Operations

PicOS Availability – Tracking

PicOS Availability – Placement Monitoring  

Priority :    0

Capability :    0

Statement

Capturing customer share of space vs competition – Products available & visible in all outlets - SOVI (In-Outlet > Share) Ambient & Cold – Identifying digital opportunities for Out-Of-Stocks Reduction. The System is able to track share gains vs competition and product placement via PicOS deployment with brand, pack and price architecture by current and new channel. How it will be displayed, merchandised and promoted to maximize the System and customer growth potential.

Score

Low - Basic

Medium - Advanced

High - Expert

.

The System is able to monitor availability – placement: Track share gains vs competition and product placement via PicOS deployment by current and new channels how it will be displayed and promoted.

The growth potential has been quantified based on consumer, shopper and customer insights and financials across segments. PicOS integration into SFA / iRED / photo-rec processes. Identifying digital alternative RGM availability & placement solutions.

In-field availability feedback is used to support the PicOS tailoring and to improve SOVI (In-Outlet > Share) Ambient & Cold – Identifying digital opportunities for Out-Of-Stocks reduction based on root-cause advanced analytics to dynamically adjust priorities and identify opportunities at an outlet level.

Issues / Implications

Lack of in-outlet availability is related to poor execution of the strategy in the market. Tracking availability and share of space results across the full spectrum of customers, including Horeca, Mom & Pop and local and international retailers. PicOS includes online channels.

Evidence / Clarification

PicOS provides clear availability guidelines which identify the execution priorities critical to bring the strategy to life at the Point of Sale. The growth potential has been quantified based on consumer, shopper and customer insights and financials across segments.

Action It Leads To

Development of relevant capability tools and processes.

KPI / Directions

Indicator: Salesforce Effectiveness – Efficiency and Execution RED Score KPIs. Directions: Salesforce Automation (SFA) - iRED and KOmobile Survey – (Time & Motion Module) Tools.

Operations

PicOS Affordability – Tracking

PicOS Affordability - Price & Promo Monitoring  

Priority :    0

Capability :    0

Statement

Collecting channel pricing – Measuring price & promo to deliver category and consumer value – monitoring brand & pack- price architecture (entry / innovation / coherency) and promo execution. Identifying digital alternative RGM affordability opportunities. The System targets and tracks performance against affordability metrics, based on consumer, System and customer measures, to keep a sustained System focus on profitable growth

Score

Low - Basic

Medium - Advanced

High - Expert

.

The System is able to monitor affordability: Track Brand & Pack / Price Architecture and Promo Spend via PicOS deployment by current and new channels.

The growth potential has been quantified based on consumer, shopper and customer insights and financials across segments. PicOS integration into SFA/ iRED / photo-rec processes. Identifying digital alternative RGM affordability & pricing solutions.

In-field affordability feedback is used to support the PicOS tailoring and to improve Brand & Pack- Price Architecture (Entry / Innovation / Coherency) and Promo Spend ROI optimization based on advanced analytics to dynamically adjust priorities and identify opportunities at an outlet level.

Issues / Implications

Putting in place the right measures supports the right customer service strategy selection for business growth. PicOS includes online channels.

Evidence / Clarification

Definition of RTM contingency plans to address adverse consequences. An Information Technology solution underpinning System cost-to-serve to drive profitable business growth.

Action It Leads To

Adoption and dissemination of RED Metrics as part of ABP.

KPI / Directions

Indicator: Salesforce Effectiveness – Efficiency and Execution RED Score KPIs. Directions: Salesforce Automation (SFA) - iRED Tools.

Operations

PicOS Activation – Tracking

PicOS Activation – Merchandising Monitoring  

Priority :    0

Capability :    0

Statement

Capturing customer activation / merchandising - In-store execution to bring products to life - equipment mgt. (eg. first position, purity, working with lights on, etc). Profitably serve all outlets – effectiveness of sales, delivery & merchandising identifying digital alternative RTM and route-to-consumer activation opportunities. The activation structure of the merchandising services is continuously monitored and evaluated, with targeted adjustments made to optimize future revenues and investments.

Score

Low - Basic

Medium - Advanced

High - Expert

.

The System is able to monitor Activation – Merchandising & Equipment: In-store execution to bring products to life via PicOS deployment by current and new channels.

The growth potential has been quantified based on consumer, shopper and customer insights and financials across segments. PicOS integration into SFA / iRED / photo-rec processes. Identifying digital alternative RGM Activation – Merchandising / Equipment solutions.

