The document discusses Metro Cash & Carry, a wholesale division of Metro Group. It provides an overview of Metro Cash & Carry's operations, including its focus on business-to-business wholesale, store formats tailored for professional customers, and history of expansion. Specifically, it details Metro Cash & Carry's rapid expansion in Russia from 2001 to 2009, growing from 2 stores to over 50 stores during that period. The document also discusses cooperation between Metro and its suppliers/customers, noting the evolution from paper-based to increasingly digital processes.

1. MADE TO TRADE.
Annual ECR Russia Conference
June 2010 | © METRO AG 2010
четверг, 10 июня 2010 г.

2. METRO Cash & Carry – a core Division of METRO Group
 Self-Service  Food retail
 Nonfood  Department
Wholesale specialty stores
Sales (bn): €30.6 Sales (bn): € 11.3 Sales (bn): € 19.7 Sales (bn): € 3.5
Countries*:… . 30 Countries: 6 Countries: 16 Countries: 2
Stores*: 670 Stores: 441 Stores: 818 Stores: 141
Cross functional companies
METRO Group sales 2009: € 65.5 bn
2MADE TO TRADE. Status: June 2010 | © METRO AG 2010
четверг, 10 июня 2010 г.

3. Cash & Carry wholesale exclusively for professional customers
 Up to 20,000 food and 30,000 nonfood products per store
satisfying all core and complementary customer needs
 Efficient store and merchandizing concept designed for
professional needs
(warehouse style, one-stop-shopping, just-in-time purchase)
 The customer picks his merchandise, pays and transports the
goods on his own
 New distribution channel: delivery piloted in 6 countries
in 2008
3MADE TO TRADE. Status: June 2010 | © METRO AG 2010
четверг, 10 июня 2010 г.

4. A History of Expansion
** FTE Status 2009, Source: Annual Report 2009
4MADE TO TRADE. Status: June 2010 | © METRO AG 2010
четверг, 10 июня 2010 г.

5. Reaching High Expansion Speed:
Example Russia
2001
# Stores
2
2
RUSSIA
5MADE TO TRADE. Status: June 2010 | © METRO AG 2010
четверг, 10 июня 2010 г.

6. Reaching High Expansion Speed:
Example Russia
2002
# Stores
3
3
RUSSIA
6MADE TO TRADE. Status: June 2010 | © METRO AG 2010
четверг, 10 июня 2010 г.

7. Reaching High Expansion Speed:
Example Russia
2003
# Stores
2
7
5
RUSSIA
7MADE TO TRADE. Status: June 2010 | © METRO AG 2010
четверг, 10 июня 2010 г.

8. Reaching High Expansion Speed:
Example Russia
2004
# Stores
2
14
6
RUSSIA
8MADE TO TRADE. Status: June 2010 | © METRO AG 2010
четверг, 10 июня 2010 г.

9. Reaching High Expansion Speed:
Example Russia
2005
# Stores
3
22
3
7
2
RUSSIA
9MADE TO TRADE. Status: June 2010 | © METRO AG 2010
четверг, 10 июня 2010 г.

10. Reaching High Expansion Speed:
Example Russia
2006
# Stores
3
31
6
8 2
3
RUSSIA
10
MADE TO TRADE. Status: June 2010 | © METRO AG 2010
четверг, 10 июня 2010 г.

11. Reaching High Expansion Speed:
Example Russia
2007
# Stores
3
2 40
4
11
9 11
3
5 2
RUSSIA
2
2
11
MADE TO TRADE. Status: June 2010 | © METRO AG 2010
четверг, 10 июня 2010 г.

12. Reaching High Expansion Speed:
Example Russia
2009
# Stores
3
2 52
4
15
11 19
3
5 2
RUSSIA
2
2
2
12
MADE TO TRADE. Status: June 2010 | © METRO AG 2010
четверг, 10 июня 2010 г.

13. Cooperation 1993, Today and in the Future.
1993 Today Future
Data Warehouse, CMplus, Collaborative processes along
Demand – Side CM (paper, pencil, calculator) CRM the entire value chain
Direct delivery, much rework
Supply – Side CRP, CPFR Demand Driven
EDI (EANCOM), e-mail,
Communication Telefax, telephone, mail EDI, e-mail, Web-EDI Web-EDI, XML, Internet, joint
platforms
Cooperation Buyer – Seller Relationship Teams Multi-functional teams
Logistics optimization and Joint processes, organization, Holistic and Shopper
Focus administrative downsizing data and systems Driven
Standards Still at the beginning First international processes Global processes (CGF, GS1)
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MADE TO TRADE. Status: June 2010 | © METRO AG 2010
четверг, 10 июня 2010 г.

