 1200 1200 24600 5040 600 600 360 56280
0% HA 13x6 600 600 2940 600 1200 36000 5040 600 1200 360 49140
0% Basic Mixedx30 1500 29580 2370 5070 9000 47520
0% Specialty LR44x2 29400 600 200 2000 4200 10000 200 60 46660
0% HA 312x6 600 3780 1200 24000 5640 600 600 600 960 37980
0% HPL 123x1 1100 3000 50 250 500 14850 4650 90 9250 250 1000 70 35060
0% HA 675x6 600 2940 600 1800 19800 7440 600 360 34140
0% RPP AAx4 8720 2040 640 840 80 2360 12520 6000 80 40 33320
0% Specialty MN21x1 2200 3000 200 12790 2100 700 5300 1600 2000 200 800 70 30960
0% RPP - LSD AAx4 1600 2440 4880 400 40 800 7240 12800 80 30280
0% Turbo Max Mixedx75 3750 3750 6675 3750 4200 2625 24750
0% RPP AAAx4 4440 2640 2680 1120 920 480 4000 40 16320
0% Basic + Turbomax AAx4 15800 400 16200
0% Turbo Max Mixedx4 11730 6 11736
0% Li 1620x1 3200 200 660 400 100 800 1900 3000 100 10360
0% Charger CEF14 (0 Cells)x1 180 300 720 669 270 1053 5658 564 45 9459
0% RPP Cx2 8000 20 600 8620
0% Li 2430x1 300 200 930 500 200 1000 3800 1300 100 100 8430
0% HA 13x12 7488 7488
0% Specialty Nx2 360 120 60 3120 2400 120 60 6240
0% Li 2450x1 700 200 640 500 100 300 1000 2000 100 100 5640
0% Turbo Max Dx2 1100 80 460 3560 80 100 5380
0% HA 10x12 5184 5184
0% Turbo Max Cx2 700 120 240 2940 80 100 4180
0% PUC 3Hx1 2994 2994
0% Basic Mixedx15 2970 2970
0% HA 675x12 2880 2880
0% PUC 5Hx1 2523 2523
0% Turbo Max 9Vx1 360 120 60 180 1470 40 50 2280
0% Li 1-3N Lx1 100 100 1200 500 100 100 2100
0% Charger CEF14x1 402 513 828 18 1761
0% HA 312x12 1728 1728
0% RPP Dx2 20 1200 1220
0% RPP 9Vx1 50 1000 1050
0% Charger CEF27x1 33 18 477 15 543
0% Ultra Pow er Dx2 120 120
0% Specialty MN11x1 10 10
100% Grand Total 6995201 6497870 4840056 3932214 3879602 3036152 2163940 2123640 1681566 1665621 1146390 1129160 839710 310560 162986 138513 29115 17580 40589876
14% 13% 9% 8% 8% 7% 6% 6% 4% 4% 4% 3% 3% 2% 2% 2% 1% 1% 1% 0% 0% 0% 0% 0% 0% 0% 100%
Sum of Cells Sold to
EAN Description
HEDEF
TEMMUZTEMIZLIK
OZGUN
ISRAEL-NOGAM
MIGROS
AYKANLAR
KAZACHSTAN-APPLECITY
SECKINONUR
MAS
SUMER
AZERBAIJAN-ENGIN
ADNAN
SISTEM
CARREFOUR
SOK
MAHMUTOGLU
GEORGIA-DIPLOMAT
ARMENIA-ARGE
METRO
TURKMENISTAN-SAMAYA
YONTEM
CYPRUS-RAMADANCEMIL
TADZJIKISTAN-RUSHON
MONGOLIA-ANUNGOO
NRO
FILE
Grand Total
17% HBDC AAx2 1621800 3216000 851640 1047000 473520 536400 227400 28800 501600 27240 36600 240 28080 2040 4200 6000 480 8609040
15% HBDC AAAx2 1471800 2562000 906480 918000 563280 486000 177600 30960 527520 24480 33360 600 28080 4200 4080 480 7738920
13% Basic AAx4 1022960 172000 823760 578000 390240 319280 787280 521360 517040 194480 131440 87120 97520 665760 193200 175200 99200 23600 25200 28320 24000 24560 18720 1120 3440 6924800
9% Basic AAAx4 498880 102800 521000 391520 233720 292760 527560 254000 326920 325400 80120 91560 78200 463400 86400 95000 65800 21800 25200 25360 17560 20040 13600 520 2600 4561720
5% Basic AAx12 314928 172368 342720 461232 202320 54288 340128 114192 78624 206496 62064 79200 39600 7200 3024 5040 720 5904 2490048
4% Basic AAAx12 177696 28800 140688 293760 409680 166752 37296 257184 103536 43920 170208 85248 32400 7200 720 4896 720 4896 1965600
4% Basic AAx8 293952 119616 689472 49344 48672 88704 17952 5088 1728 43488 275904 179616 1920 23040 8064 864 1847424
3% Basic AAx2 64960 20000 108560 22800 91360 54000 339360 80080 87800 18600 283720 25960 2680 50800 16680 32000 22400 6480 12400 15320 10520 160 1366640
3% Turbo Max AAx4 226960 24000 64080 321760 113360 111200 38480 5520 58160 33120 53680 104000 54400 48480 29760 1440 11200 5360 6800 7600 3040 1322400
3% Basic AAx18 184680 49500 246060 165600 39600 238140 186480 10980 39240 142200 6480 5580 180 1314720
2% Basic AAAx2 49020 20000 77440 64060 33120 401600 59740 55600 10840 347700 17200 2200 32000 11300 27700 21000 5080 8800 10000 9480 80 1263960
2% Basic Dx2 96660 56000 72680 24080 53040 90240 83400 98000 80280 375700 18000 25600 11940 33040 37620 21400 1200 2100 2020 500 1140 140 240 1185020
2% Basic AAAx8 111360 96000 423360 59200 28720 97440 12160 5040 1200 30720 144880 120480 1600 15280 6400 640 1154480
2% Basic AAAx18 101880 23400 163980 145440 36000 176400 138780 9000 32040 97200 5940 4860 540 935460
2% Turbo Max AAAx4 106280 20000 43640 183680 54000 111720 23360 1600 42200 24560 27640 74160 22400 30960 20600 960 11200 3800 4000 5880 4000 1160 817800
1% Basic 9Vx1 90630 92990 60530 25270 45170 32350 73390 48000 23620 7930 15470 8340 11390 36640 4440 4600 1000 1400 1200 2300 140 1000 80 200 588080
1% Turbo Max AAx8 95424 42240 102528 11136 54912 7968 2784 15840 79680 91584 56832 1920 864 5664 569376
1% Basic Cx2 96580 42000 55980 45680 34740 37360 58100 77200 15620 10100 10460 25340 11660 11280 5880 2820 1300 1400 1460 1800 260 1000 120 300 548440
1% Turbo Max AAAx8 33280 34800 160640 10080 72400 3760 1840 9360 41600 103760 2400 1600 880 476400
1% Plus AAx12 415872 415872
1% Turbo Max AAx6 32616 48000 271944 216 3240 360 6540 11088 36708 1584 2016 660 414972
1% Plus AAx6 396000 396000
1% Turbo Max AAx12 80496 4464 217296 576 4176 144 5904 32256 14400 4176 1440 288 365616
1% Plus AAx8 336960 336960
1% Turbo Max AAx2 12040 6000 16920 58720 12680 71320 7080 3880 50160 10760 1680 12800 10840 12800 11200 2720 3000 4040 4120 160 312920
1% Turbo Max AAAx6 8940 18060 197400 120 2640 480 4380 11520 33420 120 1800 60 278940
1% Plus AAx4 263520 263520
0% Turbo Max AAAx2 6700 1000 15740 37940 8300 78380 6940 2980 35940 10040 1820 8240 13300 11200 60 2700 3540 6180 80 251080
0% Plus AAAx6 204000 204000
0% Plus AAAx12 189936 189936
0% Ultra Pow er AAx8 189120 189120
0% Plus AAAx4 188400 188400
0% Li 2032x1 14800 3000 1100 22590 23600 5000 3000 14100 1500 29500 11290 43000 4000 2200 500 3300 800 670 183950
0% Plus AAAx8 165600 165600
0% RPP - LSD AAx2 12220 13000 3440 5860 9600 4660 50540 780 600 4960 25000 1200 3720 400 20 136000
0% Basic AAx6 23880 56016 50400 130296
0% RPP - LSD AAAx2 21660 4000 6340 18100 5640 9020 9160 30860 800 1200 4340 8200 1440 620 20 121400
0% RPP AAAx2 8580 9200 7160 6680 6740 25860 3500 3060 19320 24000 1160 380 1300 116940
0% Ultra Pow er AAx4 105600 105600
0% Basic AAAx6 13980 56280 25200 95460
0% Turbo Max AAAx12 19584 2448 19440 1008 3024 288 4320 24336 9360 2448 3168 288 89712
0% Basic Mixedx64 28992 48000 3328 3392 83712
0% Ultra Pow er AAAx8 76240 76240
0% Li 2025x2 3000 600 26420 4800 800 200 9600 6200 4320 11000 5000 1400 200 340 73880
0% Li 2016x2 4000 200 22420 8000 800 200 9000 9600 4180 9000 1600 600 200 340 70140
0% RPP AAx2 11400 5000 5900 13420 3660 4960 1300 3120 3300 8840 6900 420 320 840 69380
0% RPP - LSD AAAx4 8400 12880 400 1680 21120 16200 160 60840
0% Specialty LR44x2 29400 600 200 2000 2000 8200 4200 10000 3000 800 200 60 60660
0% HA 10x6 600 22080 1200 1200 24600 5040 600 600 360 56280
0% Ultra Pow er AAAx4 52560 52560
0% HA 13x6 600 600 2940 600 1200 36000 5040 600 1200 360 49140
0% Basic Mixedx30 1500 29580 2370 5070 9000 47520
0% HA 312x6 600 3780 1200 24000 5640 600 600 600 960 37980
0% Specialty MN21x1 2200 3000 200 12790 2100 500 700 3500 5300 1600 2000 600 300 200 800 70 35860
0% HPL 123x1 1100 3000 50 250 500 14850 4650 90 9250 250 1000 70 35060
0% HA 675x6 600 2940 600 1800 19800 7440 600 360 34140
0% RPP AAx4 8720 2040 640 840 80 2360 12520 6000 80 40 33320
0% RPP - LSD AAx4 1600 2440 4880 400 40 800 7240 12800 80 30280
0% Turbo Max Mixedx75 3750 3750 6675 3750 4200 2625 24750
0% Plus Cx2 24240 24240
0% RPP AAAx4 4440 2640 2680 1120 920 480 4000 40 16320
0% Basic + Turbomax AAx4 15800 400 16200
0% Turbo Max Mixedx4 11730 6 11736
0% Li 1620x1 3200 200 660 400 100 800 1900 3000 100 10360
0% Charger CEF14 (0 Cells)x1 180 300 720 669 270 1053 5658 564 45 9459
0% RPP Cx2 8000 20 600 8620
0% Li 2430x1 300 200 930 500 200 1000 3800 1300 100 100 8430
0% Plus Dx2 7500 7500
0% HA 13x12 7488 7488
0% Specialty MN27x1 1700 3900 600 300 6500
0% Specialty Nx2 360 120 60 3120 2400 120 60 6240
0% Li 2450x1 700 200 640 500 100 300 1000 2000 100 100 5640
0% Turbo Max Dx2 1100 80 460 3560 80 100 5380
0% HA 10x12 5184 5184
0% Turbo Max Cx2 700 120 240 2940 80 100 4180
0% Plus 9Vx1 3000 3000
0% PUC 3Hx1 2994 2994
0% Basic Mixedx15 2970 2970
0% HA 675x12 2880 2880
0% Charger CEF14x1 402 552 513 324 828 210 18 2847
0% PUC 5Hx1 2523 2523
0% Turbo Max 9Vx1 360 120 60 180 1470 40 50 2280
0% Li 1-3N Lx1 100 100 1200 500 100 100 2100
0% HA 312x12 1728 1728
0% RPP Dx2 20 1200 1220
0% RPP 9Vx1 50 1000 1050
0% Charger CEF27x1 33 18 477 15 543
0% Ultra Pow er Dx2 120 120
0% Specialty MN11x1 10 10
100% Grand Total 6995201 6497870 4840056 4390660 3932214 3879602 3303658 3036152 2163940 2123640 1947770 1681566 1665621 1146390 1129160 839710 720022 405540 310560 199660 162986 138513 99480 87440 29115 17580 51744106
80/20 Cells
SKU vs Sold-To
89 SKU’s
12 SKU’s (13%) = 80%
HBDC AA/AAA 30%
Basic AA/AAA
(2/4/8/12/18) 50%
Spec&RPP each only 1%
HEIST
7 SOLD-TO’s
KZ 50%
AZ 30%
Country
DC
18 SOLD-TO’s
26 SOLD-TO’s
10 Sold-to’s (38%) = 80%
Key Distributors 60%
Key NA 8%
IL – 8% / KZ – 6%
80%13%
Willebroek
8%
71 SKU’s
HBDC (37%)
7xBasic AA/AAA (39%)
32 SKU’s
Basis AA/AAA (56%)
HBDC (20%)
DISTRIBUTION

