Red Central Coke

Jody Billiard / Shawn Olsen Coca-Cola Bottling Co. Consolidated

RedCentral: Automating Coke Consolidated’s Salesforce

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Questions you might be asking…

• Who in the world are these guys?

• What is Coke Consolidated?

• What is RedCentral?

• What is R.E.D.?

• What are our learnings?


Who in the world are these guys?

Jody Shawn


What is Coke Consolidated?

• Coca-Cola (KO) Highlights

• Coke Consolidated (COKE) Highlights

• COKE Innovation

• What sets COKE apart?

• Principal Risks for COKE


• World’s Largest Beverage Company

• Owns 500+ Sparkling / Still Brands

• Coca-Cola itself is the world’s MVB (most valuable brand)

• Other Billion $ Brands include

– Diet Coke Sprite

– Fanta Coca-Cola Zero

– Vitaminwater Powerade

– Minute Maid Simply

• Consumers in 200+ countries enjoy KO beverages at rate of 1.7 billion servings per day

Coca-Cola (KO) Highlights


Coke Consolidated (COKE) Highlights

• We began operations in 1902

• We are the largest independent bottler in the U.S. (in both Coca-Cola and Pepsi systems) (approximately 130 million cases of product sold annually)

• KO has a 35% interest in COKE’s stock (1 Board member)

• KO products represent 88% of our total volume

• We manufacture and/or distribute products other than Coca-Cola products: – Dr Pepper Diet Dr Pepper Sundrop – Monster Energy Campbell V8 Juice Products

• We operate in 11 states, primarily in the Southeast U.S. (one of the highest per capita consumption rates

in the world)

• We have ~2,000 SharePoint Users


Innovation in the Industry

• First bottler to manufacture & distribute Dasani

• First bottler to package & distribute fridgepacks (because we invented fridgepacks!)

• First bottler to introduce automated load-building system used primarily in the alcoholic beverage industry

• First bottler to introduce $.99 / 16 oz. bottle in convenience stores

• Only bottler to establish separate subsidiaries to support – consumer data mining – distribution technology and process consulting – transportation management – brand innovation


Brand Innovation - Fuel


What Sets COKE apart?

OUR PURPOSE

• Grow Profitably

• Pursue Excellence

• Serve Others

• Honor God in All We Do

http://www.cokeconsolidated.com/

http://www.cokeconsolidated.com/


Principal Risks for COKE

• Raw material/product costs

– Concentrate/finished goods (purchased from brand companies)

– Sweetener (volatility impacted by corn and corn by-product markets)

– Aluminum/Plastic Bottles/Fuel

• General Economic Conditions

– Fuel prices impact convenience store channel significantly

– Price elasticity

• Government Regulation/Public Policy

• Consumer preference (“sparkling” vs. “still” beverages)

• Customer needs/wants

Because of these ever changing risks, COKE has to place the right technology in the

hands of our people, from the street level to the C-Suite.


What is RedCentral?

Home Page


Sales & Delivery Site

Collection

Data about customers

with multiple locations

Workflow for payments to

customers and vendors Customer

issue resolution Management Employee

Performance Metrics

Commonly Used Apps


R.E.D. (Right Execution Daily)


What is R.E.D.?

• Right Execution Daily

• Management Tools Used to Help…

• Deliver Consistent Service to Customers and Consumers

• Change Salesforce Behavior as Appropriate

• Produce Improved Profitability for our Customers and COKE


R.E.D. (Right Execution Daily)

Dashboard

R.E.D. Reports

R.E.D. Navigation


Dashboard

Types of Surveys

Surveys in Last 30 Days

Stop Light Performance

Indicators


Large Store Database

List of Large Store Surveys

Survey Score


Large Store Survey

The Survey and Results are automatically

delivered to Customer Account Manager

The Survey and Results can be delivered to different levels of

Management


Auto Notification to Customer Account Manager

Customer Account Manager

Link to Survey


Other Survey Types

28 Different Survey types

• Customer Surveys • Job Performance Surveys • Customer Product Ordering


Large Store Analysis Reports

Survey Questions Grouped into

Categories

“Slicers” Used to Drill Down into Performance

Measurement


Large Store Analysis Reports

Line Charts Used to Measure Progress

Over Time

“Slicers” Used to Drill Down into Performance

Measurement


Large Store Analysis Report


Customer Data Search Account Number or Asset Number may be Entered

via Smart Phone or Computer/Tablet

Within Seconds, User Receives Email Detailing the Following…


Customer Data Search

COKE’s Salesforce Has Unprecedented

Immediate Access to Pertinent Customer

Data


What are our learnings?

Historically, COKE’s Communication Tools, Collaboration Methods and Performance Measurements Were Manual in Nature and VERY Decentralized

• SharePoint has become our single-most critical technology environment for our salesforce (and COKE, for that matter) by providing…

1. Email notifications and/or alerts (34,000+) to employees concerning everything from changes in customer pricing to customer R.E.D. stats.

2. Platform for employees to share best in class performance initiatives as well as collaboration on tasks from customer contracts to check requests.

3. Ubiquitous access to customer information and performance via a host of mobile device platforms.


Questions

Jody Billiard Coca-Cola Bottling Co. Consolidated

[email protected]

Shawn T. Olsen Coca-Cola Bottling Co. Consolidated

[email protected]

Produced by: Supported by: Platinum Partner: Gold Partner: Premier Partner:

Red Central Coke

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Transcript of Red Central Coke