How to prevent your tpm project from failing
21
May 18, 2011 How to Prevent Your TPM Project from Failing
-
Upload
tradeinsight -
Category
Education
-
view
354 -
download
2
Transcript of How to prevent your tpm project from failing
May 18, 2011
How to Prevent Your TPM Project from Failing
Meet the Experts
2
Pam Kiess TradeInsight Powered by MEI Project Manager
Joel Cartwright TradeInsight Powered by MEI Director, Pre-Sales Consulting
Today’s Plan
MEI Overview
Preview
Common Pitfalls
How to “Course Correct”
Q&A
About Us
A leading developer of TPM software that enables CPG
companies to successfully plan, execute and analyze all
aspects of the trade promotion management cycle
Established in 1983
Over 50 Employees located throughout North America
Client base is made up 50+ clients ranging from $40M to $3B+ in sales
Headquartered in Montreal, Canada
SaaS based, backward compatible solution
Clients Successful with TPM
Nearly 4 in 10 of all TPM Implementations Fail*
* 38%, according to the MEI 2010 Trade Promotion Management Survey
Why We’re Here…
High open deduction balance
Inventory/Service level issues
Over/Under trade spend accruals
Significant use of ad hoc tools
Mistrust of information
Choose Your Course
10 Common Pitfalls
Lack of Sales involvement
Poor change management
Absent or ineffective processes
Inadequate training
IT and/or data constrained solutions
Insufficient resources
Disconnect with organizational strategy
Deficient project sponsorship
Complex processes and/or functionality
Failure to complete project
X
X
X
X
X
X
X
X
X
X
Common Pitfalls
Lack of Sales involvement
Poor change management
Absent or ineffective processes
Inadequate training IT and/or data constrained solutions
Insufficient resources
Disconnect with organizational strategy
Deficient project sponsorship
Complex processes and/or functionality
Failure to complete project
Lack of Sales Involvement
Imposed systems and controls can result in poor compliance, lower data integrity and limited management value
Critical to involve Sales in the roll out and ongoing
• Engage key Sales Leader(s) as Sponsor • Include sales colleagues on TPM teams • Identify Agents of Change in organization to champion
Poor Change Management
Align management with project goals
Address change in job function and expectations within key roles
Align performance goals, KPI’s and incentives
Demonstrate and deliver value to stakeholders
Provide for and respond to feedback
Inadequate Training
1. Identify experience gaps & tailor training to audience
2. Ensure strong power-user community
3. Provide ongoing training & development opportunities
4. Adopt Train-the-Trainer approach
5. Invest in brokers too!
Complex Processes or Functionality
Complex Processes or Functionality
Simplify, simplify, simplify!
• Balance control and ease of use
• Leverage industry/vendor best practices
• Avoid exception-based processes
Document processes!
…in a manner easily understood by stakeholders
IT/Data Constrained Solutions
1. An issue of cost and priorities versus capabilities
2. Revisit implementation assumptions and seek new
perspective
3. Data Integrity is VITAL to instill confidence in users
The Road to Success
Trade Savings
Trade Effectiveness
Manual
Automated
Managed
Enhanced Compliance
Cost Reduction
Optimization & Accuracy
Current Process
Processing Costs
Improved Productivity
Hidden Costs
Back to the Drawing Board?
Relaunch
In Your words…
Challenges?
Thank You
Q & A
Contact Information
Joel Cartwright [email protected] 859.491.0042
Pam Kiess [email protected] 303.680.6652