21. CONFIDENTIAL AND PROPRIETARY
Charge doubles
with RPP
considered DG.
If less than 100kg,
RPP is not DG!
We never ship
>100kg.
Transmed AE
Each delivery
is 880 AED.
Current mode of
transportation
with fixed rate is
very expensive for
the small volume
we ship to Qatar
Ship-to country BH
Category Rechargeable
Row Labels Weight [KG]
6300024785 20
6300042378 1
6300089695 21
6300106547 12
Grand Total 54

22. CONFIDENTIAL AND PROPRIETARY
PHRONESIS: COST TO SERVE 2.0
Supply Chain & Finance FD Seminar
January 24, Niel-Antwerpen

23. CONFIDENTIAL AND PROPRIETARY
FROM DATA TO ACTION
Data
• Raw numbers captured
according to agreed
(measurement)
standards
• “how long is a piece of
string”
Processing Information
• A set of data points to
understand something
about the data we
measured
• “how many pieces of
string are longer than
10 cm”
Context Insight
• Follows analysis of
information to
understand what is
going on
• “how consistent are
our pieces of string
produced, what is our
σ , max and min
Apply Phronesis
• Convert to
meaningful business
decisions and action
• “we need to adjust
the machine to cut
shorter strings”

24. CONFIDENTIAL AND PROPRIETARY
BUSINESS INTELLIGENCE
• End to End Cost to Serve
• End to End Logistics Service KPIs

25. CONFIDENTIAL AND PROPRIETARY
Supply
Warehouse
Plant
Raw Pack
SCOPE
Plt
Pooling
Packing Mat
Inter
Site
All Supply Network Costs excl. COGS
Packing Mat Packing Mat
Period
Costs
ScrappingSystems, EDI
Collection
Recycling
Customization Customer
Logistics
Packaging HauliersWarehousing
• End to End Cost to Serve
• End to End Logistics Service KPIs

26. CONFIDENTIAL AND PROPRIETARY
PROJECT OBJECTIVE
Align a common process and tool to:
1. get an E2E common overview of Duracell Supply Chain at segment and mkt level;
2. a live business analysis system used internally and externally by the very end
accounts for continous cost and service improvement;
3. Enhance Simplification and 80/20 Capabilities.
• Approach/Principles :
• Flexible: keep countries specificities, connect all data sources;
• Low manual effort;
• Detailed enough, multiple angles of analysis;
• Bring data to life visually , so that information becomes insight and is then turned
into action.

