ava presentation guidelines presentation to team sdfsf

7/27/2019 AVA Presentation Guidelines Presentation to Team sdfsf

1/26

Sales and Marketing Productivity Team 1

Added Value Analysis

TOOL USED IN SALES AND MARKETINGPRODUCTIVITY PROJECTS


2/26


The Composition Of The Presentation

CHECKLIST

EXAMPLES

SOFTWARE

INTRODUCTION


3/26


Overview

What is Added Value Analysis?

Who is involved?

Why is AVA effective? How is it performed?


4/26


What is an AVA?

An Added Value Analysis (AVA) is a systematic

observation with the aim of:

focusing everyone's energy on essential activities

improving effectiveness of all activities by streamliningdecision making and improving accountability

achieving lasting improvements by eliminating non-

essential tasks

building commitment to ongoing improvement byinvolving staff in the process


5/26


The AVA study is not:

An attempt to get people to work harder

A way of getting the same workload done withfewer people

An attempt to reduce the quality of the work to

the detriment of the business

What an AVA is NOT ...


6/26


Who is involved?

All relevant Marketing, Sales and Supply Chain

functions, i.e.

Marketing manager

Product / Brand manager

Key Account Manager (KAM)

Supply chain managers

Any type of supporting function related toMarketing and Sales


7/26Sales and Marketing Productivity Team 7

Why is an AVA effective?

The participants generate the improvementidea in conjunction with the team

It involves all areas in innovative thinking

and idea analysis

The management approval process

ensures a fit with long term strategy

It improves managers' cost awareness of

the tasks performed It streamlines activities, tailoring the

organisation to its workload



Do we know which activities

we spend our time on?

Why carry out this survey?

30%Knowledge ?

100%Knowledge

Better Decisions

can be made

(Prior to Survey) (A full Time &

Motion study)

(This Survey)




INTRODUCTION

EXAMPLES

SOFTWARE

CHECKLIST



How is it performed?

Overview in 4 steps

Preparation with the unit heads

Analysis of activities

Idea generation

Action plan



Preparation with the unit heads

- Meet with the Unit / Department Heads

- Explain how the study is carried out

- Explain the role of the organization and theexpected benefits

- Explain timetable and key dates

- Show examples of results from previous projects

- Show example of documents to be used (ie: AVA form)




Preparation phase

- Define the areas of the Company to analyse and the

names of people that are going to receive the AVA- Define the AVA form(s), adapted for the market

- Make the computer ready to input the data once the

AVAs are received

- Prepare a cover letter and a sheet with instructions onhow to fill out the AVA


13/26




Process AVAs with the computer application

- Input AVAs as soon as they are received and validated

- Extract reports from the system to analyse results



Idea generation

Perform Brainstorming sessions to:

- Analyse results of AVA

- Generate ideas to improve productivity and eliminate

activities with no value added

- Evaluate cost, benefits, and feasibility of ideas proposed

- Integrate ideas with other proposals coming from the project

Present ideas to management to obtain approval



- Define timetable for implementation considering

also pilot initiatives

- Define resources needed- Start implementation

Action Plan



Tips ...

Don't underestimate the time needed

Test the forms before sending them out

by someone from the local Market

Inform people that no names will be

disclosed and that results will be

analysed in aggregated form




INTRODUCTION

CHECKLIST

SOFTWARE

EXAMPLES



Market X: Breakdown of main Brand

Management activitiesA third of brand management's

time is spent in meetings (28%)

and market visits (7%)

Of the remaining 65%,

consumer related activities,

new products and sales are the

three key activities of Brand

Management

28

7.27118.714.5158.6

0

20

40

60

80100 OTHERS

CONSUMERRELATEDACTIVITIESNPDSTRATEGYSALESSUPPLYCHAIN

MARKET

VISITSMEETINGS



Market X:

Consumer related activities

COMMUNI-CATION

3.2%

AGENCY-MEETINGS

6.3%

PROMO-TIONS4.2%

PR &SPONSOR-

SHIP1.3%

Involves major activities of planningand implementing communication

programs and promotions

Brand Management spends only 15%

of total time on this - hence time

spent on each task is low

28

7.27118.714.5158.6

0

20

40

60

80100

M k t X


21/26


New product development involves14.5% of brand management time

However time spent on each

specific activity is low

Market X:

New product development

TASTING0.7%

LAUNCH

FOLLOW-UP1.9% PLANNING &

COORD.6.5%

LAUNCH PREPA-RATION

0.9%

INT.

LAUNCH1.9%

RESEARCH0.9%

MKT ANALYSIS1.7%

28

7.27118.714.5158.6

0

20

40

60

80100


22/26



INTRODUCTION

CHECKLIST

EXAMPLES

SOFTWARE


23/26


24/26


25/26


26/26

26

Added Value Analysis

TOOL USED IN SALES AND MARKETINGPRODUCTIVITY PROJECTS

ava presentation guidelines presentation to team sdfsf

Documents