Portfolio 2017

1624 Sextant Ave E, Maplewood, MN 55109
651-285-7115 - khustings@comcast.net
http://www.linkedin.com/kevinhustings
Strategic Account/Product Teams
Action Lists
Sell Thru Analysis
Metrics
Inventory Management
Customer Scorecards
Checklists & Process
Process Documentation
Process Manuals & Training
Kevin Hustings - Experience Portfolio

Key Account/Product Teams
Led development of team structure to great success
Kevin Hustings - 651-285-7115 -
khustings@comcast.net
2
• Cross functional team focused to ensure
smooth account execution in sales, service
and operations.
– Can be focused on specific customer if large
enough, multiple smaller accounts, critical product
categories or entire channel.

Key Account/Product Teams
Led development of team structure to great success
3
Customer
Operations
Rep
Sales
Support
Demand
Planning
Channel
Marketing
Supply
Planning
Finance
External
Sales
Rep
Transportation
Analyst or
Manager
(Lead)
Sales
Manager
Team
Key Activities
• Weekly/Monthly Meetings
• Drive tracking and activity of actions
and due dates
• Build & monitor Customer &
Company metrics & reports. Drive
root cause solution and proactively
address account issues
• Drive Collaboration with customer
(Forecasts, operations & sales)
• Support Sales Growth
• Build account connections at
multiple levels
Core
As
Needed

Action Lists
Delegate, Record, Drive & Update
Acct Action Item Owner Status Next
Review
Date
Comments
M Action Action Action
Jane Open 11-Jun
5-28: Comment Comment Comment
5-21: Update Update Update
M Action Action Action
Bob Open 18-Jun
M Action Action Action Jane Open 20-Jun 5-28: Comment Comment Comment
5-21: Update Update UpdateM Action Action Action
Bob Open 11-Jun
D Action Action Action
Jane Open 11-Jun
Bob Open 11-Jun
Jane Open 11-Jun
D Action Action Action Bob Open 11-Jun 5-28: Comment Comment Comment
5-21: Update Update UpdateD Action Action Action Jane Open 11-Jun 5-28: Comment Comment Comment
D Action Action Action Bob Open 11-Jun 5-28: Comment Comment Comment
Jane Open 11-Jun
S Action Action Action
Jane Open 11-Jun
S Action Action Action
Bob Open 11-Jun
S Action Action Action Jane Open 11-Jun 5-28: Comment Comment Comment
5-21: Update Update UpdateS Action Action Action Bob Open 11-Jun 5-28: Comment Comment Comment
5-21: Update Update UpdateS Action Action Action Jane Open 11-Jun 5-28: Comment Comment Comment
5-21: Update Update UpdateS Action Action Action Bob Open 11-Jun 5-28: Comment Comment Comment
5-21: Update Update UpdateS Action Action Action Jane Open 11-Jun 5-28: Comment Comment Comment
5-21: Update Update UpdateSTP Action Action Action
Bob Closed 4-Jun
STP Action Action Action
Jane Closed 4-Jun
4

POS Reports & Inventory Ladders
Built weekly reports from scratch. Eventually used 3rd Party
Weekly inventory ladders used to project sales/inventory
5
PALLET
CIRCULAR CURRENT ON HAND
PLACEHOLDER PROMO ON ORDER
FORECAST
ONLINE PROMO UNPLANNED PROMO!
3-Jul 10-Jul 17-Jul 24-Jul 31-Jul
CUST PK 9-Jul 16-Jul 23-Jul 30-Jul 6-Aug
PART # UPC CAT SZ DESCRIPTION BRAND 28 29 30 31 32
158307 735854815875 DVD 100 Ativa DVD+R 100 PK ATIVA Forecast
DOMESTIC Starting Inv. 31,511 30,082 30,007 29,932 29,857
Orders - 10,500
AD PRICE $17.99 Proj. Sales 10,000 75 75 75 75
Actual Sales 4,474
Ending Inv. 21,511 30,007 29,932 29,857 40,282
WOS 286.81 400.09 399.09 398.09 537.09
158217 735854815851 CDR 50 CDR 50 PK ATIVA Forecast
Orders 5,000
Proj. Sales 190 190 190 190 190
Actual Sales 183
Ending Inv. 17,563 17,188 16,998 16,808 21,618
WOS 92.44 90.46 89.46 88.46 113.78
JULY