27. CONFIDENTIAL AND PROPRIETARY
UNDERSTAND
RETURNS
80/20 # Orders Total € €/Order # Orders # Kgs Total € €/Order €/Kg # Hrs Total € Total € Total € €/Order €/Kg Kg/Order #Pallets #Cases #Items
EL CORTE INGLES 80 7.376 20.556 2,8 7.292 48.432 47.936 6,6 0,99 0 0 1.416 69.908 9,6 1,44 7 0 20.215 6.804 22% 1.247.811 5,6%
CARREFOUR 80 292 11.746 40,2 288 104.376 9.420 32,7 0,09 99 1.932 846 23.944 83,1 0,23 362 244 29.910 3.924 7% 1.533.357 1,6%
SONAE 80 137 8.015 58,5 139 85.390 11.721 84,3 0,14 144 2.804 1.210 23.751 170,9 0,28 614 159 20.849 1.944 7% 2.219.862 1,1%
MEDIA MARKT 80 434 6.898 15,9 427 33.461 4.352 10,2 0,13 28 551 106 11.906 27,9 0,36 78 0 16.969 5.906 4% 976.373 1,2%
AMAZON 80 322 4.341 13,5 287 16.498 2.670 9,3 0,16 17 328 173 7.512 26,2 0,46 57 9 10.550 1.524 2% 391.808 1,9%
EROSKI 80 93 3.187 34,3 93 20.466 2.722 29,3 0,13 81 1.575 0 7.484 80,5 0,37 220 23 8.448 101 2% 362.258 2,1%
VINI TRADING SL 80 28 4.987 178,1 29 56.649 2.012 69,4 0,04 1 10 0 7.010 241,7 0,12 1.953 48 13.613 1.588 2% 631.785 1,1%
ALCAMPO 80 114 3.300 28,9 113 39.057 2.420 21,4 0,06 27 535 0 6.255 55,4 0,16 346 113 7.819 2.141 2% 762.120 0,8%
J. A. RECIO S.A. GPD 80 14 3.244 231,7 14 21.143 2.568 183,5 0,12 0 0 0 5.813 415,2 0,27 1.510 12 9.108 0 2% 259.849 2,2%
ALFA DYSER, S.L. 80 22 3.607 164,0 22 18.261 2.119 96,3 0,12 0 0 0 5.726 260,3 0,31 830 5 10.130 298 2% 223.363 2,6%
ELECTRO SHIVA S.L 80 17 3.743 220,2 17 21.330 1.956 115,1 0,09 0 3 0 5.703 335,5 0,27 1.255 19 10.464 35 2% 346.104 1,6%
BIC 80 24 4.050 168,8 24 27.231 1.496 62,3 0,05 0 5 0 5.551 231,3 0,20 1.135 16 11.328 18 2% 336.896 1,6%
DS COMPONENTES S.L. 80 5 2.414 482,9 5 25.439 2.340 468,1 0,09 0 0 792 5.546 1.109,3 0,22 5.088 24 6.474 2.565 2% 237.002 2,3%
ITMP 80 63 2.762 43,8 63 14.448 2.175 34,5 0,15 0 0 0 4.936 78,4 0,34 229 0 7.505 722 2% 254.913 1,9%
QUALITY FERRETERIA 80 40 2.869 71,7 39 15.140 1.599 41,0 0,11 14 276 0 4.744 121,6 0,31 388 8 7.923 113 1% 241.464 2,0%
CHOCRON SASPORTES SAMUEL 20 5 721 144,2 5 13.903 3.913 782,7 0,28 0 0 0 4.635 926,9 0,33 2.781 13 1.938 3 1% 91.664 5,1%
ATLANTIC TRADERS, S.L. 80 6 1.180 196,7 6 5.612 2.521 420,1 0,45 0 3 19 3.723 620,6 0,66 935 1 3.324 110 1% 91.894 4,1%
LOZISA DISTRIBUCIONES, S.L. 80 18 1.515 84,2 18 12.471 2.153 119,6 0,17 0 7 33 3.707 206,0 0,30 693 12 4.143 51 1% 131.036 2,8%
ANESLO DE PILAS S.C. 80 10 1.244 124,4 11 6.107 2.187 198,8 0,36 11 223 0 3.654 332,2 0,60 555 15 3.391 5 1% 91.923 4,0%
AUCHAN 80 46 1.675 36,4 45 11.797 1.622 36,0 0,14 0 0 122 3.419 76,0 0,29 262 24 4.275 1.112 1% 258.828 1,3%
WORTEN EQUIP.P/LAR.,SA 80 44 1.747 39,7 45 7.615 1.232 27,4 0,16 15 284 38 3.302 73,4 0,43 169 11 4.563 1.417 1% 287.142 1,1%
MUNDILEC, S.L. 80 19 900 47,4 20 27.795 2.190 109,5 0,08 0 0 16 3.106 155,3 0,11 1.390 22 2.307 41 1% 286.584 1,1%
ENTREPOT NAVAL, SL 80 13 138 10,7 14 20.872 2.957 211,2 0,14 0 0 0 3.095 221,1 0,15 1.491 25 143 0 1% 138.250 2,2%
GARSACO IMPORT S.L. 80 7 1.676 239,5 7 10.539 1.260 180,0 0,12 0 0 0 2.936 419,5 0,28 1.506 5 4.696 242 1% 107.775 2,7%
LOGISTA - GUADALAJARA 20 37 1.989 53,8 37 12.922 557 15,1 0,04 8 155 33 2.734 73,9 0,21 349 8 5.433 2 1% 371.057 0,7%
COOP.MADRIL. FERRETEROS S.COOP 80 21 2.219 105,7 21 9.451 467 22,2 0,05 1 11 6 2.704 128,8 0,29 450 0 6.189 518 1% 213.711 1,3%
LOGISTA-DIS, S.A. UNIPERSONAL 80 39 1.977 50,7 42 11.678 549 13,1 0,05 2 44 50 2.620 62,4 0,22 278 5 5.411 2 1% 185.310 1,4%
COFERDROZA, S.C.L. -EMD-. 80 11 1.623 147,5 10 6.296 785 78,5 0,12 0 0 0 2.408 240,8 0,38 630 0 4.579 16 1% 92.617 2,6%
SUPERSOL 80 45 1.231 27,3 46 7.031 993 21,6 0,14 0 0 0 2.224 48,3 0,32 153 16 3.166 0 1% 186.567 1,2%
HERCOMAR BENIEL DISTRIBUCIONES 80 16 1.059 66,2 17 5.981 951 55,9 0,16 0 7 0 2.016 118,6 0,34 352 9 2.877 11 1% 79.440 2,5%
CENTRAL LOBAO - FERR ELECT SA 80 9 1.153 128,1 9 6.714 771 85,6 0,11 0 0 0 1.924 213,7 0,29 746 1 3.229 136 1% 83.064 2,3%
MARVIMUNDO S.L. EMD 20 12 1.115 92,9 11 5.164 797 72,5 0,15 0 0 0 1.912 173,8 0,37 469 0 3.123 9 1% 116.052 1,6%
PROQUIMETAL PROD. QUIMICOS ESP 80 15 1.569 104,6 14 6.452 321 22,9 0,05 0 3 0 1.893 135,2 0,29 461 1 4.395 47 1% 114.864 1,6%
Arman Europa, S.L 20 16 1.218 76,1 17 7.565 673 39,6 0,09 0 0 0 1.891 111,2 0,25 445 3 3.249 1.487 1% 119.071 1,6%
ELECTROSANTOMERA SLL 20 10 1.068 106,8 10 6.096 812 81,2 0,13 0 0 0 1.880 188,0 0,31 610 18 2.864 27 1% 77.064 2,4%
CENTRAL DE COMPRAS DE HERRAMIE 20 7 910 130,1 7 7.912 870 124,2 0,11 0 7 0 1.786 255,2 0,23 1.130 23 2.369 295 1% 91.801 1,9%
AURYTOOLS-EQUIO.PARA A CONTRUC 80 2 123 61,3 2 20.174 1.654 827,1 0,08 0 0 0 1.777 888,4 0,09 10.087 22 176 7 1% 128.207 1,4%
EHLIS, S.A. 80 3 1.078 359,4 3 5.454 600 200,2 0,11 2 29 0 1.708 569,3 0,31 1.818 4 3.035 0 1% 113.335 1,5%
Duracell - Heist - DC 20 2 97 48,4 2 4.487 1.600 800,0 0,36 0 0 0 1.697 848,4 0,38 2.244 24 88 0 1% 0 0,0%
GRUPO HERMANOS MARTIN, S.A. 20 6 737 122,9 6 5.471 707 117,8 0,13 1 20 180 1.644 274,0 0,30 912 5 2.035 39 1% 94.436 1,7%
PALLICERA DOMENECH RAMON 20 26 689 26,5 26 5.785 922 35,4 0,16 0 0 0 1.610 61,9 0,28 223 0 1.833 12 0% 87.445 1,8%
COSTCO WHOLESALE SPAIN, SLU 20 33 329 10,0 32 14.439 951 29,7 0,07 11 221 101 1.602 50,1 0,11 451 36 502 0 0% 0 0,0%
CASH LEPE SL. 20 20 681 34,0 20 3.348 711 35,5 0,21 2 31 31 1.453 72,6 0,43 167 4 1.810 21 0% 43.547 3,3%
SABECO SA 20 50 708 14,2 49 4.519 729 14,9 0,16 1 13 0 1.451 29,6 0,32 92 4 1.696 480 0% 130.021 1,1%
MAFERGA, S.A. 20 11 614 55,8 11 2.923 549 49,9 0,19 0 0 8 1.171 106,5 0,40 266 0 1.693 65 0% 39.662 3,0%
ELECTRICIDAD N.OSES S.A. ( 163 20 4 678 169,6 4 5.287 485 121,1 0,09 0 0 0 1.163 290,7 0,22 1.322 3 1.895 0 0% 58.499 2,0%
ACTIVA 20 24 607 25,3 25 2.065 496 19,9 0,24 0 0 22 1.126 45,0 0,55 83 0 1.601 130 0% 38.517 2,9%
JOSE L.ROSA CASAS SA GPD 80 5 689 137,9 5 3.091 421 84,2 0,14 0 0 0 1.110 222,1 0,36 618 1 1.932 54 0% 63.520 1,7%
ELECTRODOM. CANDELSA, S.A. 20 21 623 29,7 21 2.323 454 21,6 0,20 1 20 0 1.097 52,2 0,47 111 0 1.664 96 0% 45.468 2,4%
STOCK TRANS 20 7 62 8,9 7 9.672 1.025 146,4 0,11 0 0 0 1.087 155,3 0,11 1.382 11 60 0 0% 0 0,0%
TECNOMEDICA ASTUR, S.L. 20 16 587 36,7 17 3.812 498 29,3 0,13 0 0 0 1.086 63,9 0,28 224 0 1.595 14 0% 34.569 3,1%
JESFELTOM, S.L. 20 9 585 65,0 9 3.518 473 52,5 0,13 0 0 0 1.057 117,5 0,30 391 1 1.616 8 0% 60.765 1,7%
CUSTOMER
% Total
3PL Cost
CLP TOTAL DIRECT 3PL COST PICKING
NIV % 3PL Cost vs NIV
HANDLING TRANSPORT
•
Row Labels
Sum of Case
Pick Cost
Sum of Case
Ship Cost
Sum of
Pallet Ship
Cost
CLP Cost
Customer
Freight
Total Logistics Cost Customization
# of
Orders
wkly
# of
Claims
wkly
# of Non-
Complian
ces wkly
Level of
Complexi
ty
Customer
Systems
(mins /
Customer
Specific
MD
Price List
Avg Payment
Days Over
Terms
OSB FTE
Customization
FTE
Resource Cost Total Charges Total C2S Revenue
C2S as % of
Revenue
Amazon 770£ 1.550£ -£ -£ 19.543£ 21.863£ -£ 10,0 0,2 0,3 5 210 1 1,0 29 0,62 0,00 21.751£ 9.844£ 53.457£ 675.000£ 7,9%
Anand 5.075£ 891£ 3.171£ -£ 22.435£ 31.572£ 44.759£ 1,7 0,2 0,0 2 5 0 0,3 0 0,06 0,01 2.474£ 221£ 79.026£ 10.620.982£ 0,7%
Argos 8.159£ 1.659£ 269£ 16.887£ 8.349£ 35.324£ -£ 15,1 0,3 0,1 4 45 0 0,1 -5 0,62 0,00 21.786£ 3.668£ 60.778£ 2.354.422£ 2,6%
Asda 3.570£ 933£ 3.691£ -£ 24.302£ 32.495£ 24.208£ 4,2 0,2 0,0 2 10 0 0,1 35 0,10 0,10 7.005£ 2.917£ 66.626£ 4.074.652£ 1,6%
B&M 168£ 21£ 3.452£ -£ 11.871£ 15.512£ 72.949£ 1,6 0,0 0,0 1 5 0 0,1 5 0,02 0,02 1.449£ -£ 89.910£ 7.020.312£ 1,3%
Booker Makro 35£ 21£ 411£ -£ 4.571£ 5.037£ 28.550£ 0,4 0,0 0,0 1 15 0 0,1 61 0,01 0,01 854£ -£ 34.442£ 853.337£ 4,0%
Boots 3.803£ 1.237£ 19£ 1£ 4.059£ 9.118£ 5.628£ 1,1 0,3 0,0 2 5 0 0,1 27 0,05 0,02 2.415£ 5.180£ 22.342£ 677.276£ 3,3%
Coop 1.015£ 79£ 7£ -£ 60£ 1.160£ -£ 0,2 0,0 0,0 1 0 0 0,1 7 0,00 0,00 98£ -£ 1.258£ 1.789£ 70,3%
DCS 2.223£ 355£ 299£ -£ 4.368£ 7.246£ 14.783£ 0,6 0,0 0,0 1 0 0 0,5 10 0,01 0,00 431£ -£ 22.460£ 951.530£ 2,4%
DSG 2.162£ 1.712£ 146£ 115£ 4.967£ 9.102£ 15.213£ 14,7 0,2 0,0 3 20 0 0,1 49 0,43 0,02 15.598£ 375£ 40.288£ 866.143£ 4,7%
Farnell 1.205£ 1.452£ 5£ -£ 1.954£ 4.615£ -£ 0,8 0,0 0,0 1 5 0 0,3 -5 0,02 0,00 556£ 39£ 5.211£ 315.549£ 1,7%
Homebase 1.975£ 585£ 292£ 6£ 3.315£ 6.173£ 27.420£ 0,8 0,1 0,0 3 5 0 0,1 56 0,03 0,00 1.181£ 674£ 35.447£ 602.537£ 5,9%
H-Squared 1.660£ 738£ 831£ 3.481£ 9.087£ 15.796£ 1.255£ 0,5 0,0 0,0 1 5 0 0,5 2 0,01 0,00 497£ -£ 17.547£ 2.181.466£ 0,8%
Interactive 3.088£ 450£ 271£ -£ 9.893£ 13.703£ 10.474£ 0,5 0,1 0,0 1 5 0 0,3 4 0,02 0,01 990£ 61£ 25.228£ 982.238£ 2,6%
Johnson Brothers ROI 2.710£ 378£ 258£ -£ 11.375£ 14.721£ 13.592£ 0,3 0,0 0,0 1 10 0 1,0 1 0,02 0,02 1.560£ 94£ 29.968£ 846.686£ 3,5%
Mashco 571£ 230£ 2£ -£ 752£ 1.555£ -£ 0,1 0,0 0,0 1 5 0 0,5 1 0,01 0,00 389£ -£ 1.944£ 216.276£ 0,9%
Morrisons 5.999£ 984£ 1.411£ -£ 12.632£ 21.025£ 71.723£ 1,1 0,1 0,0 2 0 0 0,1 63 0,03 0,04 2.308£ 378£ 95.434£ 4.633.192£ 2,1%
Nisaway 2.093£ 288£ 12£ -£ 967£ 3.360£ -£ 0,3 0,1 0,0 1 0 0 1,0 4 0,02 0,00 712£ 103£ 4.174£ 251.486£ 1,7%
Ocado 1.866£ 1.824£ 23£ -£ 3.228£ 6.940£ -£ 1,4 0,2 0,0 2 0 0 0,1 1 0,04 0,00 1.546£ 2.897£ 11.383£ 597.764£ 1,9%
Poundland 387£ 26£ 810£ -£ 8.404£ 9.626£ -£ 0,8 0,0 0,0 2 5 0 0,1 41 0,02 0,00 666£ 229£ 10.521£ 2.078.157£ 0,5%
PSA 3.228£ 1.123£ 232£ -£ 5.625£ 10.208£ -£ 0,6 0,0 0,0 1 5 0 0,5 1 0,01 0,00 521£ -£ 10.728£ 811.193£ 1,3%
Robert Dyas 4.099£ 2.564£ 104£ -£ 7.294£ 14.062£ -£ 1,7 0,1 0,0 1 5 0 0,1 -1 0,02 0,00 846£ -£ 14.907£ 1.365.615£ 1,1%
RS Components 2.312£ 740£ 49£ 2.446£ 4.037£ 9.584£ -£ 2,1 0,0 0,0 3 10 0 0,3 22 0,07 0,00 2.483£ 2.481£ 14.547£ 767.627£ 1,9%
Sainsbury 10.016£ 1.195£ 2.420£ 6.900£ 14.307£ 34.838£ 54.030£ 1,7 0,4 0,0 4 15 1 0,1 19 0,15 0,09 8.389£ 8.313£ 105.570£ 10.941.701£ 1,0%
Spicers 1.603£ 2.508£ -£ -£ 3.151£ 7.262£ -£ 1,2 0,1 0,0 1 5 0 1,0 23 0,03 0,00 1.125£ 64£ 8.451£ 394.144£ 2,1%
Stearn 11.527£ 5.306£ 86£ -£ 15.868£ 32.787£ 1.370£ 4,9 0,6 0,0 3 15 0 0,5 4 0,24 0,00 8.292£ 1.085£ 43.534£ 1.891.695£ 2,3%
