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Proximity Communication Kit
March 2009
New Danone is the strategy for the years tocome. New Danone is not a new project on top,but an initiative that is at the heart of everythingwe do anyway. New Danone means a transfor-mation of what we are, and 6 working streamshave been identified as increased points ofattention for our business:
This proximity communication kit provides amonthly source of information on key topicsof interest for our employees in the BabyNutrition Division. This kit will facilitate your regular proximity events (i. e. face2facemeetings) with your employees. The informa-tion in this toolkit is a high-level update fromthe various areas of business such as:
Blue Ocean: Sometimes also called ‘Innovation’ this streamdescribes Danone’s ambition to be perceived as the mostinnovative company worldwide in health through food.Blockbusters: This stream is about boosting our international brands
Health: Sometimes also called ‘Health Credibility’ this stream shows that Danone’s concern - internally andexternally - is about bringing health to people
Nature: Showing Danone’s efforts to treat our planet and itsresources in a sensible and sustainable way
People: Our employees are the backbone of our company,and Danone wants to be the ‘Best Place To Grow’
Danone 4 All: Sometimes also called ‘Growth for all’ or ‘4Billion’ this stream is about providing all people with ourproducts - everywhere and affordable
Finance
Marketing
Sales
Medical
R & D
Operations
HR
Communication
s
& Other
Activities
About the Proximity Communication Kit
•Good market growth in February, this is something we can be proud of.
•March, as well, looks promising and positive, so, our business model seems to be working really well.
•However, we also see a clear decline of our markets, so we really have to actively grow our market. This is going to be vital.
Regards,
Christian
My PCK highlights for March
“
François Caquelin ([email protected])
FinanceKey Figures February 2009
* Positive percentage in expenses (v LY and v B) means higher expenses, hence lower ROP (and vice versa)
February Key figures February YTD
36.7 5.6 % (1.5)% 75.2 1.6 % 0.0 %
245.4 14.8 % 0.1 % 499.3 9.7 % 1.6 %
123.7 19.2 % 2.2 % 248.6 14.1 % 3.4 %50.4 % 189 Bps 104 Bps 49.8 % 193 Bps 90 Bps(30.4) 46.3 % (1.3)% (62.1) 14.1 % 1.6 %(41.3) 23.9 % 0.9 % (80.3) 15.9 % (1.2)%43.0 0.9 % 5.7 % 87.6 11.4 % 8.9 %
17.5 % (240)Bps 94 Bps 17.5 % 27 Bps 119 Bps
40.9 83.3
37.1 (119.3)% 94.7 % 83.6 25.1 % 98.2 %
% v B
Margin on Operations (CO)
% v LY % v BActual
Volumes (kg's)
CO/CANN(%)
Operating Income @ Real Rate
Operating Free Cash Flow (OFCF)
Overheads (Sales Force, H-O)
% v LYActual
Net Net Sales (CANN)
@ Budget rate 2009
Advertising & Promotions
Operating Income (ROP)ROP/CANN (%)
YTD Volumes YTD Cann YTD ROPAct % vLY % vB Act % vLY % vB
Northern Europe 10.3 6.3 % 4.5 % 72.8 7.0 % 3.2 %
Middle Europe 2.6 (11.0)% 11.1 % 24.7 7.0 % 6.8 %Southern Europe 22.2 (1.4)% 5.0 % 120.5 2.8 % 3.2 %Eastern Europe 9.3 (2.3)% (3.2)% 66.8 9.0 % (0.7)%ROW 8.0 1.2 % (0.8)% 59.1 2.1 % (4.3)%Asia Pacific 22.8 6.1 % (5.8)% 155.5 21.7 % 2.1 %
Total Baby 75.2 1.6 % (0.0)% 499.3 9.7 % 1.6 %
Alejandro Pinillos ([email protected])
MarketingNew Way of Working (NWoW)• See HR page in this PCK
Divisional results February 2009• Very good, especially in Milks.•Both Immunity and Superior Nutrition are growing•Latest Market share update: Strong global share momentum. Global market still showing signs of slowing-down, to be monitored
Milk Innovation Session•Cross-functional inspirational workshop to brainstorm on the innovation pipeline with ca. 30 participants 11 – 12 May 2009
Global Marketing TrainingModular training for Marketing staff in Baby Nutrition, will be rolled out in 2009, covering the 4 aspects: 1) Copy, 2) Media 3)Packaging 4) CRM. Details by [email protected]
Global Marketing Team in place•All global Marketing vacancies have successful been filled now, putting a highly expertised team in place. Details and orga charts will be cascaded to the Marketing Team per separate communication beg. April.
