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Trade Prom ot ion Managem ent(TPM): Pane l Disc uss ion

Dave Garriott, Global Business Solutions, McCormick & Company Inc.

Kunle Abidoye, Sr. SAP Analyst, THQ Inc.Tad Moskwa, Global Sales Tech., Wm. Wrigley Jr. Co.Michael Kantor, Managing Director, TPMA

Moderator: Chris Wiesen, Consumer Products Industry Principal


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SAP 2008 / SAPPHIRE / OR3940 Page 2

1. Introductions1.1. Panelists and Companies

2. Topic Overview

2.1. SAP Trade Promotion Management

2.2. Connected to the Enterprise3. Questions for Panelists

4. Open to Audience Questions

Agenda


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TPM Panel Disc ussi onPanel is t s and Thei r Com panies

David GarriottMcCormick & Company Inc.

Biography

Global business solutions

B.S. in computer science from Towson

University Emeritus of McCormick Multiple

Management Board

Information technology professional for22 years

Employed with McCormick for 11 years

Manager of business intelligence for fouryears (20012004)

Managed the commercial thread for the

past three years: main focus has beenthe implementation of SAP TradePromotion Management for theconsumer products division

Company Web site:www.mccormick.com

The Company

McCormick is the global leader in themanufacture, marketing, and distributionof spices, seasonings, and flavors to theentire food industry. Customers rangefrom retail outlets and food service

providers to food processing businesses.Founded in 1889, McCormick has

approximately 8,000 employees.
http://www.mccormick.com/http://www.mccormick.com/


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Kunle AbidoyeTHQ Inc.

Biography

Sr. SAP analyst

Company Web site: www.thq.com

Presently a senior CRM business analyst

for THQ Inc., Mr. Abidoye served as the ITproject manger and in-house functionalconsultant for THQs successfulimplementation of SAP Trade PromotionManagement. Mr. Abidoye has had in-

depth exposure to numerous SAP products(sales and distribution, logistics execution,CRM Internet sales, CRM middleware, andSAP Trade Promotion Management) andindustry verticals such as high tech, media,pharmaceutical, CPG, andtelecommunications.

Mr. Abidoye is an alumnus of University ofLagos with a B.Sc. in economics and

Philadelphias Drexel University LebowSchool of Business with an MBA.

The Company

THQ Inc. (NASDAQ: THQI) is a leadingindependent developer and publisher ofinteractive entertainment softwareworldwide. Based in Los AngelesCounty, California, the company

develops and publishes content for allviable gaming platforms.
http://www.thq.com/http://www.thq.com/


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Tad MoskwaWm. Wrigley Jr. & Co.

Biography

Business manager,global sales technology

Leads the integration of SAP CRM for

the William Wrigley Jr. Co.

Focuses on improving both technical andbusiness processes to enhance thecurrent implementation as well as

preparing for future rollouts andupgrades

Previously designed and implementedWrigleys in-house TPM system

Prior to joining Wrigley, was a consultanton various IT and business initiatives in

both the CPG and finance industries

B.S. in computer science from JohnsHopkins University

Company Web site: www.wrigley.com

The Company

Founded in 1891, Wrigley gum andcandy brands are sold today in over 180countries, and its portfolio of productsincludes dozens of innovative brandsthat provide consumers with a variety of

benefits, including breath freshening,tooth whitening, and vitamin delivery.
http://www.wrigley.com/http://www.wrigley.com/




Michael KantorTPMA

Biography

Managing director

Company Web site: www.tpmaww.com

Responsibilities include the strategy anddevelopment of all programs, services, andmember benefits. He is an industry veteranwith twenty years of accomplishments inchannel promotions, brands, supply chain,

and marketing services ranging fromtechnology in trade promotion and marketingsystems to leadership in some of the largestpromotional firms, such as NSI, Inc. andCoAMS.

He is a member of the GS1 Trading PartnerPerformance Management Council. Heholds a bachelors degree from WCSU, andan MBA with highest honors from St.Thomas Aquinas College.

The Company

Trade Promotion ManagementAssociates (TPMA) is an association for

professionals and organizations involvedwith trade promotion. TPMA providesmembers with information, education,and research on the dynamic world oftrade promotion, including co-op

advertising, market development funds,slotting fees, off-invoice deductions,

channel promotions, and more.
http://www.tpmaww.com/http://www.tpmaww.com/



1. Introductions1.1. Panelists and Companies

2. Topic Overview


2.2. Connected to the Enterprise

3. Questions for Panelists


Agenda



Advertising and consumer promotions

TPM

Manufacturer

Retailer

Consumer

TPM

TPM Panel Disc ussionWhat is Trade Prom ot ion Managem ent (TPM)?

Trade promotions are incentives paid by manufacturers to retailersfor merchandising support



1. Headquarter planning Consensus plan Sales budgeting Schedule creation 2. Account planning

Pre-analysis Event planning Promotion planning

3. Sell-in andnegotiation Proposal generation

Demand planning Flexibility

5. Evaluation and

analysis KPI reporting Syndicated data Funds tracking

4. Retail execution,validation, and settlement FSR support Invoicing Payments

TPM Panel Disc ussionThe Closed -Loop Proc ess



Consumer Brandmanagement

Categorymanagement

TPM andaccount

management

Retailexecution

Customer

MarketingCategory

management HQ planning Account managers Sales reps

Plan eventsConsumer

insights

Sell-in and

execute

The four

Ps

Analyze

and budget

Coordinate

calendars

Connect processes from consumer insight to advertising,

consumer, and trade promotion through to in-store execution,settlement, and analysis

TPM Panel Disc ussionTPM Wi t h in In t egrated Sales and Market ing

Consumer insightsWhat do they buy? What do

they consume? Where arethey? How do I retain them?

Role of categorySupport brand growth within the

category framework that is so criticallyimportant to the customer

Excellence in executionBuild and communicate plans that are

aligned with strategy store and outletcoverage and produce profitableresults



1. Introductions

1.1. Panelists and Companies

2. Topic Overview




Agenda



TPM Panel Disc ussionQuest ion #1

What are the industry challenges fordefining best-practices for TPM?




What business conditions led yourcompany to select SAP TPM?




Have you met your objectives andmetrics that were set for success?


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How has the closed-loop visibility to

key customer data impacted your

company?


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Please discuss how you approachedchange management for TPM?

TPM P l Di i


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How does the TPMA and its members viewthe need for best practices and metrics

to support their TPM processes?

TPM P l Di i


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Please discuss the lessons learned from your TPMimplementation. What advice can you give others

who are considering SAP TPM?

TPM P l Di i


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Please comment on any benefits youhave realized.

TPM Panel Disc ussion


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Based on your experience implementing

SAP TPM, what is the single mostimportant factor for success?

TPM Panel Disc ussion


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As manufacturers get their internalprocesses in SAP TPM working better,

what will be the impact on howyou engage your customers?

Agenda


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1. Introductions

1.1. Panelists and Companies

2. Topic Overview




Agenda


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Thank you!

Ac c ess SAPPHIRE 08


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Ac c ess SAPPHIRE 08Orlando Onl ine

www.sap.com/us/sapphire

Watch video recordings, download audio filesin MP3 format, and view the slides fromall keynotes and presentation sessions.

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