An Introduction to Fourells Business Development Group

1. “Delivering Practical Business Solutions”
2008 Copyright, Fourells Business Development Group. All Rights reserved

2. Our Mission Is To Provide
• Customer growth from the combination of enhanced
work based learning and hands-on business experience
• A foundation for defining and achieving successful and
sustainable business strategies
• Objective analysis and deliverables which promote
information-based decision making
• A commitment to excellence in
– Our attention to detail
– Our customer service
– The quality of our product
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3. The Fourells Proposition
• Exceeding Expectations
– Our Customers
– Our Own
• Delivering Global and Local
– Experience
– Relevance
– Results
• Developing Partnerships
– With Our Customers
– For Our Customers With Their Customers
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4. Why Fourells?
• We are not consultants with general beverage industry
theory
• We are a unique team of experienced beverage
business operators who have
– Proven successful leadership experience
– Delivered business plan and P&L results
– Successfully led multi-cultural beverage teams in Asia
– Developed and implemented customized business solutions for
our customers
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5. The Fourells Team
• Our team has a combined 150+ years of corporate
experience with six industry leading multinational
corporations
– Anheuser-Busch
– SABMiller
– Coca Cola
– Seagram's
– Foster’s Group
– Asia Pacific Breweries
• Over one third of that experience is in Asia with multi-
cultural beverage industry teams delivering successful
leadership, implementation and performance results
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6. The Fourells Team
David Lee Keith
Payne Babb Harris
• General Management •General Management • General Management
Core • Strategic Planning •Sales Management • Int’l Marketing
Business • Sales Management •Sales Training • Bus. Development
• Logistics Management •Key Account Mgmt. • Strategic Planning
Skills
• Distributor Mgmt. •Distributor Mgmt. • Mergers & Acquisition
• Anheuser-Busch •Johnson & Johnson • Asia Pacific Breweries
Corporate • Anheuser-Busch Int’l •Anheuser-Busch • Coca Cola
Business • Busch Entertainment •Anheuser-Busch Int’l •Seagram’s
• Guiffre Distributing • Clorox
Experience
• Fourells Mgmt Cons. • Ogilvy & Mather
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7. The Fourells Team
Duncan Andrew K.C.
Loynes Muir Sim
• General Management • General Management • General Management
Core • Strategic Planning • Joint Venture Dev. • Channel Management
Business • Sales Management • Financial Mgmt • Sales Operations
• Logistics Management • Int’l Marketing • Market Entry/Audit
Skills
• Trade Mktg Mgmt. • Corp Re-engineering • Marketing
• SAB • Seagram’s • Anheuser-Busch Int’l
Corporate
• SABMiller Int’l • AMG Ltd • Union Carbide
Business • Foster’s Group • Scottish & Newcastle • Sears World Trade
Experience • Barlow Rand • Simsons Mgmt Cons.
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8. Fourells Business Development Group
Delivering
Practical
Business
Solutions
Business Leadership Beverage
Assessment & & Team Distribution
Implementation Development Services
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9. Business Assessment & Implementation
• For prospective beverage customers with existing or
potential new business in Asia we offer assessment,
optimization and implementation services in the areas of
Sales
Trend analysis
Account growth
Product distribution (both simple and multiple)
Selling team structures
Process management
Team training and development
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10. Business Assessment & Implementation
• For prospective beverage customers with existing or
potential new business in Asia we offer assessment,
optimization and implementation services in the areas of
Sales
Marketing
Brand strategy review
Target consumer relevance issues and opportunities
Promotional tool selection
Communications
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11. Business Assessment & Implementation
• For prospective beverage customers with existing or
potential new business in Asia we offer assessment,
optimization and implementation services in the areas of
Sales
Marketing
Supply Chain
Path-to-market analysis
Local alternatives identification, critique and selection
Production demand forecasting process review
Route-to-market distribution strategies
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12. Achieving Sales & Distribution
Excellence (ASDE)
• In addition to function specific consultation we also offer
customers support in Organizational Re-engineering or
Change Management
• Fourells has developed a proprietary model called ASDE
which has been designed specifically for beverage
companies who want to better position their organization
to deliver profitable and sustainable growth
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13. Achieving Sales & Distribution
Excellence
• ASDE’s role is to assess each of the 5 key components
that drive success in a sales & distribution organization
and identify
– Current processes, practices and operating structures
– Gaps, obstacles and opportunities
– Recommendations to drive improved results
– Specific business areas where we can assist in implementation
improved Route-To-Market results
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14. Achieving Sales & Distribution
Excellence
Strategy
Sales
Implement Team
ASDE
Distributors
Retailers
Sub-Distributors
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15. ASDE Model Phases
• ASDE has 2 sequential phases
– Assessment
• Focuses on the first 4 elements of the ASDE Model
• Utilizes industry proven assessment techniques
• Drives a data-based decision making approach to analyzing
current processes and practices
• Delivers a comprehensive review of your sales and
distribution functions with recommendations for how to
enhance/re-structure the organization to achieve desired
strategic results
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16. ASDE Assessment Methodology
Current
Business
Assessment
Gaps Transformed
Analysis
Observations
& Business
&
& Data
Opportunities Model
Integration
Collection
Strategy Processes Standards
Identify
Sales Team Practices Structure
Qualify
Distributors Rationale Processes
Quantify
Retailers Deliverables Alignment
Prioritize
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17. ASDE Model Phases
• ASDE has 2 sequential phases
– Implementation
• Once the Assessment phase is completed, recommendations
are reviewed and our customer selects desired changes and
actions
• A detailed implementation plan is jointly developed to identify
scope, resource requirements and timelines
• We then come in and working in partnership with our
customer help drive the implementation to a successful
outcome
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18. ASDE Assessment Methodology
Implement
The New
Model
Gaps
Tracking
Training
Model
&
&
&
Refinement
Opportunities
Measuring
Coaching
Leadership Processes Standards
Identify
Supply Chain Practices Structure
Qualify
Sales Team Rationale Processes
Quantify
Distributors Deliverables Alignment
Prioritize
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19. Fourells Business Development Group
Delivering
Practical
Business
Solutions
Business Leadership Beverage
Assessment & & Team Distribution
Implementation Development Services
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20. Leadership & Team Development
• For prospective customers with cross cultural teams
operating in Asia we offer Leadership & Team Development
based upon the “Building Excellence” (BE) platform
BE
• BE begins with the Building Excellence Survey…a self-
reflective assessment that challenges some basic
assumptions about how workplace and educational
environments impact productivity and learning
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21. Leadership & Team Development
• The BE Survey identifies twenty-six critical variables that
affect the way in which individuals:
– Concentrate in their immediate surroundings;
– Process information;
– Make decisions and solve problems;
– Approach and complete tasks and assignments;
– Interact with others; and
– Retain new and complex information.
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22. Leadership & Team Development
• The results from the BE Survey establish a framework for
developing individualized solutions and concrete action
plans to improve work-based learning and performance
resulting in:
– Enhanced accountability and responsibility
– Improved interpersonal relationships
– Strengthened communication and team interactions
– S.M.A.R.T. Results
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23. Building Corporate
Excellence
Cultures
Problem
Leadership
Culture Solving
Time
Scenario &
Planning Stress
Mgmt
Integrated Change
Building
Training
Decision &
Excellence
Making Conflict
Platform Mgmt
Suite
Present'n
Coaching
Skills
C-4
Behavior Comm
Based Skills
Interview Team
Training

