1. GDS в Clorox
Максим Ростоцкий для ECR ETC
mrostotski@gmail.com
По материалам TIBCO
Thursday, October 28, 2010

2. Clorox
• 1913 год основания
• $5.45 млрд оборот в 2009
• 7600 сотрудников
Thursday, October 28, 2010

3. Выводы
• Синхронизация мастер-данных — бизнес-необходимость (вне зависимости
от метода: вручную или электронно)
• Существенные измеряемые преимущества при внедрении GDS
• Быстро достижим положительный результат даже в отсутствие
синхронизации цен
• GDS для Clorox является единственной возможной альтернативной
ручному процессу синхронизации данных
Thursday, October 28, 2010

4. Ошибка в весе упаковки приводит к потерям
Ритейлер Clorox
• Данные ритейлера: вес одной уп. • Данные Clorox: вес одной уп.
отбеливателя - 15.0 фунта отбеливателя - 14.3 фунта
• Ритейлер заказывает 2900 • Clorox получает заказ на 2900
упаковок, ожидая получить упаковок - 41.5 тыс фунтов
43.2 тыс фунтов отбеливателя отбеливателя
• Стоимость - $16.40 за шт. при • Стоимость - $17.00 за шт. при
объеме более 42 тыс фунтов объеме до 42 тыс фунтов
• Оплата $47.6 тыс • Счет на $49.3 тыс
Clorox недополучил $1.7 тыс на
одном заказе, $348 тыс при 200
заказов год от этого ритейлера
Thursday, October 28, 2010

5. trading partners. This was an all-hands initiative, sponsored by the Senior VP of Sales
and involving representatives from the field sales, supply chain and customer support
organizations. Participants in the table maintenance initiative were told to get out to their
customers and to look not only at price but all the physical attributes. Clorox did not see
40% среднее снижение потерь в течение трех
this as the trading partner’s responsibility but as Clorox’s responsibility to ensure data
integrity between trading partners.
месяцев после начала проекта
STEP 3: IMPLEMENT PRICE VARIANCE MANAGEMENT PROCESS
To catch discrepancies before they resulted in invoice deductions, Clorox instituted
a process of checking incoming purchase orders for pricing variances. The field was
• Обеспечить точные данныеon ato correct the product specifications thatизмерить и взвесить
provided with spreadsheets
в своих системах:SKUs had incorrect pricing so
they could meet with customers
daily basis showing which
заново were creating
все потребительские единицы, коробки и паллеты
the price variance.
•
Recognizing that it was ultimately more costly to resolve issues relating to invoice deductions
Вручную синхронизироватьexceeding a designated variance were cancelled and pushed
than to delay an order, POs данные с торговыми партнерами
back to the customer and the assigned Clorox customer team for correction. Program
• Возвращать назад заказы с ошибочнымиbut found that many leading retailers
managers expected resistance to canceling POs, данными
have the stipulation written into their customer agreements – they don’t want vendors
Pricing Deduction Trends
processing orders with known errors because of the administrative costs to resolve them.
Figure 2.
Pricing Deduction Trends Customer Table Data
Cleanup Project
Within 3 months of initiating manual
table maintenance, Clorox saw a 46%
decline in invoice deductions.
Dollars (m)
40% decline in
Avg.
Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb
'03 '03 '03 '03 '03 '03 '04 '04 '04 '04 '04 '04 '04 '04 '04 '04 '04 '04 '05 '05
Dollars Deducted (m) Average for Period
Source: BW 3290
Thursday, October 28, 2010

6. systems automatically. As more retailers adopt GDS, and use it for transactional purposes,
invoice deductions will stabilize at current levels without manual synchronization. Among
retailers that are engaging in electronic GDS, Clorox experiences relatively few and
GDS поддерживаетThose not choosing the GDS процессы
minimal pricing deductions. и масштабирует strategy are creeping back up
Pricing Deduction Trends
синхронизации
due to the lack of Non-GDS Enabled Customers (See Figure 3.)
in GDS v. sustainable results using manual synchronization.
S
Dollars (m)
Dec Jan Feb Apr May Jun
'04 '05 '05 '05 '05 '05
Dollars Deducted with GDS enabled customers (m) Dollars Deducted with non-GDS enabled customers
Source: BW 3290
Stabilizing current levels of invoice deductions is just the beginning. The same process
and technology can be applied to change improvements in warehouse operations,
transportation operations and other areas that depend on data synchronization.
Thursday, October 28, 2010