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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
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