Superdrug 1.358£ 237£ 16£ -£ 1.833£ 3.444£ -£ 0,8 0,1 0,0 1 5 0 0,1 5 0,01 0,00 487£ 14£ 3.944£ 316.389£ 1,2%
Supreme 8.457£ 965£ 4.120£ -£ 11.920£ 25.462£ 51.840£ 2,1 0,1 0,0 2 5 1 0,3 2 0,06 0,01 2.516£ -£ 79.818£ 9.275.747£ 0,9%
Tesco 19.733£ 2.557£ 6.013£ 1.320£ 49.147£ 78.771£ 427.433£ 3,8 0,1 0,1 2 5 0 0,1 7 0,08 0,10 6.291£ 1.326£ 513.821£ 12.544.690£ 4,1%
The Disney Store 160£ 9£ 2£ 243£ 419£ 833£ -£ 0,0 0,0 0,0 2 0 0 0,5 1 0,01 0,00 257£ -£ 1.090£ -£ -
TJ MORRIS -£ -£ 151£ -£ 6.811£ 6.962£ -£ 0,1 0,0 0,0 3 5 0 1,0 0 0,02 0,00 634£ -£ 7.596£ 3.975.320£ 0,2%
Vow 4.126£ 1.958£ 19£ -£ 5.018£ 11.120£ -£ 0,6 0,1 0,0 1 5 0 1,0 12 0,03 0,00 987£ 648£ 12.755£ 1.011.409£ 1,3%
Waitrose 9.382£ 1.070£ 341£ -£ 6.754£ 17.547£ -£ 0,4 0,0 0,1 1 0 0 0,1 3 0,01 0,00 289£ 420£ 18.256£ 3.632.332£ 0,5%
Wilko 7.357£ 1.018£ 1.285£ 187£ 14.100£ 23.949£ 170.912£ 2,6 0,2 0,3 4 5 0 0,1 13 0,16 0,05 7.178£ 3.950£ 205.989£ 3.323.411£ 6,2%
Grand Total 131.891£ 36.658£ 30.218£ 31.586£ 312.416£ 542.770£ 1.036.140£ 78,8 3,8 1,0 440 12 3,06 0,50 124.559£ 44.981£ 1.748.451£ 91.052.071£ 1,9%
Measure Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec FYTD
[Total Cost]/[Net Sales] % 1,68% 2,11% 1,80% 2,25% 2,72% 1,93%
Change YA -0,61% -0,29% -1,07% -0,73% 0,15% -0,61%
[Transport Cost]/[Net Sales] % 1,09% 1,47% 1,28% 1,54% 1,97% 1,31%
Change YA -0,78% -0,45% -0,95% -0,76% -0,07% -0,71%
[Handling Cost]/[Net Sales] % 0,60% 0,64% 0,52% 0,71% 0,75% 0,61%
Change YA 0,17% 0,16% -0,12% 0,03% 0,22% 0,09%
[Total Cost]/[COGS] % 2,84% 3,67% 2,97% 3,82% 4,76% 3,26%
Change YA -0,90% -0,34% -1,27% -0,51% 0,69% -0,75%
Net Sales IYA 144% 107% 179% 130% 48% 123%
COGS IYA 139% 103% 160% 112% 43% 114%
# Deliveries 2.912 1.909 2.759 2.262 2.054 11.896
IYA 98% 88% 98% 113% 75% 94%
Average NetSales/ Delivery 3.911 € 2.278 € 2.249 € 1.532 € 1.006 € € 2.309
IYA 148% 123% 183% 116% 64% 131%
Average COGS/ Delivery 2.314 € 1.309 € 1.361 € 903 € 576 € € 1.363
IYA 142% 118% 163% 99% 58% 122%
Average Net Sale/Picks 87 € 86 € 100 € 62 € 42 € 79 €
IYA 82% 86% 134% 98% 50% 89%
Average Picks/ Delivery 45 26 22 25 24 29
IYA 181% 142% 136% 118% 128% 147%
2017 2018 2017 2018
[Transport Cost]/[Net Sales] % 2,02% 1,31% € 1.761 € 2.309 2017 2018
[Handling Cost]/[Net Sales] % 0,52% 0,61% 20 29
2017 2018 2017 2018 2017 2018
Austria 3,29% 3,35% Austria 1.307 1.356 Austria 43 57
Germany 2,52% 1,80% Germany 1.204 1.828 Germany 15 22
Switzerland 1,95% 1,34% Switzerland 32.640 60.593 Switzerland 168 310
Denmark 2,14% 1,57% Denmark 45.698 109.150 Denmark 169 547
Finland 3,17% 2,64% Finland 19.896 18.908 Finland 396 658
Norway 3,43% 2,31% Norway 63.421 83.655 Norway 81 166
Sweden 6,68% 5,95% Sweden 1.096 3.725 Sweden 35 123
Iceland 4,10% 4,45% Iceland 47.284 68.546 Iceland 458 2.069
Direct Logistic Cost NE 2018 Overview
Total Segment YTD
Per Country YTD
€1.761
€2.309
2 0 1 7 2 0 1 8
NET SALES PER DELIVERY YTD
2,02%
1,31%
0,52%
0,61%
2 0 1 7 2 0 1 8
DIRECT COST/NET SALES YTD
[Transport Cost]/[Net Sales] % [Handling Cost]/[Net Sales] %
20
29
2 0 1 7 2 0 1 8
PICKS PER DELIVERY YTD
3,29%
2,52%
1,95%
2,14%
3,17%
3,43%
6,68%
4,10%
3,35%
1,80%
1,34%
1,57%
2,64%
2,31%
5,95%
4,45%
AU S TR I A
G ER MAN Y
S W I TZ ERL AN D
D EN MAR K
F I N L AN D
N O R W AY
S W ED EN
I C EL AN D
DIRECT COST/ NET SALES YTD
2018 2017
1.307
1.204
32.640
45.698
19.896
63.421
1.096
47.284
1.356
1.828
60.593
109.150
18.908
83.655
3.725
68.546
AU S TR I A
G ER MAN Y
S W I TZ ERL AN D
D EN MAR K
F I N L AN D
N O R W AY
S W ED EN
I C EL AN D
NET SALES PER DELIVERY YTD
2018 2017
43
15
168
169
396
81
35
458
57
22
310
547
658
166
123
2.069
AU S TR I A
G ER MAN Y
S W I TZ ERL AN D
D EN MAR K
F I N L AN D
N O R W AY
S W ED EN
I C EL AN D
PICKS PER DELIVERY YTD
2018 2017
UK
TOT TOT TOT TOT
Customer
Logistics
Trade
Terms TOT TOT TOT TOT
Customer
Logistics
Trade
Terms
GROSS SALES CM
Total
C2S
Intersite
Freight
Warehousing Fixed
Scrappimg
Recycle
SGA Fixed
Warehousing
Variable
Transportation Shipment Defects
Customiz
ation
Plt Billing ERP EDI
SGA
Variable
SGA
Claim
SGA
EDI
SGA
ORDER
TOUCHES
SGA
Cust
Hypercare
SGA
Cust Visits
SGA
TT
Intersite
Freight
Warehousing Fixed
Scrappimg
Recycle
SGA Fixed
Warehousing
Variable
Transportation Shipment Defects
Customiz
ation
Plt Billing ERP EDI cert
SGA
Variable
Claim EDI
ORDER
TOUCHES
Cust
Hypercare
Cust Logistics TT
L12
Jul16 - Jun17
L12
Jul16 - Jun17
Custom. Chep Billing
Eco Fee
ERP - Conai - Sistri
EDI
(Edicom)
SGA/
GIV
Off
Invoice
CN
processin
Custom. Chep Billing
Eco Fee
ERP - Conai - Sistri
EDI
(Edicom)
Off Invoice
CN
processing
TOT MKT 72.404.572 20.118.260 € 2.601.638 € 301.391 € 421.295 € 147.086 € 143.516 € 100.883 € 367.225 € 71.416 € 0 € 52.456 € 15.347 € 821.133 € 10.907 € 148.984 0,21% € 29.805 € 6.554 € 40.517 € 35.236 € 36.579 € 292 0,42% 0,6% 0,2% 0,2% 0,1% 0,5% 0,1% 0,0% 0,1% 0,0% 1,1% 0,0% 0,2% 0,0% 0,0% 0,1% 0,0% 0,1% 0,0%
€ 4,818 € 1,740 € 0,212 € 3.325 € 6
DIY € 16.057.303 € 6.315.804 598.939€ 63.326€ 88.519€ 51.203€ 77€ 14.140€ 69.198€ 2.399€ 20.019€ -€ 285.941€ 4.117€ 0,03% € 111 € 175 € 1.552 € 2.279 € 0 € 0 0,087% 0,122% 0,071% 0,000% 0,020% 0,096% 0,003% 0,000% 0,028% 0,000% 0,395% 0,000% 0,006% 0,000% 0,000% 0,002% 0,003% 0,000% 0,000%
WHOLESALERS € 11.291.124 € 5.143.046 417.104€ 68.184€ 95.310€ 30.644€ 141€ 17.479€ 28.777€ 1.446€ 896€ -€ 171.132€ 3.096€ 0,03% € 947 € 0 € 605 € 1.494 € 0 € 50 0,094% 0,132% 0,042% 0,000% 0,024% 0,040% 0,002% 0,000% 0,001% 0,000% 0,236% 0,000% 0,004% 0,001% 0,000% 0,001% 0,002% 0,000% 0,000%
COOP € 6.012.522 € 2.002.727 242.808€ 26.642€ 37.240€ 8.209€ 46.498€ 6.664€ 35.380€ 16.106€ 1.871€ 3.264€ 45.840€ 15.094€ 0,25% € 2.748 € 3.473 € 5.548 € 0 € 3.325 € 0 0,037% 0,051% 0,011% 0,064% 0,009% 0,049% 0,022% 0,000% 0,003% 0,005% 0,063% 0,000% 0,021% 0,004% 0,005% 0,008% 0,000% 0,005% 0,000%
ESSELUNGA € 5.914.132 € 94.585 117.010€ 17.193€ 24.033€ 6.997€ 71€ 9.630€ 13.939€ 1.413€ 2.451€ 399€ 39.073€ 1.810€ 0,03% € 666 € 183 € 960 € 0 € 0 € 0 0,024% 0,033% 0,010% 0,000% 0,013% 0,019% 0,002% 0,000% 0,003% 0,001% 0,054% 0,000% 0,002% 0,001% 0,000% 0,001% 0,000% 0,000% 0,000%
SELEX € 3.632.188 € 915.065 116.542€ 15.602€ 21.809€ 5.061€ 1.835€ 5.263€ 17.784€ 714€ 2.420€ 735€ 28.265€ 9.816€ 7.237€ 0,20% € 8.324 € 0 € 4.577 € 6.763 € 3.325 € 0 0,022% 0,030% 0,007% 0,003% 0,007% 0,025% 0,001% 0,000% 0,003% 0,001% 0,039% 0,014% 0,010% 0,011% 0,000% 0,006% 0,009% 0,005% 0,000%
MEDIAWORLD € 2.376.066 € 197.804 112.112€ 8.999€ 12.579€ 2.729€ 29.870€ 5.184€ 20.041€ 9.382€ 1.045€ -€ 15.239€ 7.044€ 0,30% € 595 € 365 € 2.532 € 0 € 3.325 € 226 0,012% 0,017% 0,004% 0,041% 0,007% 0,028% 0,013% 0,000% 0,001% 0,000% 0,021% 0,000% 0,010% 0,001% 0,001% 0,003% 0,000% 0,005% 0,000%
CONAD € 3.176.549 € 537.022 97.895€ 11.029€ 15.416€ 4.240€ 2.136€ 5.428€ 18.940€ 2.639€ 7.113€ 1.016€ 23.678€ 6.259€ 0,20% € 1.864 € 145 € 1.740 € 162 € 3.325 € 0 0,015% 0,021% 0,006% 0,003% 0,007% 0,026% 0,004% 0,000% 0,010% 0,001% 0,033% 0,000% 0,009% 0,003% 0,000% 0,002% 0,000% 0,005% 0,000%
PAM € 847.468 € 86.477 97.642€ 4.878€ 6.819€ 1.159€ 27.528€ 1.116€ 11.330€ 11.504€ 134€ 3.714€ 6.471€ 22.990€ 2,71% € 2.011 € 0 € 2.335 € 1.014 € 3.325 € 0 0,007% 0,009% 0,002% 0,038% 0,002% 0,016% 0,016% 0,000% 0,000% 0,005% 0,009% 0,000% 0,032% 0,003% 0,000% 0,003% 0,001% 0,005% 0,000%
CARREFOUR € 2.855.687 € 211.531 76.508€ 10.966€ 15.328€ 3.873€ 59€ 2.641€ 8.771€ 2.127€ 1.138€ -€ 21.630€ 9.977€ 0,35% € 3.978 € 0 € 2.674 € 0 € 3.325 € 0 0,015% 0,021% 0,005% 0,000% 0,004% 0,012% 0,003% 0,000% 0,002% 0,000% 0,030% 0,000% 0,014% 0,005% 0,000% 0,004% 0,000% 0,005% 0,000%
INDUSTRIAL € 1.505.080 € 346.417 72.700€ 4.707€ 6.580€ 5.656€ 3.141€ 3.720€ 13.306€ 677€ 980€ -€ 31.585€ 2.347€ 0,16% € 379 € 0 € 1.666 € 1.114 € 0 € 0 0,007% 0,009% 0,008% 0,004% 0,005% 0,018% 0,001% 0,000% 0,001% 0,000% 0,044% 0,000% 0,003% 0,001% 0,000% 0,002% 0,002% 0,000% 0,000%
AUCHAN € 1.592.322 € 139.229 70.536€ 8.532€ 11.926€ 2.117€ 6.675€ 1.315€ 14.623€ 6.001€ 400€ 3.081€ 11.820€ 4.048€ 0,25% € 1.122 € 348 € 1.464 € 0 € 3.325 € 0 0,012% 0,016% 0,003% 0,009% 0,002% 0,020% 0,008% 0,000% 0,001% 0,004% 0,016% 0,000% 0,006% 0,002% 0,000% 0,002% 0,000% 0,005% 0,000%
SMA € 1.726.294 € 152.067 54.077€ 7.470€ 10.442€ 2.572€ 500€ 1.890€ 10.139€ -€ 1.112€ 653€ 14.366€ 4.932€ 0,29% € 307 € 254 € 1.742 € 45 € 3.325 € 0 0,010% 0,014% 0,004% 0,001% 0,003% 0,014% 0,000% 0,000% 0,002% 0,001% 0,020% 0,000% 0,007% 0,000% 0,000% 0,002% 0,000% 0,005% 0,000%
FINIPER € 1.148.543 € 11.139 52.740€ 6.982€ 9.760€ 1.589€ 2.156€ 1.112€ 7.946€ 7.430€ 408€ -€ 8.873€ 6.485€ 0,56% € 527 € 0 € 1.500 € 0 € 3.325 € 0 0,010% 0,013% 0,002% 0,003% 0,002% 0,011% 0,010% 0,000% 0,001% 0,000% 0,012% 0,000% 0,009% 0,001% 0,000% 0,002% 0,000% 0,005% 0,000%
ACQUA&SAPONE € 1.834.520 € 358.105 46.119€ 6.728€ 9.405€ 2.297€ 69€ 2.261€ 10.755€ 46€ 929€ 262€ 12.825€ 542€ 0,03% € 400 € 0 € 322 € 0 € 0 € 0 0,009% 0,013% 0,003% 0,000% 0,003% 0,015% 0,000% 0,000% 0,001% 0,000% 0,018% 0,000% 0,001% 0,001% 0,000% 0,000% 0,000% 0,000% 0,000%
SGM € 650.793 € 195.951 44.420€ 2.092€ 2.925€ 727€ 18.785€ 1.835€ 5.614€ 4.214€ 3.293€ -€ 4.061€ 874€ 0,13% € 1.046 € 0 € 2.184 € 0 € 0 € 17 0,003% 0,004% 0,001% 0,026% 0,003% 0,008% 0,006% 0,000% 0,005% 0,000% 0,006% 0,000% 0,001% 0,001% 0,000% 0,003% 0,000% 0,000% 0,000%
EXPORT € 832.516 € 570.798 41.774€ 1.670€ 2.335€ 2.008€ 16€ 1.987€ 20.272€ -€ 245€ -€ 11.215€ 2.027€ 0,24% € 749 € 0 € 858 € 0 € 0 € 0 0,002% 0,003% 0,003% 0,000% 0,003% 0,028% 0,000% 0,000% 0,000% 0,000% 0,015% 0,000% 0,003% 0,001% 0,000% 0,001% 0,000% 0,000% 0,000%
VE'GE' € 1.544.936 € 368.049 40.328€ 3.360€ 4.696€ 2.524€ 509€ 3.204€ 9.218€ 1.228€ 157€ 399€ 14.097€ 936€ 0,06% € 0 € 0 € 0 € 280 € 0 € 0 0,005% 0,006% 0,003% 0,001% 0,004% 0,013% 0,002% 0,000% 0,000% 0,001% 0,019% 0,000% 0,001% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000%
