Upload
others
View
3
Download
0
Embed Size (px)
Citation preview
Chicago
May 2017
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
Confidentiality and Antitrust
• We are not here to ask anyone to disclose sensitive competitive information
• We are not here to encourage anyone to recommend changes to their company policies or practices – those decisions are up to each of you independently
• If you feel something is proprietary or confidential, do not offer that up to the group
• Do not breach any confidentiality agreements you may have with your customers during these discussions
• Be especially careful to avoid discussions about anything to do with specific prices for specific customers
• Avoid discussions about whether to do business with certain partners and under what terms of sale
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
Why are we here?
• Managing trade allowances and pricing discounts is a challenging and dynamic responsibility
• Across manufacturers, there are significant yet common challenges
• In some areas, solutions defined collectively can have greater value than operating independently
-------------------------------------------------------------------------------------------------------
A. Education
B. Awareness
C. Problem-solving
D. Networking
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
I 2011 June Chicago
II September Chicago
III 2012 January San Francisco
IV June New York
V October Las Vegas
VI 2013 January Atlanta
VII May Chicago
VIII December Boston
IX 2014 May Chicago
X November Napa Valley
Meeting History
XI 2015 February Austin
XII October Orlando
XIII 2016 May Chicago
XIV October Las Vegas
XV 2017 May Chicago
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
Participating Companies
AdvancePierre
Bagcraft
Butterball
Campbell’s Soup
Conagra Brands
Continental Mills
Custom Culinary
D&W Fine Pack
Diamond Crystal
Farmland Foods
Flowers Foods
Foster Farms
General Mills
Genpak
Hillshire Brands
Hoffmaster
Hormel Foods
Huhtamaki
Idahoan Foods
International Paper
J.M. Smucker
J.R. Simplot
John Morrell
Ken's Foods
Kerry Foods
Keurig Green Mountain
King & Prince
Koch Foods
Kraft Heinz Company
Lamb Weston
Land O’ Lakes
Mars Wrigley
Mission Foods
Nestle
Ocean Spray
Perdue Farms
Pilgrim’s Pride
Pinnacle Foods
Procter & Gamble
Reckitt Benckiser
Rich Products
Sabert Corporation
Sargento
Schwan's
Smithfield Foods
Solo Cup
Tyson Foods
Unilever
Ventura Foods
Volpi Foods
Weston Foods
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
Topics
Broker Consolidation
Buying Group perspective
The Death of List Price Volume
Redistribution & Deductions
Efficient Claims Processing
GPO Compliance
GPO Location Level data
Growth of Cash & Carry
Industry News
Operator-focused Organizations
Recapture
Sourcing RFP's
Sysco - US Foods merger
Trade Metrics
Trade Organization
Value for the Sales Function
Guests
AFS Technologies
CBS
CHD Expert
Dot Foods
FSIC
Hale Group
I-Trade Network
Local Operators
NPD
Pentallect
Technomic
Tibersoft
Unipro
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
8:30 Industry News
9:15 Case Studies
• Land O’ Lakes - CRM Integration
• Simplot - CRM Integration
• Smucker - Analytics
10:45 Break
11:00 Operator Insights – Gary Karp [Pentallect]
12:00 Lunch
1:00 Claim Processing Automation
1:30 Group Breakouts
3:45 2017 Achievement Awards
4:30 Close and Adjourn
--------------------------------------------------------------------------------------------------
6:00 Lobby departure for Eataly [43 East Ohio]
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
1:20 first pitch
3639 N. Sheffield
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
• What is the dispute process for collecting repayment of unauthorized deductions? What is
the expected timing relative to collection of unauthorized deduction dollars?
• Relative to timing, will the operator claims for June POD submitted the first week of July be
the first period that will be deducted? If not, what is the timing/POD month?
• Currently net pricing for category awards are executed off invoice. Will the new policy
effect those transactions?
• The majority of our trade allowances are passed along off invoice. Will the new policy
effect those transactions?
• When a Sysco location purchases through Dot Foods, how will this new process function?
• What is the expected latency between the purchase from Dot and the deduction being
taken?
• Will each individual Sysco house deduct for their allowances or will there be one corporate
deduction?
• Will food show booth fees and food show allowances also become deductions?
• If a local house specifically requests a check from our organization, how should we
respond?
• Does this new policy involve Sygma in any way?
