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1
May 2015
Global Team meeting
2
Questions
‘’If everyone would communicate like Alan, communication would be outstanding’’
Who do we call when we require information on a Global opportunity
How important is the Global business to us
3
Agenda Topics
2015 Regional Objectives
Global Program - Regional Importance
Survey– Regional findings
What do you do well
What can be improved
How can we be even better
4
Key 2015 Objectives
Profitability
Margin Improvement Plan
Sales Productivity- each person is accountable
Business Balance– Increase local market share– Vendor diversification
SCS – cornerstone of our business
Velocity- execution on our core initiatives– Global Programs– Security- step 2: Video +– One Anixter
2015 Budget- UK
Excellence in Execution
04/15/2023 – Proprietary and Confidential. © 2015 Anixter Inc.
5
Security
29,2MGLOBAL
Accounts
SMB
73M
20,3M 52,2M ECS
7MData CenterSolutions
6MGLOBALIntegrator
6M GLOBALSecurity
Security Budget Region ECS
6M SMB
2015 Budget- Region North
Excellence in Execution
04/15/2023 – Proprietary and Confidential. © 2015 Anixter Inc.
6
Security
10,7MGLOBAL
Accounts
SMB
41,3M
12,5M 32M ECS
5,5MData CenterSolutions
3,8MGLOBALIntegrator
7M GLOBALSecurity
Security Budget Region ECS
3M SMB
2015 Budget- Region ME
Excellence in Execution
04/15/2023 – Proprietary and Confidential. © 2015 Anixter Inc.
7
Security
5,3MGLOBAL
Accounts
3SMB
62M
36,5M 25,5M
ECS
1,8MData CenterSolutions
3M
SMB
7,4M
GLOBALIntegrator
4,2M GLOBALSecurity
Security Budget Region ECS
2015 Budget- Region Central
Excellence in Execution
04/15/2023 – Proprietary and Confidential. © 2015 Anixter Inc.
8
Security
6,9MGLOBAL
Accounts
SMB
64,3M
27M 37,3M ECS
3,5MData CenterSolutions
9MGLOBALIntegrator
4M GLOBALSecurity
Security Budget Region ECS
2015 Budget- Region West
Excellence in Execution
04/15/2023 – Proprietary and Confidential. © 2015 Anixter Inc.
9
Security
13MGLOBAL
Accounts
SMB
53M
22,5M 31M
ECS
4MData CenterSolutions
2,5M
SMB3M
GLOBALIntegrator
4M GLOBALSecurity
Security Budget Region ECS
2015 Budget- Region South
Excellence in Execution
Security
6MGLOBAL
Accounts
3SMB
50M
23M 27M
ECS
2MData CenterSolutions
4,4M
SMB
4M
GLOBALIntegrator
4M GLOBALSecurity
Security Budget Region ECS
11
General Questions
What is your personal expectation from the Global team
Today- which Global initiatives are important to you and your region - please provide % for each initiative against your total regional number
Do you have a clear understanding of the 2015 objectives and strategy for all our Global initiatives – yes/ no. If not , which one is not clear
Are you or your team spending a lot of time in supporting the initiatives/ central people in- country– if yes/ % of time
What is the impact if the Global initiatives objectives are not met in your countries/ region
What do you think the Global initiative growth area’s are in your region in 1 to 3 years time
12
Communication
Do you feel you’re informed in a pro-active manner about an opportunity- Rate 1 to 3 ( never, sometimes, always)
How often do you communicate with the initiative owners – please rate from 1 to 3 ( never- sometimes – always)
Who’s your GO TO person when you need information
What type of communication do they provide you when working on an opportunity – If you feel you want to break it down per initiative , please do
What type of communication do you prefer, how often and in which format
Are you aware of the following information related to their target accounts : (including security and services)
How would you rate the quality of service they provide you and your teams- Rate 1 to 3 ( poor- good – excellent) + any comment
Are there any other communication improvement areas
How does the central support team inform you of their activities
13
Collaboration
Do you feel if the different teams are communicating/ collaborating among them in the best interest of winning a deal- yes / no + communication
How would you rate the service and speed of reply/respond of the Global team when a question/request comes from your local sales related to a project/account linked to the Global team? 1-3 ( poor- good-excellent)
Do you feel our initiatives owners understand your in country needs – yes / no + comment
Do you feel they understand the impact if in- country objectives are not met.—yes/no + comment
Are all the projects you’re aware of in CORE- yes/ some/ no
To which extend are you involved when decisions need to be taken on any opportunity – comment
Is there any area you feel we’re being unproductive and needs to be changed--comment
Do you find the initiative owners plan their in- country visits in a professional way- rate from 1 to 3.
Does the central support team share their activities on their target accounts ( #quotes, #opportunities, win- losses etc )Yes/ no
14
Tools
Do you feel the initiatives owners are using CORE in the way your people do. Yes/ no + comment
Do the initiative owner share the following information with you or LMAccount strategy – yes/ noAccount Plan- Yes / noAccount actions – Yes/noPlaybook if any- Yes/ no
If you would be an initiative owner what would you do different- comment
Does the information on the monthly initiative report meet your expectation- yes / no + comment
Are you or your people usingWIRE to get information on theGlobal initiatives ( who does what, play book etc..)
What is the quality of information on WIRE – Rate 1 to 3 ( poor- good- excellent) + comment
Is there anything else you feel is important to mention- comment
1515
Findings
• We all have a clear understanding of the 2015 Global initiatives strategy
• Business opportunities are different in each region• GA - DC are key in UK, North,
West• GI- are key in Central, South,
ME
• The ‘value add’ of the central team is perceived differently in each region
• There’s a large impact if we don’t meet our in-country Global targets and objectives
• 20 to 35% of our people times is supporting the Global initiatives in country
• We all believe we can double our Global numbers in 3 years time
1616
What do you do well
• Consistent messaging• Monthly update calls
• Dedicated people on major account opportunities • making it easy to do business with
• Information on ‘real’ opportunities is done in a correct way
• Strong TEAM effort to win deals on ‘Priority Accounts’
•Monthly reports are relevant and clear
1717
Improvement area’s
• Communication• Mapping an opportunity• Sharing Account strategy, ADP, action
register• Outcome visits• Pipeline ( CORE)
• Blending into the country organisations
• Understanding the local needs/ challenges / financial implications
• Need to simplify the process for non ‘priority accounts’• Increase efficiency
• Interaction between the ‘central support team’ and local teams• response time• Activity overview on dedicated
accounts
• Monthly estimates/ issues • Need to be more efficient
• Vertical Market Account Strategy/ development plan
1818
How can you help
• Need for a linkage strategy when working on an opportunity• Builder/ main contractor/ channels• MTDC/ Incumbant installers
• ADP plans- agree on same format• Local / Global
• Build financial matrix for quoting purposes• Incl Line charge, distribution charge,
freight
• Build database with AXE friendly installers
• Security / ECS
• Receive Monthly overview sheet #quotes/ wins/ losses
estimates
• Flow chart for local International opportunities• cheat sheet
• Identify 1 to 3 focus vertical markets ( ie Retail)• Create cheat sheet• Value proposition
19
Q&A