ASPIAG € 1.220.805 € 159.470 36.585€ 5.810€ 8.121€ 1.572€ 72€ 1.620€ 6.015€ -€ 759€ -€ 8.776€ 3.840€ 0,31% € 248 € 229 € 398 € 0 € 3.325 € 0 0,008% 0,011% 0,002% 0,000% 0,002% 0,008% 0,000% 0,000% 0,001% 0,000% 0,012% 0,000% 0,005% 0,000% 0,000% 0,001% 0,000% 0,005% 0,000%
CRAI € 1.378.772 € 372.818 32.513€ 2.715€ 3.794€ 1.987€ 237€ 2.029€ 6.650€ -€ 2.468€ 55€ 11.094€ 1.485€ 0,11% € 85 € 0 € 457 € 0 € 0 € 0 0,004% 0,005% 0,003% 0,000% 0,003% 0,009% 0,000% 0,000% 0,003% 0,000% 0,015% 0,000% 0,002% 0,000% 0,000% 0,001% 0,000% 0,000% 0,000%
AGORA' € 1.163.755 € 64.488 30.439€ 3.590€ 5.019€ 1.586€ 271€ 1.605€ 3.522€ -€ 632€ -€ 8.854€ 5.360€ 0,46% € 273 € 0 € 662 € 0 € 0 € 0 0,005% 0,007% 0,002% 0,000% 0,002% 0,005% 0,000% 0,000% 0,001% 0,000% 0,012% 0,000% 0,007% 0,000% 0,000% 0,001% 0,000% 0,000% 0,000%
AMAZON € 48.367 € 15.460 27.531€ 163€ 228€ 55€ 16€ 158€ 1.210€ -€ 111€ -€ 308€ 1.091€ 24.191€ 50,02% € 128 € 94 € 339 € 21.673 € 0 € 0 0,000% 0,000% 0,000% 0,000% 0,000% 0,002% 0,000% 0,000% 0,000% 0,000% 0,000% 0,002% 0,033% 0,000% 0,000% 0,000% 0,030% 0,000% 0,000%
BENNET € 942.713 € 216.246 25.745€ 3.656€ 5.110€ 1.184€ 5€ 643€ 2.728€ 736€ 423€ 113€ 6.614€ 4.533€ 0,48% € 153 € 138 € 224 € 0 € 3.325 € 0 0,005% 0,007% 0,002% 0,000% 0,001% 0,004% 0,001% 0,000% 0,001% 0,000% 0,009% 0,000% 0,006% 0,000% 0,000% 0,000% 0,000% 0,005% 0,000%
SIGMA € 865.393 € 161.983 24.402€ 3.118€ 4.359€ 1.123€ 868€ 1.689€ 5.407€ -€ 738€ 551€ 6.270€ 280€ 0,03% € 0 € 1.077 € 1.441 € 0 € 0 € 0 0,004% 0,006% 0,002% 0,001% 0,002% 0,007% 0,000% 0,000% 0,001% 0,001% 0,009% 0,000% 0,000% 0,000% 0,001% 0,002% 0,000% 0,000% 0,000%
SUN € 704.220 € 158.445 21.478€ 2.991€ 4.181€ 918€ 677€ 686€ 5.344€ 92€ -€ 453€ 5.126€ 1.010€ 0,14% € 427 € 0 € 1.058 € 0 € 0 € 0 0,004% 0,006% 0,001% 0,001% 0,001% 0,007% 0,000% 0,000% 0,000% 0,001% 0,007% 0,000% 0,001% 0,001% 0,000% 0,001% 0,000% 0,000% 0,000%
C3 € 717.532 € 170.585 20.095€ 1.885€ 2.635€ 1.019€ 436€ 1.045€ 3.465€ -€ 384€ 289€ 5.691€ 3.247€ 0,45% € 366 € 74 € 570 € 0 € 0 € 0 0,003% 0,004% 0,001% 0,001% 0,001% 0,005% 0,000% 0,000% 0,001% 0,000% 0,008% 0,000% 0,004% 0,001% 0,000% 0,001% 0,000% 0,000% 0,000%
INPROF € 354.637 € 79.602 14.634€ 2.046€ 2.860€ 696€ 101€ 468€ 3.712€ 60€ 341€ 102€ 3.887€ 361€ 0,10% € 444 € 0 € 764 € 0 € 0 € 0 0,003% 0,004% 0,001% 0,000% 0,001% 0,005% 0,000% 0,000% 0,000% 0,000% 0,005% 0,000% 0,000% 0,001% 0,000% 0,001% 0,000% 0,000% 0,000%
AUTOMOTIVE € 398.804 € 190.025 13.133€ 1.145€ 1.601€ 921€ 7€ 1.186€ 1.594€ 48€ 817€ -€ 5.145€ 667€ 0,17% € 388 € 0 € 279 € 0 € 0 € 0 0,002% 0,002% 0,001% 0,000% 0,002% 0,002% 0,000% 0,000% 0,001% 0,000% 0,007% 0,000% 0,001% 0,001% 0,000% 0,000% 0,000% 0,000% 0,000%
PENNY MARKET € 341.025 € 54.198 10.594€ 2.135€ 2.984€ 474€ 8€ 105€ 1.926€ -€ 139€ -€ 2.647€ 175€ 0,05% € 124 € 0 € 141 € 96 € 0 € 0 0,003% 0,004% 0,001% 0,000% 0,000% 0,003% 0,000% 0,000% 0,000% 0,000% 0,004% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000%
GIOCHI PREZIOSI € 316.926 € 574.770 10.257€ 690€ 964€ 455€ 334€ 2.896€ 1.852€ -€ 144€ -€ 2.540€ 382€ 0,12% € 170 € 0 € 5 € 0 € 0 € 0 0,001% 0,001% 0,001% 0,000% 0,004% 0,003% 0,000% 0,000% 0,000% 0,000% 0,004% 0,000% 0,001% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000%
DESPAR € 223.113 € 57.149 7.437€ 694€ 970€ 290€ 50€ 354€ 1.592€ -€ 157€ 66€ 1.617€ 1.649€ 0,74% € 297 € 0 € 145 € 0 € 0 € 0 0,001% 0,001% 0,000% 0,000% 0,000% 0,002% 0,000% 0,000% 0,000% 0,000% 0,002% 0,000% 0,002% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000%
LOCAL SPECIALISTS € 163.221 € 43.339 7.300€ 450€ 629€ 224€ 20€ 411€ 1.416€ 2.778€ 39€ -€ 1.131€ 204€ 0,12% € 43 € 0 € 161 € 0 € 0 € 0 0,001% 0,001% 0,000% 0,000% 0,001% 0,002% 0,004% 0,000% 0,000% 0,000% 0,002% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000%
INGROSS LEVANTE € 165.781 € 85.507 7.131€ 753€ 1.052€ 267€ 297€ 268€ 2.043€ -€ 401€ -€ 1.489€ 561€ 0,34% € 119 € 0 € 231 € 32 € 0 € 0 0,001% 0,001% 0,000% 0,000% 0,000% 0,003% 0,000% 0,000% 0,001% 0,000% 0,002% 0,000% 0,001% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000%
METRO € 249.978 € 15.533 5.711€ 739€ 1.034€ 320€ 3€ 291€ 869€ -€ 157€ 70€ 1.785€ 443€ 0,18% € 495 € 0 € 940 € 214 € 0 € 0 0,001% 0,001% 0,000% 0,000% 0,000% 0,001% 0,000% 0,000% 0,000% 0,000% 0,002% 0,000% 0,001% 0,001% 0,000% 0,001% 0,000% 0,000% 0,000%
GRIDO € 47.285 € 26.363 1.891€ 112€ 157€ 112€ 8€ 155€ 636€ -€ -€ 23€ 627€ 60€ 0,13% € 0 € 0 € 60 € 0 € 0 € 0 0,000% 0,000% 0,000% 0,000% 0,000% 0,001% 0,000% 0,000% 0,000% 0,000% 0,001% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000%
DDP TRUE PROFESSIONAL € 25.023 € 12.582 1.878€ 125€ 174€ 139€ 3€ 153€ 303€ -€ 63€ -€ 778€ 140€ 0,56% € 0 € 0 € 70 € 71 € 0 € 0 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,001% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000%
OTHER CARREFOUR € 5.086 € 1.269 959€ 21€ 29€ 10€ 4€ 15€ 109€ 361€ -€ 43€ 56€ 312€ 6,14% € 188 € 0 € 124 € 0 € 0 € 0 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000%
COMIPRO € 18.066 € 6.288 903€ 54€ 76€ 43€ 3€ 116€ 266€ -€ 31€ 31€ 242€ 41€ 0,23% € 41 € 0 € 29 € 0 € 0 € 0 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000%
PROXIMITY € 15.898 € 48 658€ 49€ 68€ 24€ 28€ 50€ 217€ -€ 18€ -€ 132€ 73€ 0,46% € 0 € 0 € 41 € 0 € 0 € 0 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000%
LEKKERLAND € 11.311 € 3.177 429€ 37€ 51€ 23€ 1€ 18€ 134€ 14€ 8€ 16€ 128€ -€ 0,00% € 41 € 0 € 43 € 0 € 0 € 0 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000%
FREE SHIPMENT € 12.303 € 0 421€ 56€ 78€ 16€ -€ 28€ 65€ -€ 8€ -€ 87€ 84€ 0,68% € 0 € 0 € 0 € 0 € 0 € 0 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000%
CORALIS € 16.513 € 3.099 261€ -€ -€ 26€ 2€ 27€ 119€ -€ 5€ 12€ -€ 70€ 0,42% € 0 € 0 € 73 € 0 € 0 € 0 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000% 0,000%
COSTCOST Ad HOC "Order to Cash" Management - COST Directly Allocated
CUSTOMER
Groups
Volumetrics Ad HOC "Order to Cash" Management - COST Directly Allocated
FIXED/
GIV
34%
VAR/
GIV
66%
AMAZON C2S: FIXED VS
VARIABLE
Intersite
Freight
11%
Warehousi
ng Fixed
15%
Scrappimg
Recycle
8%SGA Fixed
0%
Warehousi
ng
Variable
2%Transportat
ion
12%
Shipment
Defects
0%
Customizati
on
0%
Plt
3%
Billing
0%
ERP
48%
EDI cert
0%
SGA
Variable
1%
AMAZON: Tot C2S
Claim
3%
EDI
4%
ORDER
TOUCH
ES
38%
Cust
Hyperc
are
55%
Cust
Logistic
s
0%
TT
0%
AMAZON: SGA VARIABLE
Intersite
Freight
31%
Warehous
ing Fixed
44%
Scrappimg
Recycle
25%
SGA Fixed
0%
AMAZON: FIXED
Warehou
sing
Variable
4%
Transpor
tation
17%
Shipmen
t Defects
1%
Customiz
ation
0%
Plt
5%Billing
0%
ERP
72%
EDI cert
0%
SGA
Variable
1%
AMAZON: VARIABLE
FIXED/
GIV
49%
VAR/
GIV
51%
PAM C2S: FIXED VS
VARIABLE
Intersite
Freight
11%
Warehousi
ng Fixed
15%
Scrappimg
Recycle
3%
SGA Fixed
19%
Warehousi
ng
Variable
3%
Transportat
ion
15%
Shipment
Defects
7%
Customizati
on
0%
Plt
1%
Billing
1%
ERP
19%
EDI cert
0%
SGA
Variable
6%
PAM: Tot C2S
Claim
18%
EDI
23%ORDER
TOUCH
ES
37%
Cust
Hyperc
are
0%
Cust
Logistic
s
22%
TT
0%
PAM: SGA VARIABLE
Intersite
Freight
23%
Warehous
ing Fixed
31%
Scrappimg
Recycle
7%
SGA Fixed
39%
PAM: FIXED
Warehou
sing
Variable
5%
Transpor
tation
28%
Shipmen
t Defects
13%
Customiz
ation
0%
Plt
2%
Billing
3%
ERP
37%
EDI cert
0%
SGA
Variable
12%
PAM: VARIABLE
FIXED/
GIV
40%
VAR/
GIV
60%
MW C2S: FIXED VS
VARIABLE
Intersite
Freight
14%
Warehousin
g Fixed
20% Scrappimg
Recycle
5%
SGA Fixed
0%
Warehousin
g
Variable
3%
Transportati
on
12%
Shipment
Defects
3%
Customiz
ation
0%
Plt
2%
Billing
0%
ERP
28%
EDI cert
0% SGA
Variable
13%
MW: Tot C2S
Claim
40%
EDI
0%
ORDER
TOUCH
ES
27%
Cust
Hyperc
are
0%
Cust
Logistic
s
33%
TT
0%
MW: SGA VARIABLE
Intersite
Freight
36%
Warehous
ing Fixed
51%
Scrappimg
Recycle
13%
SGA Fixed
0%
MW: FIXED
Warehou
sing
Variable
6% Transpor
tation
19%
Shipmen
t Defects
5%
Customiz
ation
0%
Plt
2%
Billing
0%
ERP
47%
EDI cert
0%
SGA
Variable
21%
MW: VARIABLE
FIXED/
GIV
38%
VAR/
GIV
62%
SGM C2S: FIXED VS
VARIABLE
Intersite
Freight
13%
Warehousin
g Fixed
19%
Scrappimg
Recycle
4%
SGA
Fixed
2%
Warehousin
g
Variable
5%
Transportati
on
15%
Shipment
Defects
1%
Custom
ization
0%
Plt
2%
Billing
1%
ERP
24%
EDI cert
8%
SGA
Variable
6%
SGM: Tot C2S
Claim
36%
EDI
0%
ORDER
TOUCH
ES
20%
Cust
Hyperc
are
29%
Cust
Logistic
s
15%
TT
0%
SGM: SGA VARIABLE
Intersite
Freight
36%
Warehous
ing Fixed
51%
Scrappimg
Recycle
13%
SGA Fixed
0%
SGM: FIXED
Warehou
sing
Variable
7%
Transpor
tation
25%
Shipmen
t Defects
1%
Customiz
ation
0%Plt
3%
Billing
1%
ERP
39%
EDI cert
14%
SGA
Variable
10%
SGM: VARIABLE
FIXED/
GIV
41%
VAR/
GIV
59%
INDUSTRIAL C2S: FIXED VS
VARIABLE
Intersite
Freight
5%
Warehousin
g Fixed
7%
Scrappimg
Recycle
1%
SGA Fixed
28%
Warehousin
g
Variable
1%
Transportati
on
12%
Shipment
Defects
12%
Customizati
on
0%
Plt
0%
Billing
4%
ERP
7%
EDI cert
0%
SGA
Variable
23%
INDUSTRIAL: Tot C2S
Claim
23%
EDI
0%
ORDER
TOUCH
ES
27%
Cust
Hyperc
are
12%
Cust
Logistic
s
38%
TT
0%
INDUSTRIAL: SGA VARIABLE
Intersite
Freight
12%
Warehous
ing Fixed
17%
Scrappimg
Recycle
3%SGA Fixed
68%
INDUSTRIAL: FIXED
Warehou
sing
Variable
7%
Transpor
tation
25%
Shipmen
t Defects
1%
Customiz
ation
0%
Plt
2%
Billing
0%
ERP
60%
EDI cert
0%
SGA
Variable
5%
INDUSTRIAL: VARIABLE
Warehousing
Variable
6,35%Transportation
23,12%Shipment Defects
4,50%
Plt
3,30%
Billing
0,97%
ERP
51,70%
EDI cert
0,69%
Claim
1,88%
EDI
0,41%
ORDER
TOUCHES
2,55%
Cust
Hypercare
2,22% Cust Logistics
2,30%
TT
0,02%
SGA
TOT SEGMENT C2S by Bucket
Warehousing
Variable
6,96%
Transportation
24,91%Shipment
Defects
1,27%
Plt
1,83%
ERP
59,12%
Claim
0,71%
ORDER
TOUCHES
3,12%
Cust
Hypercare
2,09%
SGA
INDUSTRIAL C2S by Bucket
Warehousing
Variable
2,60%
Transportation
26,38%
Shipment Defects
26,78%
Plt
0,31%
Billing
8,65%
ERP
15,06%
Claim
4,68%
ORDER
TOUCHES
5,44%
Cust
Hypercare
2,36%
Cust Logistics
7,74%
SGA
PAM C2S By Bucket
SGM CS2 By Bucket
9,38%
IT
IB

