We would like to welcome you to our presentation today. We will be focusing on what we believe, you the distributor, concern yourself with. Especially when viewing your business from 30,000 feet and making sure that you are getting the results you are looking for at that level.
Each of your key executives or management have specific interests and responsibilities. Their different roles cause them to ask different questions. [click]. What do you think about on the weekends in regards to your company? What challenges do you face? (suggested answer) A fine tuned organization High levels of productivity Maximizing of gross profit Return on your investment dollars Growing market share. [click] How do you receive current information from the staff that are responsible to report to you? You need to keep your eye on the different departments and what is happening. Thanks to modern technology, a sports bar has solved the problem. You can view 9 different games. How do you maintain the status of each game at the same time. [click] We have a solution like the sports bar. From the CFO desk, you concern yourself with cash flow, A/R days outstanding, how can you monitor your operating expenses with regularity, how can you quickly drill down to analyze a transaction. [click] The CFO is concerned with profitability. Your customer service manager (or in some organizations – your sales manager) wants to give stellar customer service to ensure customer retention, on time orders, having the inventory in stock that your customer needs, etc. Eliminating key strokes, to maximize productivity and reduce dead time [click]
There are many users to think about. No system should be selected, without taking into account the needs of each department. How do we justify the move to a world class ERP system for a CEO? We do just that. We create a role based methodology in order to assure that all users are efficient and capitalizing on better tools. You as the CEO need to use a system that gives you return on investment, and helps you differentiate your skillsets from your competition. One that is scalable, so you aren’t having to replace it as you grow. Technolgy that remains at the forefront of emerging toolsets. A partnering methodology for becoming “Best in Class”….
Your CFO (you as CFO), will appreciate the system directed approach to organizing tasks. As I mentioned on the previous slide, this approach goes to the specific user level. (click). It brings the data to you. In the background, you determine what data you want to see and how. From that point forward the system keeps you informed, thus making you more productive from the moment you begin your day. (Move to playbook presentation)[click]
Everyone knows how important the customer is. We’ve all heard statistics regarding how much easier it is to keep a customer, than to get a new one. In these economic times, we need to be even more careful than before. Your customers expect stellar service. They expect you to have the right product at the right time, or they’ll simply find someone else who can fulfill their demand. Your order takers must be quick, know everything they need to know, and work with tools that help them to shine in the eyes of the customer. You, need to keep your pulse on what’s happening with the customers. Do you know which of your customers are defecting today? [click]. What if you were directed to where you need to focus?
A Best in Class distributor must know how to balance inventory levels with customer service. Keeping inventory at levels for maximum ROI, while minimizing stock outs or delays in the eyes of the customer. How easy have you made it for the person who does your purchasing? How much work is it, to insure that the right products are there when you need them?.[click] We’ve planned for everyone. Let’s take a look at Rosalba….
Best in class ERP systems have unique tools to provide each specific role with a quick dashboard view of critical activities that must be addressed.[click] Our system designers interviewed people in various business roles and designed an integrated product. There are many activities that take up each person’s day…[Click]
How do you prioritize and decide what needs to be done? You can work from a to-do list with our activity manager, know what’s happening at all times with our event manager, but how do you decide where you want to focus? Manufacturing Technology recently awarded Infor third place for innovation related to the user’s experience. You can view the critical path of work flow. Each person will view this screen and can easily determine what items need to be addressed and view gauges and charts that give the viewer a snapshot of the health of their responsibilities This concept of bringing the information to each user, has served our customers well. In the purchasing department (an area of exceptional ROI), we have made it simple with full audit trails. (click)
Who does your buying today? Each night in the background, the system processes data from all entry points. Sales orders, Purchase orders, historic inventory requirements, etc. A user friendly screen, such as what you see here, stays updated and displays information to keep you focused on the items that need attention. The color coded approach helps you quickly work through the buying process. In this case, the red items are the most critical, requiring immediate attention as stock outs are probable. These could be caused by anything…. A new spike in activity, a particular sales order for an unusually large quantity, etc. Next we pay attention to the yellow… these items have hit a quantity that the system has determined could be at risk of a stock outs (all parameters are pre-defined and meet the standards of industry experts, and institutional guidelines. The blue shows items that are needing to be ordered, but are not critical. At each level we drill down…[click]
We can get to even the most granular level of details without having to change screens. For example, here we view all the items in the product line and concentrate on those items that need attention. [click]
With the intuitive processes and tools we’ve described, maximizing inventory efficiency becomes your result…. (read screen)[click]
Our customer reports…..
