© ArchPoint 2011

How to Plan, Execute, and Deliver the Right TPM Solution September 28, 2011

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Meet the Experts

John Karolefski Executive Director

Shopper Technology Institute

Mark Parker Consulting Partner

ArchPoint LLC

Joel Cartwright Director- Pre-Sales

TradeInsight

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ArchPoint at a Glance

!  EXPERIENCE: practitioners with 20+ years experience garnered at major companies like GE, P&G and Coca-Cola

!  FOCUS: sustainable growth and meaningful change

!  SERVICES: strategy to execution—OGSM, high achieving teams, organization design, go-to-market planning, marketing, sales

!  RESULTS: profitable growth, improved productivity and a deeper understanding of the organization’s culture

Clients

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TradeInsight at a Glance

!  EXPERIENCE: practitioners with 25+ years experience garnered at major CPG manufacturers

!  FOCUS: simplifying trade promotion management for small to mid-size manufacturers

!  SERVICES: trade promotion management

!  RESULTS: profitable growth, improved bottom-line, better forecast accuracy and uncover invalid deductions

Clients

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“Despite the fact that large CPG firms in particular believe their processes are unique, 70% of all respondents

suggested that including best practices in the software solution

would improve success.”

- TradeInsight 2010 Trade Promotion Management

Don’t Reinvent the Wheel

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Organizational requirements needed to successfully implement a TPM solution:

The right processes and metrics in place

Total adoption throughout the organization

A transparent funding strategy

Requirements

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Accomplishes three objectives:

Better align the organization

Prevent any surprises at the end of the fiscal year

Facilitate the best choices from the investment

A Good TPM Solution

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!  Manage your work days efficiently

!  Maximize time with and away from customers

!  Drive value to the brand in every activity

Time is Money

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The Four M’s of Successful TPM

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The Four M’s—Marketing Alignment

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Is your customer promotion strategy consistent with the brand’s objectives and strategies?

Marketing Alignment

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!  Connect expectations of the brand with your TPM solution

!  Invest in the right merchandising vehicles at the right time

!  Ensure price subsidy and strategy support the consumer strategy

Marketing Alignment

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The Four M’s—Management of the Budget

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Are you often finding yourself overspent or are you planning conservatively because you never know what surprises are coming at you?

Management of the Budget

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!  Don’t navigate in the dark

!  Understand your financial exposure and pricing

!  Be in control of your spending

Management of the Budget

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The Four M’s—Maximization of Funds

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Are you getting the most from your dollar invested?

Maximization of Funds

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!  Optimize your promotion events, volume, and profit

!  Maintain a consistent view of maximization

!  Avoid “promotion copying”

Maximization of Funds

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The Four M’s—Manufacturing Alignment

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How have you tied your promotional planning to your sales and company forecasting process?

Manufacturing Alignment

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!  Align manufacturing with your promotion calendar

!  Avoid ineffective processes that cause misalignment

!  Understand volatility caused by Hi-Lo events vs. EDLP/EDLC

Manufacturing Alignment

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In Conclusion—Summary

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Contact Information

John Karolefski john@shoppertech.org

Mark Parker mark.parker@archpointconsulting.com

Joel Cartwright jcartwright@tradeinsight.com