Instant Experts: DATUM, Powerful Product Information to Empower Your Sales Engine
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Watch the Webinar OnDemand http://www.afsi.com/ondemand-webinar-instant-experts-datum-powerful-product-information-empower-sales-engine/ The beneficial role DATUM plays in the supply chain can’t be understated. Without detailed product information you limit your sales potential and increase the amount of unhappy customers. Knowing exactly what you are ordering inspires confidence.
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Instant Experts: DATUM, Powerful Product Information to Empower Your Sales Engine
- 2. We deliver software and services purpose-built for consumer goods companies. "Instant Experts: DATUM, Powerful Product Information to Empower Your Sales Engine"
- 3. Todays Moderator and Presenter David Feaster 25+ years working with Food Service Distribution companies to leverage technology to improve processes while generating larger and more profitable orders. Ian Faith 30+ years history spanning the supply chain, sales & marketing and management. I have been presenting and positioning content for companies across the globe to disseminate their messaging.
- 4. http://www.afsi.com 3 1,300 550 50 30 Clients from $10M to $50B Food, Beverage, CG Retail and Supply Chain Focus Employees across 9+ Countries offering Strong Supply Chain Expertise Countries Represent Global Client Base Years Financially Strong AFS By The Numbers
- 5. www.afsi.com 5 New Customers Distributors/Operators 650 customers Sales Agents 200 customers Manufacturers 450 customers A Growing Global Customer Base
- 6. The Issue
- 7. The Harvard Business Review stated in September 2016 that the impact of bad data in the United States alone was projected to be $3.1 Trillion for 2016 Bad Data Costs the U.S. $3 Trillion Annually Source: HBR.org
- 8. The Goal • To be able to provide accurate, up-to-date, pertinent information from the manufacturer on the products I want to create focus and penetration on • To be able to address the questions my sales force & customers have to build confidence and gain sales • To increase: • line item penetration • Customer dependency • Adoption of customer self service models • Time Sales has with customers
- 9. What is Bad Data What Do I Sell? What Do I Buy? Inaccurate Information Missing Information Outdated Information
- 10. HF SS LINK SPCY IT 5-1 12/1 LB What does Bad Data look like?
- 11. 28% know they have bad data, but don’t know what to do or how to stem the proliferation 19% know there are missing elements of their data requirements 23% know they have missing data 15% have issues accessing the data 11% Are not aware they have bad data 5% Believe their data has no problems Top data problems in the Food Service Industry
- 12. Lack of product data isn’t just a hole in your database – • Missing item information may be the reason why you aren’t getting the business you plan to capture. • Operators are being held by the FDA to produce nutritional content for the menu offerings – product data is at the core of the formulas. • Your warehouse racking and the loading of your trucks is driven by the high & tie. Bad data here and your storage capacity and route profitability are being impacted. • Capture sales opportunities by having access to product information that comes directly from the manufacturer • Sourcing a product for a customer becomes fundamentally easier when you can drill down to the right products quickly and efficiently.
- 14. Bad Data and its impact; The 1:10:100 Rule 0 20 40 60 80 100 120 1 2 3 AxisTitle Axis Title
- 15. Common Results of Bad Data UPC/GTIN/GLIN • Inability to purchase item properly • Inability to calculate total inventory value • Inability to properly scan the item Marketing and Item Description • Mislabeled or unlabeled allergens/ingredients • Sell-by dates, safe handling instructions • Compliance with changing traceability and labeling regulations Product Dimension/Weight • Weight/Dimension inaccuracies • Valuation/Quantity of on-hand inventory may be wrong • Product size changes by manufacturers
- 16. The Solution
- 17. Sourcing the Right Software What is DATUM? A single solution that aligns your local item codes to the data in the GS1 standards, providing enterprise solutions with the benefits of timely accurate data within the GDSN data pools. Additionally, DATUM can help you to provide pertinent information on products you manufacture so that you may populate your sales systems with rich content and imagery.
- 18. Sourcing the Right Data What is the GS1? Founded in 1977, GS1 is an international not-for-profit association dedicated to the development and implementation of global standards and solutions to improve the efficiency and visibility of supply and demand chains globally and across multiple sectors. The GS1 System of standards is the most widely used supply-chain standards system in the world.
- 19. Sourcing the Right Data What is the GDSN? The GDSN is an Internet-based, interconnected network of interoperable data pools and a Global Registry (the GS1 Global Registry) that enables companies around the world to exchange standardized and synchronized supply chain data with their trading partners.