Metrics
Monitor targets, drive Root Cause solutions
6

Driving Inventory
Weekly review of inventory, adjusting forecasts & taking action
7
PALLET
CIRCULAR CURRENT ON HAND
PLACEHOLDER PROMO ON ORDER
FORECAST
ONLINE PROMO UNPLANNED PROMO!
3-Jul 10-Jul 17-Jul 24-Jul 31-Jul
CUST PK 9-Jul 16-Jul 23-Jul 30-Jul 6-Aug
PART # UPC CAT SZ DESCRIPTION BRAND 28 29 30 31 32
158307 735854815875 DVD 100 Ativa DVD+R 100 PK ATIVA Forecast
Orders - 10,500
AD PRICE $17.99 Proj. Sales 10,000 75 75 75 75
Actual Sales 4,474
Ending Inv. 21,511 30,007 29,932 29,857 40,282
WOS 286.81 400.09 399.09 398.09 537.09
158217 735854815851 CDR 50 CDR 50 PK ATIVA Forecast
Orders 5,000
Proj. Sales 190 190 190 190 190
Actual Sales 183
Ending Inv. 17,563 17,188 16,998 16,808 21,618
WOS 92.44 90.46 89.46 88.46 113.78
JULY

Customer Scorecards
Monthly and Executive Reviews
December 2015
Channel Account
Service
Forecast
Error
Fines
%Sales
Inventory
InStock
OnTime
Routing
Revenue
A Customer 1 98% 20% 50,000$ 1.2$ 82% 98% -$
A Customer 2 98% 35% -$ 3.4$ 84% 98% -$
A Customer 3 82% 66% 9,200$ 8.9$ 85% 82% 9,200$
B Customer 4 84% 78% -$ 7.1$ 95% 84% -$
B Customer 5 85% 53% -$ 2.4$ 100% 85% -$
B Customer 6 95% 29% 531$ 5.1$ 88% 95% 531$
C Customer 7 100% 29% -$ 8.1$ 90% 100% -$
C Customer 8 88% 140% -$ 0.7$ 50% 88% -$
C Customer 9 88% 123% -$ 0.9$ 100% -$
D Customer 10 50% 66% -$ 2.7$ 91% 50% -$
D Customer 11 100% 57% -$ 6.2$ 100% 100% -$
D Customer 12 91% 57% 1,540$ 5.4$ 91% 91% 1,540$
8
Strategic Customer Scorecard (Week Ending Date) * Fill-rate based on qty
19 20 21 22 23 24 27 28 29 30 31
Customer Goal 23-May-15
30-May-15
6-Jun-15
13-Jun-15
20-Jun-15
27-Jun-15
18-Jul-15
25-Jul-15
1-Aug-15
8-Aug-15
15-Aug-15
Customer 1 95% 100% 100% 100% 79% 100% 100% 100% 100% 100% 100% 100%
Customer 2 95% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100%
Customer 3 95% 99% 94% 96% 96% 99% 94% 100% 97% 99% 100% 99%
Customer 4 95% 99% 99% 97% 95% 94% 96% 99% 97% 99% 100% 99%
Customer 5 95% 100% 100% 100% 100% 100% 100% 100% 93% 83% 95% 98%
Customer 6 98% 70% 100% 94% 100% 100% 84% 68% 89% 80% 85% 82%

Checklists & Process
Documenting Best Practices and Driving Improvement
Weekly / Bi weekly Forecast Updates
Meetings Scheduled Updated with Supply & Demand agreement
Concise Agenda noted on invite
Room reserved and confirmed Action List Updated
Conference Number & Meeting ID on invite
Sametime session setup if applicable Updated SAT File
Sales & Inventory
Weekly Sales & Inventory Reports Metrics Updated
Generated and Available on time Frcst Consumption Updated
Action Items Updated
Metrics Reviewed - Actions, owners & due dates assigned - Clear Action Items noted
Sales vs Plan - Single Owner per item per week
Forecast Accuracy - Comments updated with date noted
Forecast Consumption Sent out to team same day
Service (Imn or Cust View)
Backorder - recovery dates Team Notified of possible shortages (via planning)
Instocks
Compliance Customer Collaboration Meetings (if applicable)
Inventory (Consignment only) Meetings & Actions Completed
No Issues with Order Flow Process Operations Report out Completed (Monthly)
Strategic Account Team Checklist
9

Process Mapping thru Kaizen & Express Workshops
10

Swim Lane Process Mapping thru Kaizen & Express Workshops
11

Process Manuals & Training
Developed Several Manuals from Scratch and Trained 100’s
12

Portfolio 2017

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