14. ECR at METRO GROUP
 We started to optimize our processes more than 10 years ago.
 The METRO GROUP supports national and international ECR initiatives by
active participation.
 Worldwide the METRO GROUP is involved in about 300 work groups and
committees, for example:
 ECR Europe
 Executive Board
 Business Information Committee
 Consumer Shopper Committee
 Forum Group
 Shrinkage
 Supply Chain Committee
 ECR Russia
 EDI Invoice Implementation
 Supply Chain and Supplier collaboration
 Category Management
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MADE TO TRADE. Status: June 2010 | © METRO AG 2010
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15. International Examples of METRO GROUP Involvement
On Shelf Enabling
Availability Technologies
Logistics
Anti theft
protection
Building
Brands
Shrinkage
RFID
GDS
Food Safety
Category
Management
Couponing EPC Task
Force
Efficient Unit
Loads Shelf ready
packaging
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MADE TO TRADE. Status: June 2010 | © METRO AG 2010
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16. SCRM is Metro Group’s approach to the “New Ways of
Working together”
Advanced
SRCM High
Partner
Supplier Interest Projects
Focus Collaboration Areas
Intensified collaboration through sales
line and supplier specific projects
Degree of Collaboration
prioritized out of all interaction areas due
to high impact and benefits
Supply Side
Demand Side
Projects
Projects
Setting up the Scene
International transparency in basic definitions,
Data Profitability
Reporting & Quart. turnover, profitability and frequent review
Alignment Business Reviews Analysis of joint performances per country
International Collaboration Agreement (ICA)
Low
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MADE TO TRADE. Status: June 2010 | © METRO AG 2010
четверг, 10 июня 2010 г.

17. Example of Collaborative Activities with a Supplier
Cross-Category Management,
2007+ Process Optimization with RFID
Integrated Category Management
2005
Advanced Retailing
2004 RFID, RFID Laboratories, EDIINT, GDS
Future Store Initiative
2002 Demand Driven Supply Chain
Consumer Relationship Management
Collaborative CM, CPFR
2000
Collaborative Systems & Processes
1998 Shop-in-Shop Solutions
Cross Category CM, Electronic Exchanges
1996 Cross Docking, Web EDI, XML-Tests
CM Projects, CRP, EDI-Classic, Best Practices
1994 Category Management Pilots, EDI, Supply Chain,
Start of the ECR Cooperation
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MADE TO TRADE. Status: June 2010 | © METRO AG 2010
четверг, 10 июня 2010 г.

18. Example Russia
EDI process into paperless
Retail chain Store
Supplier
 Aim of the project: Implement EDI
invoice with suppliers. As soon as
necessary law changes are adopted Reconciliation of EDI
immediately switch to EDI invoice and paper invoice
without paper. Goods receiving data
 Current status: 63 suppliers are in
production, another 600 suppliers EDI invoice
are in test including Kraft foods,
Nestle WBD.
Invoice payment
 Target 2010: receive 5% of the
invoices by EDI
Input of total data
Paper invoice Paper invoice
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MADE TO TRADE. Status: June 2010 | © METRO AG 2010
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19. The Global Scorecard helps us to track the implementation
 We use The Consumer Goods Forum’s Global Scorecard to measure
progress of ECR implementation.
 Since 2004 all our sales lines across the world have participated.
 Every year the Compliance Scorecard (Implementation Measures,
Business Measures, Enabler) is used by all countries.
 Our Approach:
- Top Management Support
- Trainings
- Coordinated Approach (Project Champion)
 In 2010 we will shift more responsibility to the countries.
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MADE TO TRADE. Status: June 2010 | © METRO AG 2010
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20. Implementation of the measures has a measurable impact
on the performance
158
122 121 122
108 107 103
73
0
Implementation Business Measures
Measures
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21. Implementation of the measures has a measurable impact
on the performance
 Implementing the Global Scorecard
helps us to
- gain a clear view on where we stand,
- set the right priorities,
- increase standards implementation
throughout our business and
- improve business measures.
 It was the right approach
158
- to implement the GSC step by step,
- to develop and do trainings,
122 121 122
108 107
- to have top management support and
103
- to set up a multi-layer network of colleagues
73 involved.
0
Implementation Business Measures
Measures
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MADE TO TRADE. Status: June 2010 | © METRO AG 2010
четверг, 10 июня 2010 г.

22. Wrap-up
Summary Metrogroup’s Expectations towards
ECR Initiatives
 ECR processes enable us:  Continue
to provide a unique platform for
knowledge exchange within our industry.
- to increase our efficiency,
 Adapt globally developed best practices to the
- to focus on our customers and that way
local/regional market.
- to stay competitive.  Drive the implementation of existing best practices.
 Implementation of ECR concepts has to be  Regularly
measure the status of implementation in
measured. the market.
 To really benefit from ECR concepts they need to  Continuously
seek and drive the knowledge
be implemented across the industry. exchange with other ECR initiatives and global
bodies.
 We consider ourselves as a multiplying factor.
 The ECR initiatives provide the platform to
exchange knowledge.
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MADE TO TRADE. Status: June 2010 | © METRO AG 2010
четверг, 10 июня 2010 г.

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четверг, 10 июня 2010 г.