Key Reports

Agenda

• How to access reports• Seven key reports • Highlights from each report• Additional reports• Summary & next steps

WCCP - EBI Dashboard

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Key Reports Overview

• Reports that affect your sales targets:– Target Progress report– Distribution Gap reports– MACO Visibility report– Simplified Ranking report– POCE report

• Reports that reflect your budget:– Commercial Direct Spend report – GL Account Detail Transaction report

Target Progress Report

• Provides quick snapshot of where you are re: performance and payout

• Breaks numbers down for 3 KPIs – MACO– Distribution– POCE

• 4th KPI (Initiative) changes monthly • A.K.A. 101 Target Progress report

Target Progress Report

Distribution Gap Reports

• Provide detailed look at the distribution of each of your SKUs

• Identify gaps re: whether a SKU is available at a given POC

• Are available in both On-Premise (005G) and Off-Premise (005H) versions

Distribution Gap Reports

MACO Visibility Report

• Provides detailed look at where you are vs. MACO targets

• Includes data re: overall monthly targets and SKU-specific targets

• Flags SKUs as on-target, up to 10% below target, or more than 10% below target

• Indicates estimated variances

MACO Visibility Report

Simplified Ranking Report

• Ranks all your accounts weekly by industry volume (in hL) and Labatt share (in %)

• Identifies your largest accounts• Includes number of visits (live and telephone)• A.K.A. 003 report

Simplified Ranking Report

POCE Report

• Provides POC evaluation data for last 8 weeks• Gives pass/fail grade for Basic and Winning

behaviours– Passing grade for Basic POCs = all “Yes” – Passing grade for Winning POCs = all “Yes”

for Basic behaviours + all Winning questions minus one  "Yes"  for Winning behaviours 

• Shows where you are vs. POCE target • All “No” items become sales objectives• A.K.A. 114a report

POCE Report

Activity

Activity

Commercial Direct Spend Report

• Provides financial summary of where you are with respect to fixed costs and variable budget

• Compares planned vs. actual costs• Numbers organized in MTD, YTD, YTG, and Full

Year• A.K.A. 031 report

Commercial Direct Spend Report

GL Account Detail Transaction Report

• Provides financial summary of where you are with respect to fixed costs and variable budget

• Compares planned vs. actual costs• Organizes numbers in MTD, YTD, YTG, and Full

Year• Used to reconcile expenses every month• A.K.A. 031 report

GL Account Detail Transaction Report

Additional Reports

• More national reports– Trend reports– Variance reports– Etc.

• Regional reports– Québec GL detail transaction report – Sales Bible– Etc.

Summary & Next Steps

• Access reports through WCCP – EBI Dashboard

• Use key reports to focus your sales efforts and impact your bottom line

• Additional report training to come

THANK YOU!