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ROADMAP TUTORIAL

* 7 Simple Steps to Roadmap Completion

* Roadmap Data Field Definitions

* Roadmap Promotion Planning Guidelines

* Roadmap Reports

* Sales Expectations

Presented By: Brenda Keller

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Roadmap Objective:

Provide Account Executives and CNS Sales Directors a simple tool to plan and execute promotional activity with customers.

Roadmap Purpose:

The Roadmap serves as two purposes:

1) A planning tool for Account Executives and CNS Sales Directors.

2) A Financial Management tool for CNS. ImportantImportant!

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7 Simple Steps to a Successful Promotion Plan

1. Pick the Campaign to add promotions.

2. *Click here to enter a new promotion*

3. Enter data in promotion form

4. Save Promotion

5. Review planned promotions - » Sort promotions by any column «

6. Review Campaign Summary (Budgets)

7. Review Roadmap Status

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Promotion Set-Up

1. Pick the Campaign to add promotions

2. *Click here to enter a new promotion*

3. Enter data in promotion form:

PROMOTION FORM – DATA FIELD DEFINITIONS:

Brand

BR = Breathe Right

FC = FiberChoice

Product – Pick list will reflect only items related to the brand you choose

Type – Promotion description, e.g.,: TPR, Tradeshow, Slotting, etc.

Class

MDF = 5% of last years sales

SUPP = supplemental funds

SLOT = Slotting/New items pre-approved under the discretion of the Sales Director

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Definition: Definition:

Definition: Definition:

Definition: Definition:

Definition: Definition:

Definition: Definition:

Definition: Definition:

Definition: Definition:

Definition: Definition:

New Store

Roto/TPR

RebateMail in rebate redemption

PaybackUnauthorized deduction to be paid back to CNS

Post Audit

Coop

Charity

CloseoutScan cost associated with Discontinued Items

Donations, etc.

Agreement with Customer for Promotional Performance

Coupon

Claims that correlate to previous years not originally planned. Accnt. specific post audit

End Cap Display, Counter Display, Floor Display, etc.

Everyday Low Price attached to a Customer Invoice, This event requires Internal system set-up at CNS

Promotion Coupons "Excluding Manufacturing Coupons"

Off Invoice

Display

DemosIn Store Product Demonstrations

Customer Specific Shows

Estimated New Store Charges

Fees for Resetting Store Planograms

Ad + Temporary Price Reduction

New Item Placement Fee

Temporary Price Reduction

Slotting

TradeShow

Planogram Reset

TPR

Promotion Type Definitions

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Promotion Set-Up

3. Enter data in promotion form:

PROMOTION FORM – DATA FIELD DEFINITIONS CONTINUED:

Start/End Date – Promotion begin and end dates as the contract states.

Retail Price – Product retail price to the consumer

Unit Qty Est. – Estimated unit sell quantity during a scheduled promotion

Scan Rate – Amount off retail price (Amount CNS will pay for each unit sold)

Insertion Fee – Fees related to TPR’s, e.g., ad fees

Misc. Cost – Demo, coop, coupon, closeout, slotting or tradeshow fees.

Total Plan – Automatic calculation of the total Qty Est.+Scan Rate + Insert Fee + Misc. Cost.

Actual Spend – Total dollars actually paid out or deducted by the customer.

Comments – Free data entry field for additional comments or detail. The more detail you add in this field the less errors the backend claim processing will have.

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Promotion Set-Up

Promotion Planning Guidelines:• Promotions spanning across two or more quarters:

– Fixed/Lump Sums of the promotion are to be included in the quarter the promotion begins.

Example: Cough/Cold End Cap lasting more than three months– Variable/Scan estimates must match promotion dates with split costs

across quarters if longer than 4 weeks.Example: Seasonal deal that spans Oct-Feb; two promotions are required Oct-Dec and Jan-Feb for accurate accounting of CNS Financial Quarters.

• Promotions with more than one product group under the same brand and time period:

– Insert Fees/ Lump Sums are to be assigned to the lead product promotion with comments identifying other promotions related to the same time period.

Example: One 30ct and One Snore Spray promotion with the same time period. 30ct is the lead product.

– Scan unit estimates are required for each product planned with identical promotion timing.

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Promotion Set-Up

Promotion Planning Guidelines:

• It is imperative that all fields are completed with correct data or enter ZERO (0) if NA to support streamlined claim processes and ROI analysis. (DO NOT leave any field blank)

• Utilize the roadmap promotion Type pick list or the list below as your double check to ensure all trade promotions are planned on the roadmap.

Charity Demos Payback Roto/TPR

Closeout Display Planogram Reset Slotting

Coop New Store Post Audit TPR

Coupon Off Invoice Rebate Tradeshow

• Add the roadmap promotion number to all backup and forward to CNS within one week of receipt from the customer. Always Fax to – Attn: Accounts Receivable 952-229-1700. Unless otherwise directed by Brenda

• Review promotions to close or adjust on the 28th of every month. (Roadmap Aging Report) or (the Online Roadmap)

Promotion data

entry example

0.00

0.00

0.00

Promotion data

entry example

0.00

0.00

0.00

Promotion data entry example

0.00

0.00

0.00

0.00

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Promotion Set-Up

4. Activate Promotion - Click on one of the following:

PROMOTION FORM – ICON DEFINITIONS:

Save – Saves promotion data

Delete – ONLY deletes promotions with no actual spend

Copy – Copies promotion to create a duplicate (Duplicate promotions must be updated with accurate data)

Close – Closes and locks promotion preventing further action against the promotion

• Closed promotions are not reversible

• You must create a new promotion if further action is required against a closed promotion.