OrganicUpdate on Organic, covering trends, consumer insight and different brand models, can be retrieved through [email protected], [email protected] or [email protected]
James Mayer ([email protected])
Sales
Customer Engagement
Through Thought Leadership and
Acceleration of Best Practices to deliver POP
control
Customer Engagement
Through Thought Leadership and
Acceleration of Best Practices to deliver POP
control
PeoplePeople
Cate
gory
Cate
gory
Custo
mer
Custo
mer
Investment
Investment
Availabilit
y
Availabilit
y
Baby Nutrition Sales Diamond
The customer environment is becoming tougher each month.The No1 focus now is price and trading terms. Ensure your key
accounts teams are prepared
Monitor the financial health of your retailers and distributors constantly to avoid bad debts
Make sure you are taking advantage of the Shopper Lab
training to help dominate in-store. Asia training in March
in Bangkok
Use the Danone Sales Competencies as a great tool to develop the team…
remember the sessions from the Sales Dir conferences fall 2008 or see Dan Sales.
The Pharmacy channel is the fastest growing channel in Baby YTD. Continue to develop your plans in this channel and also leverage the Medical team
Pauline Lee ([email protected])
MedicalGlobal Medical Conference Athens March 5 - 6• Feedback from the delegates has been very positive; delegates rated the overall meeting
between good (35%) & excellent (65%).
Key Messages:• Continue the successful Immunity story --> credibility with HCPs is high and there are
more publications from MIPS to come.• Drive differentiation in Superior Nutrition brand --> Utilise current benefits,
differentiated messages, style and targeting. Don't wait for differentiated recipes which will come as soon as possible.
• Beat the Competition --> be quick to share market information & take cross functional approach
• Increase share of voice with Medical CRM --> use toolkit available & link HCP web pages to ‘eSymposia’
• Improve Medical Sales Effectiveness --> implement AFB, resource smartly &, improve competencies
• Help address the 21st Century Epidemic of Allergies --> with the benefits of our unique prebiotic mixture & well informed Medical Reps.
• Bring Medical influence to Grow the baby business beyond Infant Formula --> raise awareness of bad feeding habits & create relevance for our products.
• Maintain & build credibility of Danone Baby Nutrition --> manage KOLs effectively & align cross functionally.
Danone International Scientific Symposium 7 March Athens: addressed topic Diseases & Obesity. Attended by > 250 KOLsthe ranking of the speakers was extremely high, scoring between very good and excellent. 75% of delegates stated that the information presented will change their daily recommendation of infant nutrition, 100% will share that information with colleagues.
Florence Jeantet ([email protected])
R & DClinical studies• Clinical studies protocol approved now in china and Thailand for GIANT ( toddlers) : Great news we can move on !
OPENWAY• OPENWAY will soon replace OPERA and FREEWAY. More info with your respective R&D contact.
KOL visits Wageningen• Wagenigen remains a very attractive location to bring in KOL’s. Planned schedule 2009:
27 March Tunisia & Maroc16 April Russia17 April Bosnia28 April Ireland15 May Cyprus & Dubai19 May Russia29 May Italy11 June UK18 June Algeria18 September Slovenia25 September Spain9 October Bulgaria12 November UK13 November Portugal
Speeches• Reminder to our medical colleagues : a very long list of speeches expected for R&D, all over the world. Can you
please liaise with the central medical team ? Thanks in advance for your understanding.
R & D Young talent programs• How can R&D accelerate the young talent carrier ? R&D DBN participates in the 3 rd wave, starting as of 16
March . For more information [email protected], our DBN R&D HR person.