- 20. GS1 Barcode Example • GS1uses a series of Application Identifiers to include additional data such as best before dates, batch numbers, quantities, weights and many other attributes used within the supply chain. • A single Scan of a GS1 Label Replaces Multiple Scans The Mighty GS-1 Barcode Application Identifier (AI) GTIN AI PROD Date AI Batch / Lot • Product Code • Quantity • Batch / Lot • Catch Weight • Production Date • Expiry Date
- 21. DATUM: ERP Enterprise Resource Planning • By synchronizing your internal ERP data elements with that from the GS1, you will be notified of changes that impact your products. • Customized workflows enables specified members of your Organization to make the necessary product record data changes and another specified member to approve the changes. • User Based Security Assignment/Role specific- Security can be designed to allow certain roles access to view/edit/approve • Approved data is inserted into the ERP data for use by Purchasing, WMS, Sales and Customer facing solutions
- 22. DATUM: OMS Order Management System • Provides functional & printable product summary that includes GDSN Standard fields as well as ability to add any additional fields added by the Organization to support their product. • Summary information can be downloaded in PDF for use as sales collateral or link can be emailed directly to customers/prospects requiring this information. Data in summary includes nutritional label, product ingredients/allergens, product image, marketing data which can also be leveraged independently on sales presentations
- 26. Email Campaigns
- 27. Purchasing • Enables your buyers to source product by searching on multiple nutritional details to find products specific to the needs of your customer.
- 28. Accurate Data isn’t nice to have – it’s PROFITABLE • Capture sales opportunities by having access to product information that comes directly from the manufacturer • Reduce the costs of doing business with your vendors by eliminating printed POS • Address errors in warehousing and shipping by having the correct dimensions • Streamline your purchasing with solutions that help your buyers source the right product the first time
- 29. Bad Data and its impact; The 1:10:100 Rule 0 20 40 60 80 100 120 1 2 3 AxisTitle Axis Title
- 30. The Goal – Did we Realize it? • To be able to provide information on the products I want to create focus and penetration on • To be able to address the questions my customers have to build confidence and gain sales • To increase: • line item penetration • Customer dependency • Adoption of customer self service models • Time Sales has with customers • We Reduced: • Time spent with Purchasing or CSR asking questions • Credits/Pickups for incorrectly sourced products • The likelihood of the customer blindly leaving for a competitor
- 32. Contact Details David Feaster Senior Sales Consultant, AFS Technologies Contact: david.feaster@afsi.com - Direct-386.308.0155 Linkedin AFS OMS Group https://www.linkedin.com/groups/8550616
- 33. AFS Technologies (AFS) is a global provider of software solutions purpose-built for consumer goods companies. We are committed to generating improved outcomes at the point of purchase coupled with generating efficiencies in trade spend, retail execution and supply chain. We serve more than 1,000 customers of all sizes, in more than 50 countries, with innovative and configurable solutions that are proven to optimize your potential with automated processes, improved productivity and rapid time to value. To learn more about AFS, visit www.afsi.com. About AFS Technologies
- 34. Thank You!
Editor's Notes
- The reason bad data cost the US so much money is that decisions are made on the data and the bad effects ripple across out industries. Food service has not escaped this. Imagine an example where is missing or incorrect data has lead a sales person selling or an operator to purchasing an item. Nothing wrong with that until the product arrives and is found to not meet their needs. Now what happens? This is the beginning of the dangerous slide, the loss of customer confidence. And the potential loss of a sellable product. Doesn’t matter that they selected it, they are going to return it to you. It may take up too much room and end up not being frozen, refrigerated or properly stored to avoid contamination, damage or miss use. You know the dirty circle of events that take place now: Request a pickup or credit – in the meantime they still need to source the correct product or receive a replacement Validate purchase – Customer service spends time validating that the item was purchased by the customer and still falls within return window Create a pickup record Driver picks up in the field and properly stores it for the return trip to ensure that product doesn’t fall of the back of the truck or becomes unsellable for any number of reasons Pickup are reconciled at driver check-in – during this time the products are properly stored prior to determination of its resale status (damaged, code date infraction, not proper temp, etc) IF you can take it back to inventory GREAT – but if not then its time to figure out if it can be resold to second hand distributor and the loss you will take on the product. All the while, the customer still needs to source the proper product and the slippery slope of bad data could continue if the next product they source is ‘infected’ as well……
- Missing Information – wholly or in part is the most prevalent data problem most distributors are faced with. The ‘data’ may be in the building, but often it is still in archaic formats like Marketing slicks or brochures. Being able to provide that messaging in a timely fashion is unachievable and sales will certainly be lost. Inaccurate data – So in order to provide reference to some important item attribute – your purchasing department has used a field in your erp system for some purpose other that it was designed for – never happens…. OH, and they are reluctant to migrate the dat afor fear of loss or corruption cause everybody know how important the data is….Could it also be that there were may some keystroke errors when the data was entered by the buyer, missed in the review by the purchasing director and overlooked by the IT Manager until found by the cEO? – Never happens Outdated data - OK so you had a company initiative to collect and enter all the information you can for the product you carry. Should be something you can keep up to date with out issue. Everybody's perfect – you have nothing to worry about….. You sell what you know – nobody looks the fool – which means the items the company wants to sell aren’t always the items the DSR sells. They may WANT to sell them, but cant speak to them Operators buy to try – its not their money – provide the details to help them tune their purchasing decision