• Review all promotions by the 28th of each month to close with a ere applicable.

Campaign Selection – Returns to the main page of the Roadmap

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5. Campaign Selection Column Definitions – » Sort promotions by any column «

COLUMN DEFINITIONS in the CAMPAIGN SELECTION FORM:

Changed – “Y” = Promotion updated since last approval

Closed – “Y” = Promotion closed and no further action required

Class – Budget Type the promotion will draw dollars from

Brand – CNS product group BR= Breathe Right, FC= Fiber Choice

Product – Product size, type and brand

Promotion Type – Description of the promotion

Promotion Start Date – Promotion begin date

Promotion End Date – Promotion end date

Total Plan – Estimated planned spend against a promotion

Actual Spend – Actual dollars spent against the promotion. (Amount deducted by Customer)

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Campaign Summary – Budget Totals

6. Campaign Summary – (Budgets)

FIELD DEFINITIONS:

Sales Plan – Sales dollars by brand

MDF Budget – Calculated 5% of sales plan

MDF Planned – Total planned promotions with Budget Class MDF

Supplemental Budget – Pre -Approved budget total from Sales Director

Supplemental Planned – Total planned promotions with Budget Class SUPP

DO NOT OVER PLAN THE MDF/SUPP BUDGET COMBINED

Slotting Budget – Pre-Approved budget total from Sales Director

Slotting Planned – Total planned promotions with Budget Class SLOT

May negotiate a promotion in place of slotting. DO NOT OVER PLAN SLOT BUDGET

Total Budget – Total MDF + SLOT + SUPP budget

Total Planned – Total MDF + SLOT + SUPP planned

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Campaign Selection Form – Roadmap Status

7. Current StatusPending – Roadmap is in update mode while editing Submitted

• Roadmap has been submitted for approval. (Broker must click on Submit Button)

• Utilize the “comment for Sales Director field” in place of email whenever possible.

• Sales Director receives an email alert to review the submitted roadmap and approve /reject it.

Approved • Roadmap has been approved by Sales Director. (Director must click on

Approve button)• Broker will receive an email with attached roadmap and (optional) message

from the Sales Director. • Review Roadmap Status for approved/rejected.

Rejected• Roadmap has been rejected by Sales Director. (Director must click on

Reject button)• Broker receives email alert with attached roadmap and message from Sales

Director on reason for rejection and action to be followed for corrections.

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SUBMIT ROADMAPS!!!!SUBMIT ROADMAPS!!!!

Monitor Approved/Rejected Emails for Monitor Approved/Rejected Emails for Comments from Directors.Comments from Directors.

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The Promotion Cycleof Life

Plan Promotions Based off Sales Projection

Broker/Sales Director

Broker/Customer Executes Plan

Broker or CNS Receive Invoice

Broker – Adds Roadmap Promotion Number to Backup/Bill, Forwards to CNS Finance

Customer Deducts from CNS payment

Claim is Applied to Promotion on roadmap

Broker / Sales Director Close Promotion

The End

Roadmap Approved and Promotion Number Assigned

Start

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Roadmap Policy

• Always keep roadmaps current and up-to-date at all times.

• Monthly

– Update future promotion plans based on current same type promotion history.

– Close all promotions with a final actual spend.

• Quarterly

– Two weeks before quarter close it is most important to double check the plan for all remaining open promotions and ensure it is your best estimate based on current history.

Qtr 1 = 2nd wk of June

Qtr 2 = 2nd wk of September

Qtr 3 = 2nd wk of December

Qtr 4 = 2nd wk of March

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Roadmap Reports

Roadmap Detail Report

• This Report shows the entire promotion plan in detail along with promotion numbers.(snapshot of the live roadmap)

Roadmap Aging Report

• This report highlights where spending is accrued against promotions that can be closed and reflects all open promotions that may be deleted.

• Open promotions are aged by end date. To be reviewed for roadmap updates before the 28th of each month in preparation of Finance close. CNS plan year = April-March

– Q1= April-June

– Q2=July-Sept

– Q3=Oct-Dec

– Q4=Jan-Mar

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Roadmap Reports

Roadmap Promotion Aging Report Guidelines:

• Acceptable Columns – Current, 2 Months = 1-2 months, 3 Months = 3-5 months

– Ask Yourself: Can I close any promotions?Are any promotions obsolete and to be

deleted?Are any promotions in need of an update?

• Unacceptable Columns – 6 Months = 6-9, Over 9 Months = 9 months +

– Open promotions older than 5 months past the end date of the event are NOT recommended.

– Ask Yourself: Why did the customer not deduct?Who can I contact to resolve outstanding?What will my deadline be for resolution?

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Sales Expectations

• Breathe Right and FiberChoice Sales Expectations are located on the sales.cns.com website. All roadmap plans are to follow these guidelines

• All other expectations will be communicated from your CNS Sales Director.

Any questions related to the roadmap system please direct them to: Brenda Keller 952-229-1524 or bkeller@cns.com