In-field Activation feedback is used to support the PicOS tailoring and to improve effectiveness of Sales, Delivery, Merchandising and equipment reallocation. Identifying digital alternative RTM activation solutions based on advanced analytics to dynamically adjust priorities.

Issues / Implications

Market realities dictate that the activation tracking is dynamic vs. static, therefore performance needs to be understood and optimized. PicOS includes online channels.

Evidence / Clarification

Management routines designed to optimize the in-store activation productivity of System resources. Where available, iRED, photo recognition, digital resources and scanned data from external providers is used to support this process.

Action It Leads To

Review of System resources, roles and responsibility linked to achievement of field activation objectives. Adoption of customer led research methodologies to support activation targeting and tracking (including cases-on-display and equipment analyses).

KPI / Directions

Indicator: Merchandising Effectiveness – Efficiency and Execution RED Score KPIs. Directions: Salesforce Automation (SFA) - iRED and KOmobile Survey – (Time & Motion Module) Tools.

Operations

PicOS Acceptability – Tracking

PicOS Acceptability – Innovation Monitoring  

Priority :    0

Capability :    0

Statement

Owning innovation by category – evaluating feasibility of new products and service options - tailored portfolio of brands & channel services - occasion-mktg including point-of-sales material and communication by occasion. Based on the segmented Opportunity Map, the System identifies gaps in its portfolio, develops options to fill them and evaluates and then selects them based on System cost, supply chain and technological capability.

Score

Low - Basic

Medium - Advanced

High - Expert

.

The System is able to monitor Acceptability – Innovation: Tracking Feasibility of New Products and Service Options via PicOS deployment.

The growth potential has been quantified based on consumer, shopper and customer insights and financials across segments. PicOS integration into SFA / iRED / photo-rec processes. Feasibility evaluation of new brand / pack offers and identification of digital alternative RGM for innovation solutions.

Dynamic assessment of in-field acceptability of new products is used to support the PicOS tailoring and to improve new products adoption & service offers based on advanced analytics to dynamically adjust priorities and identify opportunities for tailored Point-Of-Sales Material and Communication by Occasion at an outlet level.

Issues / Implications

This process is critical to convert opportunities into future revenue. PicOS includes online channels.

Evidence / Clarification

Customer needs, Competitive strategies and Future Market Forecasts are taken into consideration, as well as cannibalization of existing System brands and packages across occasions and channels.

Action It Leads To

Targeted additions, deletions or changes to the System’s portfolio of brands and packages.

KPI / Directions

Indicator: Salesforce Effectiveness RED Score – Execution KPIs. Directions: Salesforce Automation (SFA) - iRED Tools.

Operations

Coaching – Building People Capability

Coaching – Coordinated Headquarter-To-Shelf Actions  

Priority :    0

Capability :    0

Statement

Establishing Coaching Process - measuring / insights / coaching / action - The System follows a capability building process leveraging cross-functional teams, to develop the necessary skills to execute all defined operational standards effectively and efficiently. How next-gen RED should support coordinated headquarter-to-shelf actions and enabling capability development.

Score

Low - Basic

Medium - Advanced

High - Expert

.

Basic training methodologies, systems, tools and coaching process are set to support sustainable capability building. Providing training from headquarter-to-shelf functions based on PicOS plan.

The System has an automated capability building process leveraging cross-functional teams, to develop the necessary skills to execute all defined operational standards effectively and efficiently. Leverage performance insights to identify prioritized opportunities and create customized execution support (ex: targeted selling stories) to improve PicOS execution.

The System has capability to support the development of segmented RGM and RTM strategies that can be executed with excellence in the market. Balancing strategy optimization (RGM, RTM) with coordinated headquarter-to-shelf actions to optimize results and investment ROI.

Issues / Implications

This capability includes tools, systems and people. Lack of capability to execute undermines growth potential.

Evidence / Clarification

The System has sufficient capability to support the development of segmented channel architectures that can be executed with excellence in the market.

Action It Leads To

Development of training, tools and coaching to support sustainable capability building. Mentorship, sharing of best practices, standard operating procedures, sharing of tools, and potentially designating an ambassador in each region to lead coaching and training.

KPI / Directions

Indicator: Salesforce Effectiveness - Engagement KPIs. Directions: Salesforce Automation (SFA) Tool.