“Creating Value TOGETHER” - NACDS Homepage · 2017-03-07 · “Creating Value. TOGETHER ... Initiative Plan #2 JBP Workbook. 19 JBP OUTPUT TEMPLATES. Creating alue Together Plan

“Creating Value TOGETHER”

JOINT BUSINESS PLANNING

INDUSTRY REPORT SPONSORED BY:

NACDS & The Partnering Group

APRIL, 2014

JBP ToolKitHELPFUL TOOLS


2

Key JBP Meeting Agendas• Leadership Approach• Advanced Approach• Foundation Approach

JBP Output Templates• Insights Summary• Core Finacncial• SWOT Analysis• Scorecard• Scorecard Build• Joint Initiative Prioritization• Initiatives Summary• Plan on the Page• Plan Implementation

This report contains diagrams and templates copyright of TPG. © 2014 The Partnering Group Inc. For a copy full JBP Report please contact:

• Managing Director -Manufacturer

• [email protected]

Mike Holcomb Peter Leech

• Managing Director -Retail Practice

• [email protected]

**This report, its recommendations and its toolkit are provided for information purposes only and their use offers no guaranteed financial or business outcomes.

Creating Value Together

3

J B P T O O L K I T


JointBusinessPlanningLeadership level Key Meetings/Sessions


FirstKickOffMeeting #1example “Working Agenda”

4

J B P T O O L K I T



DiscoveryMeeting #2example “Working Agenda”

5

J B P T O O L K I T



InitiativeplanningMeeting #3example “Working Agenda”

6

J B P T O O L K I T



QuarterlyreviewMeeting #4example “Working Agenda”

7

J B P T O O L K I T



JBP–KeymeetingsAdvanced level

8

J B P T O O L K I T


Session 0 Discovery, Planning

Preparation

Session 1.5 Initiative,

Scorecard Updates

1. Discover,Initiative Planning •  Information sharing•  SWOT Discussion•  Key Opportunities•  Finalize Strategies•  Finalize Initiatives•  Finalize Joint Scorecard

Monitor & Renew • Review of executionplans • Due dates• Review of results andadjustments

Manufacturer Internal

Joint Sessions & Deliverables


Preparation

Session 1.5 Initiative,

Scorecard Updates

Retailer Internal

Files Shared for Pre-

Read

Strategy &

Initiative List for

Pre-Read

Meeting #1 Bi-Annual Meeting


Discover,initiativeplanningmeeting #1 Advanced levelexample “Working Agenda”

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J B P T O O L K I T


Topic Objectives Format Duration

Introductions / Meeting Purpose

  Introductions   Review objectives for meeting

  Introduction/Objectives By Retailer

15 minutes

Marketplace Landscape Review

  Industry Landscape/Economics   Key Trends / Business Drivers   Marketplace Assessment – Category

Dynamics

  Presentation by Manufacturer

15 minutes

Vision & Objectives Current State Assessment

  Scorecard Review   Review business by category

  Category Vision / Objectives (Retailer * Manufacturer)

  Current State Assessment 15 minutes

Strategies / Initiatives

  Review Category Strategies and Initiatives presented by both Retailer and Manufacturer (to include Shopper Marketing)

  Gain Alignment of Strategies & Initiatives – Assign Initiative Ownership

  Presentation By Manufacturer   Facilitation Workshops to flush out ideas   Initiative Ideation & Build Out   Initiative Planning & Roles 3hrs

Open Items and Next Steps

  Discuss open items   Align on next steps   Secure next Meeting Date and Location

  Wrap up and Close

15 minutes


Bi-annualreviewmeeting #2 Advanced levelexample “Working Agenda”

10

J B P T O O L K I T




Introductions Review objectives for meeting

Introductions/Objectives By Retailer

10 minutes

Initiative Review

Update on Initiative Results to Date Scorecard Metrics What’s working/ not working? Issues that need to be resolved Help needed from the Team Recommended changes to the Initiative Plans

Finalize Implications: Changes toFinancials and Timing

Presentation by Initiative Owners(shared between Manufacturer andRetailer)

2 Hours

Initiative Prioritization

Discuss any changes needed to theprioritization of each Initiative (ByCategory, Across Categories )

Manufacturer & Retailer Collaboration

30 Minutes


Discuss open items Align on next steps

Wrap up and Close

15 minutes


JBP–AnnualToptotopmeetingFoundation level

11

J B P T O O L K I T



Preparation

1. Discover, Initiative Planning,Align•  Information sharing•  SWOT Discussion•  Key Opportunities•  Finalize Strategies•  Finalize Initiatives•  Finalize Joint Scorecard•  Gain Alignment

Manufacturer Internal

Joint Sessions & Deliverables


Preparation

Retailer Internal

Files Shared for Pre-

Read

Annual Top to Top Meeting



12

J B P T O O L K I T


JBP Single Meeting Execution



Introductions Review objectives for meeting

Introduction/Objectives By Retailer5 minutes

Brief Marketplace Landscape Review

Industry Landscape/Economics Key Trends / Business Drivers Marketplace Assessment – Category

