11052015 global team meeting
Transcript of 11052015 global team meeting
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May 2015
Global Team meeting
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Questions
‘’If everyone would communicate like Alan, communication would be outstanding’’
Who do we call when we require information on a Global opportunity
How important is the Global business to us
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Agenda Topics
2015 Regional Objectives
Global Program - Regional Importance
Survey– Regional findings
What do you do well
What can be improved
How can we be even better
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Key 2015 Objectives
Profitability
Margin Improvement Plan
Sales Productivity- each person is accountable
Business Balance– Increase local market share– Vendor diversification
SCS – cornerstone of our business
Velocity- execution on our core initiatives– Global Programs– Security- step 2: Video +– One Anixter
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2015 Budget- UK
Excellence in Execution
04/15/2023 – Proprietary and Confidential. © 2015 Anixter Inc.
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Security
29,2MGLOBAL
Accounts
SMB
73M
20,3M 52,2M ECS
7MData CenterSolutions
6MGLOBALIntegrator
6M GLOBALSecurity
Security Budget Region ECS
6M SMB
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2015 Budget- Region North
Excellence in Execution
04/15/2023 – Proprietary and Confidential. © 2015 Anixter Inc.
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Security
10,7MGLOBAL
Accounts
SMB
41,3M
12,5M 32M ECS
5,5MData CenterSolutions
3,8MGLOBALIntegrator
7M GLOBALSecurity
Security Budget Region ECS
3M SMB
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2015 Budget- Region ME
Excellence in Execution
04/15/2023 – Proprietary and Confidential. © 2015 Anixter Inc.
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Security
5,3MGLOBAL
Accounts
3SMB
62M
36,5M 25,5M
ECS
1,8MData CenterSolutions
3M
SMB
7,4M
GLOBALIntegrator
4,2M GLOBALSecurity
Security Budget Region ECS
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2015 Budget- Region Central
Excellence in Execution
04/15/2023 – Proprietary and Confidential. © 2015 Anixter Inc.
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Security
6,9MGLOBAL
Accounts
SMB
64,3M
27M 37,3M ECS
3,5MData CenterSolutions
9MGLOBALIntegrator
4M GLOBALSecurity
Security Budget Region ECS
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2015 Budget- Region West
Excellence in Execution
04/15/2023 – Proprietary and Confidential. © 2015 Anixter Inc.
9
Security
13MGLOBAL
Accounts
SMB
53M
22,5M 31M
ECS
4MData CenterSolutions
2,5M
SMB3M
GLOBALIntegrator
4M GLOBALSecurity
Security Budget Region ECS
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2015 Budget- Region South
Excellence in Execution
Security
6MGLOBAL
Accounts
3SMB
50M
23M 27M
ECS
2MData CenterSolutions
4,4M
SMB
4M
GLOBALIntegrator
4M GLOBALSecurity
Security Budget Region ECS
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General Questions
What is your personal expectation from the Global team
Today- which Global initiatives are important to you and your region - please provide % for each initiative against your total regional number
Do you have a clear understanding of the 2015 objectives and strategy for all our Global initiatives – yes/ no. If not , which one is not clear
Are you or your team spending a lot of time in supporting the initiatives/ central people in- country– if yes/ % of time
What is the impact if the Global initiatives objectives are not met in your countries/ region
What do you think the Global initiative growth area’s are in your region in 1 to 3 years time
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Communication
Do you feel you’re informed in a pro-active manner about an opportunity- Rate 1 to 3 ( never, sometimes, always)
How often do you communicate with the initiative owners – please rate from 1 to 3 ( never- sometimes – always)
Who’s your GO TO person when you need information
What type of communication do they provide you when working on an opportunity – If you feel you want to break it down per initiative , please do
What type of communication do you prefer, how often and in which format
Are you aware of the following information related to their target accounts : (including security and services)
How would you rate the quality of service they provide you and your teams- Rate 1 to 3 ( poor- good – excellent) + any comment
Are there any other communication improvement areas
How does the central support team inform you of their activities
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Collaboration
Do you feel if the different teams are communicating/ collaborating among them in the best interest of winning a deal- yes / no + communication
How would you rate the service and speed of reply/respond of the Global team when a question/request comes from your local sales related to a project/account linked to the Global team? 1-3 ( poor- good-excellent)
Do you feel our initiatives owners understand your in country needs – yes / no + comment
Do you feel they understand the impact if in- country objectives are not met.—yes/no + comment
Are all the projects you’re aware of in CORE- yes/ some/ no
To which extend are you involved when decisions need to be taken on any opportunity – comment
Is there any area you feel we’re being unproductive and needs to be changed--comment
Do you find the initiative owners plan their in- country visits in a professional way- rate from 1 to 3.
Does the central support team share their activities on their target accounts ( #quotes, #opportunities, win- losses etc )Yes/ no
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Tools
Do you feel the initiatives owners are using CORE in the way your people do. Yes/ no + comment
Do the initiative owner share the following information with you or LMAccount strategy – yes/ noAccount Plan- Yes / noAccount actions – Yes/noPlaybook if any- Yes/ no
If you would be an initiative owner what would you do different- comment
Does the information on the monthly initiative report meet your expectation- yes / no + comment
Are you or your people usingWIRE to get information on theGlobal initiatives ( who does what, play book etc..)
What is the quality of information on WIRE – Rate 1 to 3 ( poor- good- excellent) + comment
Is there anything else you feel is important to mention- comment
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Findings
• We all have a clear understanding of the 2015 Global initiatives strategy
• Business opportunities are different in each region• GA - DC are key in UK, North,
West• GI- are key in Central, South,
ME
• The ‘value add’ of the central team is perceived differently in each region
• There’s a large impact if we don’t meet our in-country Global targets and objectives
• 20 to 35% of our people times is supporting the Global initiatives in country
• We all believe we can double our Global numbers in 3 years time
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What do you do well
• Consistent messaging• Monthly update calls
• Dedicated people on major account opportunities • making it easy to do business with
• Information on ‘real’ opportunities is done in a correct way
• Strong TEAM effort to win deals on ‘Priority Accounts’
•Monthly reports are relevant and clear
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Improvement area’s
• Communication• Mapping an opportunity• Sharing Account strategy, ADP, action
register• Outcome visits• Pipeline ( CORE)
• Blending into the country organisations
• Understanding the local needs/ challenges / financial implications
• Need to simplify the process for non ‘priority accounts’• Increase efficiency
• Interaction between the ‘central support team’ and local teams• response time• Activity overview on dedicated
accounts
• Monthly estimates/ issues • Need to be more efficient
• Vertical Market Account Strategy/ development plan
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How can you help
• Need for a linkage strategy when working on an opportunity• Builder/ main contractor/ channels• MTDC/ Incumbant installers
• ADP plans- agree on same format• Local / Global
• Build financial matrix for quoting purposes• Incl Line charge, distribution charge,
freight
• Build database with AXE friendly installers
• Security / ECS
• Receive Monthly overview sheet #quotes/ wins/ losses
estimates
• Flow chart for local International opportunities• cheat sheet
• Identify 1 to 3 focus vertical markets ( ie Retail)• Create cheat sheet• Value proposition
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Q&A