24. Integrated Training Suite Summary
Corporate Problem Time & Stress Change &
Cultures Solving Management Conflict Mgmt
Days 2 2 2 2
Audience General General General General
Presentation Team
Communication Behavior Based
Skills Interview
Skills Training
Days 5 2 2 -3 2
Audience Middle Middle Middle Middle
Coaching Decision Scenario Leadership
C- 4 Making Planning Culture
Days 3 1 2 2
Audience Upper Upper Upper Upper
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25. Fourells Business Development Group
Delivering
Practical
Business
Solutions
Business Leadership Beverage
Assessment & & Team Distribution
Implementation Development Services
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26. Beverage Distribution Services
• For prospective beverage alcohol customers looking to
expand their business penetration in Asia, we offer our
extensive network of local industry contacts and regional
knowledge to identify and assess potential
Import Distribution Partners
Local Production Partners
Joint Venture Partners
Mergers and Acquisition Opportunities
Expanded Product Portfolios
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27. Fourells Business Development Group
For More Information Or To Arrange For A Discussion,
Please Contact:
Mr. David L. Payne
President & Managing Director
Email: dave@fourells.com
Phone:
Singapore – (65) 9297-7080
Business Leadership Beverage
Assessment & –
Thailand (66) 8 7692-4462
& Team Distribution
Implementation Development Services
Vietnam – (84) 9 4676-8885
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