28. CONFIDENTIAL AND PROPRIETARY
APPROACH-UNDERSTAND
• Cost to Serve
– No common standards: Scope, KPI....
– Not a live system
– Not detailed enough to drive effective analysis and improvements
• Logistics Service KPIs
– Not E2E
– Only 1st level reason code
– Poor business analysis

29. CONFIDENTIAL AND PROPRIETARY
APPROACH-UNDERSTAND
Segment P&L
Sales Deduction
Trade Terms
Sales deductions
Mark-up I/C serv. + Lic.
Direct Costs
COGS @ 2018 Std
Mark-up I/C services
ERP
Direct Cust Freight
TOT OH
PERIOD DIO Logistic costs
Local PS Costs
Salaries
CRs
Travel
X charges in/ out
MKTG - Media
- Non Media
- Local Mktg Costs
- X charges in/ out
SG&A - Local SG&A (Sales, Finance)
- X charges in/ out
Net Revenues
Operating Income
Contribution Margin
Gross Sales
Cost To Serve Elements
Std Elements
DIO MUP ISF, Whse, Chep MUP
ECO FEE ECO Fee
CUSTOMER FREIGHT Customer Freight
DIO Logistics SUPPLY WAREHOUSE
DIO Logistics INTERSITE FREIGHT
DIO Logistics WAREHOUSE
DIO Logistics CHEP
DIO Logistics SCRAPPING
Local PS Costs SYSTEMS
Local PS Costs OTHER PERIOD
MKTG CUSTOMIZATION
ALLOCATED vs DIRECT Costs
Country Based: by Customer or by Prod.
DIO MUP ALLOCATED
ERP and others DIRECT
CUSTOMER FREIGHT STD DIRECT
CUSTOMER FREIGHT EXTRA DIRECT
SUPPLY WAREHOUSE ALLOCATED
INTERSITE FREIGHT ALLOCATED
LOCAL 3PL - Fixed ALLOCATED
LOCAL 3PL - Variable DIRECT
CHEP FIXED ALLOCATED
CHEP CUSTOMER RETURN% DIRECT
SCRAPPING ALLOCATED
SYSTEMFIXED (EDI, CRs, others) ALLOCATED
CRs, EDI VARIABLE DIRECT
OTHER PERIOD ALLOCATED
BILLING SERVICES DIRECT
CUSTOMIZATION FIXED ALLOCATED
CUSTOMIZATION VARIABLE DIRECT
2nd LEVEL OF DETAIL
Example
Picking
Outbound - Case - CS
Outbound - Full Pallet
Outbound - Inner / Unit IT-SW
Packing Materials
Packing Materials - Cartons
Packing Materials - Tie Sheet
Packing Materials - Film
Special Preparations
CLP-Add.Wooden Pallet-Area CLP
CLP-Add.Wooden Pallet-Picking
CLP-Repalletization
CLP-Case Upper Flap Elimination
Returns handling
Returns / IT-SW-CS
Returns by UDC
Transportation
Trasporto CT
Trasporto CT-Premium
Trasporto PLT
Trasporto PLT-Premium
STANDARD Country Based Country Based