Vincent Maurice ([email protected])
Operations
Key take-aways • Wise performance in February: At our 22 manufacturing sites 19 people have been injured
already this year, forcing them to stay at home/ hospital. Next to behavioural causes, the uncontrolled introduction of new equipment and tasks as well as servicing/ trouble shooting production lines without shutting them down properly (or LOTO, Lock out tag out) caused many of these injuries.
• The major capex projects will be submitted very soon : Dwarf (RTF milk) in Steenvoorde, Installation of a 2nd Bag In Box line in Istra, a new boiler house in Istra.
• 2 essential expertise network projects have just been kicked-off : one on EaZyPack with
the 5 production sites under Alexandre Grillet’s leadership. This project aims to improve the competitiveness of our EP production lines across the globe. The other one is on spray drying with all plants under the leadership of Antoon Jansen. This project will identify best practices in order to debottleneck the current spray drying capacity.
• Vacancies filled: Bruno Mahe is joining as VP Supply Chain EMELA, Neil Mc Cann is joining
as VP Supply Chain Asia and Kay Gorgus is also joining as Manufacturing Overlay Director Asia.
Service Service LevelLevel COGS per TonCOGS per Ton ComplaintsComplaints SafetySafety InventoryInventory
4.592+ 1,1%MTD
4.693
BUD
+ 2,3%YTD
ACT€/T
4.592+ 1,1%MTD
4.693
BUD
+ 2,3%YTD
ACT€/T
97.2%
YTD
98.0%97.1%
TGTACT
97.2%
YTD
98.0%97.1%
TGTACT
19.3
YTD
16.6
BUD
20.3
ACT
19.3
YTD
16.6
BUD
20.3
ACT
6.6
TGT
8.8
YTD
9.9
ACT
6.6
TGT
8.8
YTD
9.9
ACT
261
TGTDec ’09
281
ACT
291
Dec ’08
YTD
M€
261
TGTDec ’09
281
ACT
291
Dec ’08
YTD
M€
Franck Aimé ([email protected])
HRWise• The Wise Safety programme includes all parts of our organization. Of course, Wise will be
rolled out at full scope in our Supply Points. In additon, special emphasis will be put on our sales units this year, focusing upon safety for people on the road.
• A specific roadmap has been defined for all Supply Points to be implemented in 2009.• Currently a likewise roadmap is being finalised for Sales and will be communicated in more
detail shortly.• A plan for supply chain / logistics is equally underway.• Actually, monthly Group Safety Reporting is being implemented for all business units. During
the coming month, special attention is required to make sure this reporting is put in place efficiently.
• 2nd edition of Wise DBN Steering Committee took place on 17 March in Brive, F, with the focus on the review of the Wise rollout in DBN, including deployment within the Sales Function. The Steering Commitee meeting in Brive was also an excellent opportunity to specifically review / challenge the Brive safety performance with the plant team.
Leadership College• Initiative with the aims of:
•Developing a distinctive leadership culture, reflecting the unique mission, culture, values of Danone, and inspiring all Danoners for the mutual growth of Danone & of themselves.
•Allowing expression of diverse leadership styles based on people’s strengths
New Way of Working (NWoW)• Strengthen initiatives such as Mentorship program or Leadership college
Dani Meyer ([email protected])
Communications & Other Activities
Danone People Survey 2009• Has gone ‘live’ this week (16 March)•All Leaders are now asked to boost this initiative in order to achieve a very high level of participation.•Survey will run until 27 March 2009•Survey results are expected to be available at the beginning of June 2009 and will be sent to line management in the form of an ‘active Excel’ file
Global map of Danone supply points• As of April, a global map featuring all Danone supply points (all 4 WWBUs) is available from Corporate communications. This is a highly convenient visualization of all Danone production sites worldwide.•A pdf print version of that map will be distributed to Senior Management for further use and cascade.
Danone Anniversary•Danone celebrates its 90th anniversary in 2009, which will be commemorated through various initiatives and communication channels and serves as an invitation to include that anniversary in your respective (PCK)-communication as well. We will get back to you with a more detailed communication plan.
19191919 20092009
Please share your proximity (event) feedback with us ([email protected])
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