UNSTOPPABLE TRADE PERFORMANCEScott HarperPrincipal, Abacist Group

ABACIST GROUP OVERVIEW

• Dallas, Texas

• Began Consulting Practice Eight Years Ago

• Focus:

Cloud, SAS Based Implementations

Planning & Analytics Process

• Over 25 Years of Collective CPG Experience

• Over 40 Years of Collective Professional

Experience

• Anaplan Partner for Two YearsBill Aiken

Principal & CEOScott Harper

Principal

• Set the CONTEXT

• What is the ISSUE

• What are the PAIN POINTS

• What are the SOLUTIONS

• What are the TAKEAWAYS

CPG IS A HUGE INDUSTRY

Consumer, Non-Cyclicals

Consumer Packaged Goods

CPG IS A HUGE INDUSTRY

Consumer, Non-Cyclicals

Consumer Packaged Goods

Annual Sales> $1 Trillion

Trade Investment > $200 Billion

CPG IS IDEAL FOR ANAPLANMulti-Dimensional Data Sources

Customers Products

Channels Geographies

ShipmentData

FinancialData

InventoryData

Retailer POSData

TRADE INVESTMENT IS CRITICAL

• Difficult to Analyze due to Different Variables:

Price Elasticity Cannibalization Merchandising Advertising Seasonality

• Largest Discretionary Spend

• Highly Correlated To Sales Growth, Market Share

• Complex Due to Customer, Consumer, and Competitive Dynamics

• External Data must be Matched with Internal Data

• Activity Based Drivers must be set up by Account

CURRENT PAIN POINTS

MANUAL PROCESS TO ALIGN AND ORGANIZE DATA

CURRENT PAIN POINTS

MULTITUDE OF RESOURCES RESULTING IN REDUNDANCIES• Numerous Files

• Inconsistent Methodologies

AGGREGATION AND ROLLUPS CAN BE TEDIOUS AND ERROR PRONE

CURRENT PAIN POINTS

• Field Users Overriding Formulas Resulting in Errors

FUNCTIONAL PLANNING DONE IN SILOS

Purchasing Sales OperationsMarketing

CURRENT PAIN POINTS

• Collaboration Suffers

• No “One Version of the Truth”

• Lack of Agility

TPM POINT SOLUTIONS STRUGGLE TO PROVIDE FLEXIBILITY

CURRENT PAIN POINTS

• Sales Environment Must React Fast

• Need to Create Models Quickly for Unique Situations

NO TIME TO ANALYZEAND FORM RECOMMENDATIONS

CURRENT PAIN POINTS

• Don’t Execute Post Event Audits

• Reporting, Forecasts, and Routine Processes are Time Demanding

• Manual Process to Align and Organize Data

CURRENT PAIN POINTS

• Multitude of Resources Driving Redundancies and Inconsistencies

• Tedious Aggregations and Rollups Leading to Errors

• Functional Planning Done in Silos

• TPM Point Solutions Struggle to Provide Flexibility

• Little Time to Perform Post Event Analyses and Form Recommendations

SOLUTION DEFINITION

• Agile, Flexible, Customizable, User Friendly

• Integrated with External and Internal Data Sources

• Enables Collaboration and Workflow

• Outputs for Actionable Execution

• Granularity to the Necessary Level

• Supports Long Term and Short Term Planning

• Enables and Fosters Process Reengineering

• Embedded Analytics

WHAT ARE THE SOLUTIONS• Start with Logical Connections in Data

• Data is meaningful if it can be monitored, measured and used in a timely fashion to impact business decisions

CURRENT LANDSCAPE HAS A GAP

No ConsistencyMany “Offline” ModelsNever Meant To ScaleDifficulty Aggregating ModelsEasily Broken

Transactional Book of RecordFunds ManagementPayments and DeductionsRigid, Difficult to ChangeNot Intended as a Planning Tool

ANAPLAN HELPS BRIDGE THE GAP

Powerful In Memory Data EngineCollaborative PlanningBuilt In Intelligence

Flexibility and AgilityPlanning Is The FocusTime To Value Proposition

WHAT ARE THE SOLUTIONS

• Start with Logical Connections in Data• Data is meaningful if it can be monitored, measured and

used in a timely fashion to impact business decisions

• Bridge the Gap between ERP/Point Solutions and Excel

START SIMPLE

• Add Event Information Such as Merchandising, Advertising• Analyze ROI for Space Payments and Advertising

• Combining POS and Shipment Data• Allows for immediate post event audits• Estimate trade claims for billbacks• Understand price elasticity

• Add Inventory on Hand Measurement• Visibility to weeks of supply• Combined with POS, develop demand forecast

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WHAT ARE THE SOLUTIONS

• Start with Logical Connections in Data• Data is meaningful if it can be monitored, measured and

used in a timely fashion to impact business decisions

• Bridge the Gap between ERP/Point Solutions and Excel

• Start Simple and Then Add• Immediate ROI• Learn quickly, iterate, and keep adding

WHAT ARE THE SOLUTIONS

• Start with Logical Connections in Data• Data is meaningful if it can be monitored, measured and

used in a timely fashion to impact business decisions

• Bridge the Gap between ERP/Point Solutions and Excel

• Start Simple and Then Add• Immediate ROI• Learn quickly, iterate, and keep adding

• Use Visualizations, Make It User Friendly and Intuitive

VISUALIZATION – OVERLAPS

VISUALIZATION – BASE UNITS/STORE/WEEK

VISUALIZATION – PROMOTION LIFT

WHAT ARE THE SOLUTIONS• Start with Logical Connections in Data

• Data is meaningful if it can be monitored, measured and used in a timely fashion to impact business decisions

• Bridge the Gap between ERP/Point Solutions and Excel• Start Simple and Then Add• Immediate ROI• Learn quickly, iterate, and keep adding

• Use Visualizations, Make It User Friendly and Intuitive• Tools Should Empower Process Change

• Many tools force or require process change to enable the tool

• Because of its flexibility, Anaplan helps empower process change

KEY TAKEAWAYSUnderstand The Pain Points… Constantly Ask If You Are Removing Them

Know The Key Business Drivers…Know What Data Matters and What Data Is Just Noise

Tools Should Empower Process Improvement

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Start Simple, Build Confidence…Success Begets Success