30. CONFIDENTIAL AND PROPRIETARY
COST DRIVERS
DRIVERS
DIO MUP ALLOCATED Revenues
ERP and others DIRECT Weight shipped (Kg)
CUSTOMER FREIGHT STD DIRECT punctual
CUSTOMER FREIGHT EXTRA DIRECT punctual
SUPPLY WAREHOUSE ALLOCATED Case shipped
INTERSITE FREIGHT ALLOCATED m3 shipped
LOCAL 3PL - Fixed ALLOCATED m3 shipped
LOCAL 3PL - Variable DIRECT punctual
CHEP FIXED ALLOCATED # Chep shipped
CHEP CUSTOMER RETURN% DIRECT punctual
SCRAPPING ALLOCATED Weight shipped (Kg)
SYSTEMFIXED (EDI, CRs, others) ALLOCATED # Orders
CRs, EDI VARIABLE DIRECT punctual / #Orders
OTHER PERIOD ALLOCATED # Orders
BILLING SERVICES DIRECT punctual
CUSTOMIZATION FIXED ALLOCATED Case Equivalent
CUSTOMIZATION VARIABLE DIRECT punctual
ALLOCATED COSTS
• Use Algorithm to split costs to the lowest level and
to project forecast
• Select most suitable drivers to split costs (std)
DIRECT COSTS
• Specific till the Lowest Level Possible: Ship To, SKU
• Use Algorithm to project Forecast