Dynamics

Presentation by Manufacturer10 minutes

Strategies / Initiatives

Review Category Strategies andInitiatives presented by both Retailerand Manufacturer (to include ShopperMarketing)

Gain Alignment of Strategies &Initiatives – Assign Initiative Ownership

Presentation By Manufacturer Facilitation Workshops to flush out

ideas Initiative Ideation & Build Out Initiative Planning & Roles

2 hours


Discuss open items Align on next steps Secure next Meeting Date and Location

Wrap up and Close10 minutes


Insights Summary

13

J B P O U T P U T T E M P L AT E S

JBP Workbook



14


JBP Workbook

JBP Core Financials


SWOT

JBP Workbook

15


Additional Templates


Scorecard (Example)

JBP Workbook

16


Joint Business Scorecard

Manufacturer X at Retailer Y

Supplier $$ Market Share %

Index vs PY

Retailer $$ Market Share %

Index vs PY

$$ Sales Index vs PY

Unit Sales Index vs PY

$$Trade/ Shopper

Marketing Spend Index vs

PY

% Cost Index vs PY

Days of Supply Index vs PY

Inventory to Payables Ratio

Index vs PY Fill Rate

Shopper Satisfaction

Score (for major

department) 13 14 YTD 13 14 YTD 13 14 YTD 13 14 YTD 13 14 YTD 13 14 YTD 14 YTD 13 14 YTD 13 14 YTD 13 14 YTD

Category x (3.5%) 5.8% (4.5%) 7.8% (4.5%) 7.8% (1.1%) 12.4% (1.1%) 12.4% (1.1%) 4.9% 2.6% (3.3%) 14.2% 88.8% 88.0% (7.1%) (4.2%) Category x (12.1%) (10.0%) (14.1%) (11.0%) (14.1%) (11.0%) (12.0%) (10.7%) (12.0%) (10.7%) (17.3%) (14.5%) (5.1%) (13.6%) (11.3%) 88.8% 88.0% 4.9% 2.6% Category z (0.6%) (1.1%) (0.6%) (1.1%) (0.6%) (1.1%) 4.1% 1.6% 4.1% 1.6% (7.1%) (4.2%) 39.0% (0.0%) (6.6%) 88.8% 88.0% (14.5%) (5.1%)

Region or Banner (4.5%) 7.8% (4.5%) 7.8% (4.5%) 7.8% (1.1%) 12.4% (1.1%) 12.4% (1.1%) 4.9% 2.6% (3.3%) 14.2% 88.8% 88.0% - - Region or Banner (14.1%) (11.0%) (14.1%) (11.0%) (14.1%) (11.0%) (12.0%) (10.7%) (12.0%) (10.7%) (17.3%) (14.5%) (5.1%) (13.6%) (11.3%) 88.8% 88.0% - - Region or Banner (4.5%) 7.8% (4.5%) 7.8% (4.5%) 7.8% (1.1%) 12.4% (1.1%) 12.4% (1.1%) 4.9% 2.6% (3.3%) 14.2% 88.8% 88.0% - -

Total Direct to Consumer (0.6%) (1.1%) (0.6%) (1.1%) (0.6%) (1.1%) 4.1% 1.6% - - (7.1%) (4.2%) 39.0% (0.0%) (6.6%) - - - - Total Stores (14.1%) (11.0%) (14.1%) (11.0%) (14.1%) (11.0%) (12.0%) (10.7%) - - (17.3%) (14.5%) (5.1%) (13.6%) (11.3%) 88.8% 88.0% 88.8% 88.0%

TOTAL BUSINESS (11.0%) (12.0%) (11.0%) (12.0%) (10.7%) (12.0%) 4.1% 1.6% 4.1% 1.6% (12.0%) (10.7%) (12.0%) (10.7%) (17.3%) 88.8% 88.0% - -


Scorecard BuildEnsuring the joint initiatives build to close scorecard gaps

JBP Workbook

17


Initiative Plan #3


18


Retailer Financial Estimate

(2014 $ Revenue)

Consumer & Shopper Benefit

(Top-Middle-Bottom)

Retailer & Manufacturer

Financial Benefit

(Top-Middle-Bottom)

Probability Of Success (Top-Middle-

Bottom)

Initiative “A”

Initiative “B”

Initiative “C”

Initiative “D”

Joint Business Plan (JBP) Planning Phase Prioritizing the joint Initiatives

JBP Workbook

Initiative Plan #2


JOINT BUSINESS PLAN - Initiative Summary Page

Initiative Plan #2

JBP Workbook

19



Plan on a Page

JBP Workbook

20



Plan Implementation

21


JBP Workbook

**This report, its recommendations and its toolkit are provided for information purposes only and their use offers no guaranteed financial or business outcomes.

Documents

“Creating Value TOGETHER” - NACDS Homepage · 2017-03-07 · “Creating Value. TOGETHER ... Initiative Plan #2 JBP Workbook. 19 JBP OUTPUT TEMPLATES. Creating alue Together Plan