- First lets take a look at what your sales people may be faced with. The issue permeates all sales systems as there are limitation to critical fields for sales. The field for Description typically has less than 50 characters to display identifying information. Buyers are challenged by trying to stuff all of the pertinent details necessary to find/sell the product. But, with the limitations of the field size we are left with cryptic displays that you need to be well versed in foodservice to be able to make heads or tails what the buyers attempted to enter Other fields like Pack/Size, Brand, Item Status (New, SPO, Deleted, SPIFF) are typically displayed to augment the Description field, but again – not helping too much. When you consider all of the departments that access the Description field – it is easy to see how it use gets compromised over time. Purchasing, WMS, Transportation, Accounting, etc – all want their say on what should be in the description field – again leading to the fracturing of any semblance of a easy to read description. There is just not enough room – even Twitter gives you 140 characters
- This information reflects the understanding many distributors have in regards to their data: More than a 80% of our industry knows it has bad data. and foodservice was measured at $268 Billion dollars by Technomics A little more than ¼ of our industry knows they have bad data and doesn’t know what to do about it – and as a result – focuses on more tangible things that feel they can effect. I hope they are all on this Webinar – A little more than half of the distributors have a bit better understanding of their data issues, from missing data, elements they need or even accessing the data presents issues, challenges, delays or multiple resources. But what may be worse is that roughly 15% are either not aware or firmly believe that their data is not flawed.
- The Prevention Cost = $1 – Verifying and editing data The Correction Cost = $10 - If the prevention cost is not taken place then correcting the issues which involves the cleaning and deduplicating takes place, costing the business 10 fold The Failure Cost = $100 - If none of the previous have been taken place then the bad data is metastasized through your ERP, WMS, Sales Channels, etc. and is costing the distributor another 10 fold
- DATUM™ is the single point of connection to automate the synchronization of accurate product information for all trading partners. DATUM leverages GS1 Data Standards and the Global Data Synchronization Network (GDSN) to automate the dissemination of data by notifying customers of new updates - automatically feeding changes directly into third party systems and constantly keeping everyone in sync.
- Founded in 1977, GS1 is an international not-for-profit association dedicated to the development and implementation of global standards and solutions to improve the efficiency and visibility of supply and demand chains globally and across multiple sectors. The GS1 System of standards is the most widely used supply-chain standards system in the world. The GDSN is an Internet-based, interconnected network of interoperable data pools and a Global Registry, the GS1 Global Registry®, that enables companies around the world to exchange standardised and synchronised supply chain data with their trading partners. GDSN Board of Directors The GDSN Board of Directors is composed of retailers, suppliers, data pools and GS1 Member Organisations representing the global user community in the GDSN. Their roles and responsibilities are: –Set the Strategic direction for the GDSN and the GS1 Global Registry® (GR®) –Oversee the execution of the GDSN and the GR approved plan (Roadmap) –Assure that the cost recovery model is effective, globally applicable, and equitable –Appoint companies that will perform Data Pool certification
- Founded in 1977, GS1 is an international not-for-profit association dedicated to the development and implementation of global standards and solutions to improve the efficiency and visibility of supply and demand chains globally and across multiple sectors. The GS1 System of standards is the most widely used supply-chain standards system in the world. The GDSN is an Internet-based, interconnected network of interoperable data pools and a Global Registry, the GS1 Global Registry®, that enables companies around the world to exchange standardised and synchronised supply chain data with their trading partners. GDSN Board of Directors The GDSN Board of Directors is composed of retailers, suppliers, data pools and GS1 Member Organisations representing the global user community in the GDSN. Their roles and responsibilities are: –Set the Strategic direction for the GDSN and the GS1 Global Registry® (GR®) –Oversee the execution of the GDSN and the GR approved plan (Roadmap) –Assure that the cost recovery model is effective, globally applicable, and equitable –Appoint companies that will perform Data Pool certification
- How does an Organization continue to improve at the speed of business to support this type of dynamic fast-paced change?
- How does an Organization continue to improve at the speed of business to support this type of dynamic fast-paced change?
- How does an Organization continue to improve at the speed of business to support this type of dynamic fast-paced change?
- The Prevention Cost = $1 – Verifying and editing data The Correction Cost = $10 - If the prevention cost is not taken place then correcting the issues which involves the cleaning and deduplicating takes place, costing the business 10 fold The Failure Cost = $100 - If none of the previous have been taken place then the bad data is metastasized through your ERP, WMS, Sales Channels, etc. and is costing the distributor another 10 fold