31. CONFIDENTIAL AND PROPRIETARY
SETUP
Local
DataBases
Customization data
Corporate XCharges
3PL DATA
Warehousing
Invoices
HAULIERS
DATA
Invoices
Delivery Dates
Claims
Local
Data Bases
CHEP
Non
Cooperative
Customers
Real time updates
On Demand, Monthly
by Duracell
Weekly, Monthly
by External Vendors
Automatic
Data Refresh
Corporate Systems
QUERIES
External Vendors
DATA
...

32. CONFIDENTIAL AND PROPRIETARY
ROLL-OUT
• Data Needed
• - SAP data → Centralised
• - Local Data Bases → Country Specific
• - Service providers → Country Specific
• Implementation Timing per Segment
• - Mapping + 20 days implementation
• Costs
• - 15k-20k € one-time
• - Monthly Power BI PRO licenses, going

33. CONFIDENTIAL AND PROPRIETARY
34
Demo
https://powerbi.microsoft.com/it-it/
Go to Report >

34. CONFIDENTIAL AND PROPRIETARY
RESULTS & LEARNINGS
EIMEA 2018 Logistics costs 25% below legacy spending levels
• Just start – excel is all you need
• Believe the data
• Use the numbers to articulate key questions and guide your decisions as you
embark on the journey
• Measure and repeat
• For 2.0 (automation):
– Choose a Technology partner to help you learn and tailor flexible solutions;
– Your tech partners are unlikely to understand your business in depth, so ensure you
have business resources equipped to filter their advice and steer them in the right
direction
– For smaller businesses in particular go for «SaaS», base plug-in technology means you
no longer have to design your own stand-alone systems. This also helps to enable data
sharing across the E2E chain

35. CONFIDENTIAL AND PROPRIETARY
You make enough profit, you just need to keep it!