What’s on Chief Financial Officers’ Minds? Enterprise Administration for Retailing Don Ameche Vice President, NASA Applications, Retail Enterprise & Edge

What’s on Chief Financial Officers’ Minds?Enterprise Administration for Retailing

Don Ameche

Vice President, NASA Applications, Retail Enterprise & Edge January 28, 2009

North AmericanRetailPartner Summit

Agenda

• Territory / Customers

• Solutions

• What’s on CFOs’ Minds

• State of the Business

• 2H Oracle’s FY’09

• Partner Priorities

Agenda


• Solutions





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09 Region Rev No of RepsNE 427.569 4SE 483.445 4C 545.823 5W 476.494 3

Nichols

Kritzman

Noriega

McCusker

NAS ERP/EDGE Applications

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Organization

• Shared Account Responsibility Across Portfolio• Nafus / Kowalski / Beacom / Fernicola

• Direct Responsibility – ERP & Edge• Operational Excellence Focus

• Approximately 285 Named Accounts• ~ 90 PeopleSoft HR/Payroll

• ~ 25 Oracle EBS HR/Payroll

• ~ 50 Oracle EBS Financials

• ~ 50 PeopleSoft Financials

• ~ 110 Core ERP Greenfield (Legacy/SAP/Lawson)

Territory Metrics

• Grocery, Apparel, QSR, Casual Dining, Big Box

• 4 Regions / RM’s (5 in FY ‘08)

• 16 ASM Territories (23 in FY ‘08)

• Installed / Greenfield – Mixed

• Average Tenure

• RM – 10.6 Years

• ASM – 5.5 Years

• Average Account Coverage

• ASM - 18

• Greenfield Focus, FY 2010

ERP Segmentation

Selected Oracle Retail Customersthe most admired retail brands

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Agenda


• Products





BUSINESS OPERATIONS

Assortment Planning

Macro Space Space Compliance

Space Profiling Regular Price Optimization

Merchandise Financial Planning

Item Planning Category Mgmt

Promo Price Optimization

Markdown Price Optimization

Merchandise Planning and Optimization

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Integration & Collaboration

Enterprise Infrastructure

Oracle Retail FootprintCUSTOMER INTERRACTION

Store Web Store Call Center Catalog Field Sales Field Service Loyalty Marketing

CORPORATE OPERATIONS

Financials Compensation Real Estate Projects Indirect Procurement

Learning Management Help Desk ComplianceHuman

Resources

Master Data Management (Item, Vendor, Customer, Location)

Inventory Management and Valuation

Purchasing Import & Trade Management

Sales Auditing Invoice Matching

Cost & Deal Mgmt Pricing Mgmt

Merchandise Operations

Store & Multi-channel Operations

Sourcing & PLM

Demand Forecasting Allocation

Inventory Planning Value Chain Collaboration

Replenishment Replenishment Opt

Supply Chain Planning

Supply Chain Execution

Warehouse Management Transportation Management

Home Delivery

Manufacturing

PLM

SourcingOrder Management

Point-of-service Store Inventory Management

Returns Mgmt Workforce Scheduling

Agenda


• Solutions





Consumer Demand

Cost of nonfuel commodities

ChaosHousing-Market Fallout

Costs of Fuel

Credit Markets & Interest Rates

Source CFO Magazine: “by the numbers,” November 2008

Top Internal Issues for CFOs

1. Labor Cost and Availability

2. Forecasting Results

3. Cost of Healthcare

4. Supply Chain Risks

5. Managing IT Systems

6. Compliance

What’s on CFOs’ Minds

• Associates• HR Analytics• Workforce Management• Associate Self-Service• iExpenses

• Real Estate• Store Lifecycle Management

• Operations• Compliance

• GRC• iProcurement• Asset Management• Transportation

• Shrink• MDM• Invoice Matching

Business Intelligence

Across

Product Sets

Taking Cost Out -- Better Management

Agenda


• Products





• Annual Target North of $30M License

• Macro Economic Mire

• Transitional – Talent

• Retooling around Partners – Goolsby

• Massive Orchestrated Demand Creation

• Strategic Customer Focus• Insights

• Support Stream Reviews

• Shelfware Rollouts/Upgrades

State of the Business

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• Based on ICSC survey, Retailers overall believe:• #1 issue they faced in 2008 was "the credit crunch/economy"...89%• #1 issue they will face in 2009 is "the credit crunch/economy"...59%• 62% believe the economy will be worse in 2009 than in 2008

• FMI says for 2009 in the Grocery Sector: "Consumers will likely continue to cut back on spending, presenting major growth

opportunities for food retailers. As Americans eat out less at restaurants, retailers that highlight the savings and health benefits of home-cooked food will attract

customers, as will those that prominently feature private-label products."

• In response to FMI surveys, Grocers say the following • #1 issue they faced in 2008 was "energy and fuel costs"...65% • #1 focus area for 2009 is "more private label products"...47%

• Based on NRF survey, Retailers overall believe: • #1 issue they faced in 2008 was "economy"...84% • #1 issue they will face in 2009 is "economy"...81%

Industry Data Points

Agenda


• Products





18

MIXED BAGVAST IMPROVEMENT OVER 1H WHEN THE

BAG HAD A HOLE IN IT

09 2H RECOVER BEFORE THE RECOVERY

FY 2009 2nd Half

• Store Lifecycle Management (SLM)

• PIM/MDM

• BI/Analytics

• iProcurement

• Talent Management

• Workforce Scheduling

• Product Lifecycle Management (PLM) - Agile

• Oracle Transportation Management (OTM)

• Value Chain Planning (VCP)

• Governance, Risk & Compliance (GRC)

• UPK

GTM Campaigns

Agenda


• Products





• Have better relationships with our customers than we do, and help increase license sales

• Have a unique expertise (product or industry), with references, that can help us with new deals

• Increase Oracle’s traction with the influencers within your organizations

• Promote Oracle early in sales cycles

• Provide a “point of view” around Oracle

• Invest in our acquired products

FY’09 Mutual Success - Our Best Partners…

Partner Priorities – FY’09

• Partnership

• Communication/Mapping

• Activity

• Investment

• Creativity

• Precision

• Account Planning - “Think BIG”

• Persistence

• “EDGE” into Greenfield

• “One More” Deal for Q4 FY’09

Expectations

• Influence

• Qualification

• ROI Assistance

• Investment

• SME

• Guidance

• Candor

• Opportunity

24

AQ&

Documents

What’s on Chief Financial Officers’ Minds? Enterprise Administration for Retailing Don Ameche Vice President, NASA Applications, Retail Enterprise & Edge