[click] Customers we work with report [click] 14 to 35 % reduction in backorders [click] 40 to 80% reduction in inventory write-offs. [click] 30 to 50 % growth without increasing warehouse headcount. This summarizes our [click] focus. We know distribution. Acumen group has 25 years of distribution implementation success. We produce results.[click]
Our partners in technology enable us to leverage multiple technologies into our core applications allowing our customer base the use of any technology they prefer. It also makes us more open to integration with buying groups, alliances, supply chains, etc. Our technology has always been a calling card of success for Acumen Group.[click]
Customers – Largest players in Distribution. These customers demand flexibility, open systems, and comprehensive solutions.
From another customer…(read slide). Have you seen or heard anything here today that you’d like to discuss further?
Tulsa Coffee Service
Challenges at all levels…. <ul><li>Get me the information I need. </li></ul><ul><li>Make it easy to get, easy to understand, and something we can act on. </li></ul><ul><li>Stop the duplicity of efforts in my organization. </li></ul><ul><li>How can I decrease AR days out. </li></ul><ul><li>How can I reduce operational expenses. </li></ul><ul><li>The information requested changes constantly. Answering one question leads to more questions. </li></ul>CEO <ul><li>Stellar customer relations. </li></ul><ul><li>Fewer key strokes for quoting, orders, and inquiries. </li></ul><ul><li>Quick drill down to open activities (backorders, shipments, holds). </li></ul>CFO Customer Service CEO
Why will the CFO be onboard? He’ll have actionable data presented to him… without having to go look for it…. Key metrics, using up-to-the minute data CFO
What is “stellar customer service?” <ul><li>Having the right products available </li></ul><ul><ul><ul><li>Automated planning, tracking all requests </li></ul></ul></ul><ul><ul><ul><li>Tight integration with sales department and purchasing </li></ul></ul></ul><ul><ul><ul><li>Matrix for strategic discounting and price management </li></ul></ul></ul><ul><li>Quickly answering inbound calls with confidence </li></ul><ul><ul><ul><li>Intelligent customer lookup, order status, shipping/tracking, best price, availability, promotions, up-sell </li></ul></ul></ul><ul><ul><ul><li>Customized CSR workflows </li></ul></ul></ul><ul><li>Keeping an eye on customers and buying trends </li></ul><ul><ul><ul><ul><ul><li>Maximize employee productivity </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Increase customer loyalty and retention </li></ul></ul></ul></ul></ul>Customer Service
Becoming a “Best in Class” distributor…. Inventory Levels Customer Service Growth <ul><ul><li>Maximize turns </li></ul></ul><ul><ul><li>Minimize stock outs </li></ul></ul><ul><ul><li>Increase market-share </li></ul></ul><ul><ul><li>Knowing what you will need </li></ul></ul><ul><ul><li>Having it on time </li></ul></ul><ul><ul><li>Optimal fill rates </li></ul></ul>
Must give immediate attention Probable future stock-out Important – next review Below order point – Some risk of stock-out At order point AIM will increase numbers here and decrease fulfillment costs
Previously we saw Product Line. Now we can drill into the specific products that require attention .
Maximize your inventory efficiency <ul><li>Buying decisions are recommended based on… </li></ul><ul><ul><ul><li>Trends that are analyzed automatically </li></ul></ul></ul><ul><ul><ul><li>Demand that is forecasted – by item – by location </li></ul></ul></ul><ul><ul><ul><li>Factory lead times that are tracked by vendor/item </li></ul></ul></ul><ul><ul><ul><li>Slow moving items tracked and presented </li></ul></ul></ul><ul><ul><ul><li>Spikes can be included or ignored </li></ul></ul></ul><ul><ul><ul><li>Backorders are reduced </li></ul></ul></ul><ul><ul><ul><li>Customer satisfaction increases with </li></ul></ul></ul><ul><ul><ul><ul><ul><li>complete and on-time deliveries </li></ul></ul></ul></ul></ul>
Do the math…. <ul><li>“ In the early 90s, we faced a difficult economic situation, but we still invested and implemented the system. At that time we had 22 people and were doing $7 million in revenue. At our peak, we recently had 52 people and $52 million in revenue” </li></ul><ul><li>Bruce Himes – President – Western WaterWorks </li></ul>
Customer results… <ul><li>15 – 35 </li></ul><ul><li>40 – 80 </li></ul><ul><li>30 – 50 </li></ul><ul><li>1 </li></ul><ul><li>25 </li></ul>Years of distribution implementation success % reduction in backorders % reduction in inventory write-offs % growth without increasing warehouse headcount Focus – distribution supply chain
Representative Customers Electrical Plumbing/Heating/Air Conditioning Industrial Building Materials
Insights through the eyes of a customer…. <ul><li>“ Our partner’s distribution knowledge, expertise, and responsiveness are beyond any we have experienced. Acumen is a true business partner and resource, and we view them as an extension of our company. They have allowed us to focus on our core competencies.” </li></ul><ul><ul><ul><ul><li>Charlie Coles – TEC Electric – Branch Mgr </li></ul></ul></ul></ul>