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
To: VRSupport account <[email protected]>
Subject: GFS Vendor Receivables invoice changes
Attached Word document is a notification from the Gordon Food Service Vendor Receivables department
concerning an upcoming change to the invoices generated by the Vendor Receivables team.
To summarize, we have made the following minor changes to our invoices:
- If you are set up on email distribution, you will now receive 2 emails with your invoices. 1 email will contain the
PDF invoices, and the other email will contain a CSV file of the invoice data.
- The PDF invoices will contain the same information as before, however they will now be in a "vertical" style,
instead of the previous "horizontal" style.
- The email will also include the GFS invoice number in the body of the email.
- "Net Invoicing" PDF invoices for Purchase rebates will not change. These will continue to be sent as PDF's. We
do not have CSV capability for these yet.
- The invoices will not have any new information. Same information - now put into a CSV file.
These changes will start with all invoices beginning on Monday 4/3/17. Please review the attached document for
additional information, and answers to Frequently Asked Questions. If you are not the correct person to receive
this information, please forward to the appropriate person.
Please respond only to [email protected].
U.S. Vendor Receivables | p: 616-717-6010
PO Box 2824 | 1300 Gezon Parkway SW | Wyoming, MI 49509-9300
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
CRM Integration
Jim Levi
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
CRM Integration
Amy Clark
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
Torch Analytics
Tom Theis
Chicago
May 2017
Operator Insights
Gary Karp
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
GROUP BREAK OUTS
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
Today’s process
• Small breakout groups for discussion
• Ideate, brainstorm and problem-solve
• Re-group as a general session
Your role
• Rely upon your experience and knowledge in the industry
• Try to free yourself of the constraints you may have “back at the ranch” [e.g., disposable vs. F&B, broker v. direct, etc.]
• While we are working as a group, feel free to throw in challenges you have right now for selfish reasons
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
What would a “Best-In-Class organization” look like as it
relates to managing discounts, allowances and trade?
Structural
• Resources
• Policy
• Systems & Data
• Other
In Practice
• Direct Trade
• Local Marketing
• Operator Discounts
• Brokerage
• Other
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
1. Easy – today, no capital, etc.
2. Medium
3. Big Idea
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
Group x
Mark Runstedler
Sarah Stewart
Bailey Kellogg
Mike Druga
Lana Braverman
Jay Crown
Group x
Rick Wold
Henry Spikes
Shawn Kaylor
Michelle Jensen
Jose Garcia-Meitin
Jayme Pinto
Group x
Gary Lehmann
Amy Clark
Melissa McLaughlin
Charlene Lee
Jennifer Abel
Len Nicholson
Group x
Deb Buckley
Mike Niro
Beth Johnston
Paige Rosenbergh
Curt Langacker
Jim Stolle
Group x
Tom Theis
Holly Campbell
Matt Stredney
Scott Marquardt
Ann Perry
Group x
Mike Leiker
Katherine Tschirhart
Julie Michel
Robert Grimsley
Pam Beres
Group x
John Claggett
John Marler
Terry Feret
Denise Tapia
Ellen Maier-Zinn
2017 ACHIEVEMENT AWARDS
Best Practices
Capabilities Adoption
Analytics
Integration
Evangelism
Best Practices
Capabilities
Adoption
Analytics
Integration
Evangelism
NEW Smoke Jumpers Resources page will go live on our website June 1
Get Social
#SJXV2017
SMOKE JUMPERS XVICHICAGO
OCTOBER 18 - 20
Sm
oke
Ju
mp
ers –
Ma
y 2
01
7
Insi
gh
ts |
Ac
tio
ns
| R
esu
lts
Day One
• Current events
• SAP Hana
• PROS
• Research
--------------------------------------
2017 State of the Industry
Day Two – Best Practices & How To
• Accruals
• Retail Planning
• Managing indirect banners
• Optimizing program approval cycle time
• Maximizing claim approval cycle time
• Best practices for re-collecting discrepancies
• Optimizing deduction auto match
• Leveraging FORGE to track CatMan overage
• Automating the blended rate [e.g., effective rate]
• Deviated price validation through Dot Foods
• Best practices for managing local marketing
• Analytics – standards for claims and deductions
• Analytics – discounted share tracking
• Analytics – monitoring GPO and Large Account Volume
• And much, much more!!