Trade Promotion Management (TPM): Panel Discussion

Dave Garriott, Global Business Solutions, McCormick & Company Inc. Kunle Abidoye, Sr. SAP Analyst, THQ Inc. Tad Moskwa, Global Sales Tech., Wm. Wrigley Jr. Co. Michael Kantor, Managing Director, TPMA Moderator: Chris Wiesen, Consumer Products Industry Principal

Agenda

1. Introductions
1.1. Panelists and Companies

2. Topic Overview
2.1. SAP Trade Promotion Management 2.2. Connected to the Enterprise

3. Questions for Panelists 4. Open to Audience Questions

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TPM Panel Discussion Panelists and Their Companies

David Garriott McCormick & Company Inc. Biography
Global business solutions B.S. in computer science from Towson University Emeritus of McCormick Multiple Management Board Information technology professional for 22 years Employed with McCormick for 11 years Manager of business intelligence for four years (20012004) Managed the commercial thread for the past three years: main focus has been the implementation of SAP Trade Promotion Management for the consumer products division Company Web site: www.mccormick.com

The Company
McCormick is the global leader in the manufacture, marketing, and distribution of spices, seasonings, and flavors to the entire food industry. Customers range from retail outlets and food service providers to food processing businesses. Founded in 1889, McCormick has approximately 8,000 employees.
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TPM Panel Discussion Panelists and Their Companies

Kunle Abidoye THQ Inc. Biography
Sr. SAP analyst Company Web site: www.thq.com Presently a senior CRM business analyst for THQ Inc., Mr. Abidoye served as the IT project manger and in-house functional consultant for THQs successful implementation of SAP Trade Promotion Management. Mr. Abidoye has had indepth exposure to numerous SAP products (sales and distribution, logistics execution, CRM Internet sales, CRM middleware, and SAP Trade Promotion Management) and industry verticals such as high tech, media, pharmaceutical, CPG, and telecommunications. Mr. Abidoye is an alumnus of University of Lagos with a B.Sc. in economics and Philadelphias Drexel University Lebow School of Business with an MBA.

The Company
THQ Inc. (NASDAQ: THQI) is a leading independent developer and publisher of interactive entertainment software worldwide. Based in Los Angeles County, California, the company develops and publishes content for all viable gaming platforms.
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TPM Panel Discussion Panelists and Their Companies

Tad Moskwa Wm. Wrigley Jr. & Co. Biography
Business manager, global sales technology Leads the integration of SAP CRM for the William Wrigley Jr. Co. Focuses on improving both technical and business processes to enhance the current implementation as well as preparing for future rollouts and upgrades

The Company
Founded in 1891, Wrigley gum and candy brands are sold today in over 180 countries, and its portfolio of products includes dozens of innovative brands that provide consumers with a variety of benefits, including breath freshening, tooth whitening, and vitamin delivery.
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Previously designed and implemented Wrigleys in-house TPM system Prior to joining Wrigley, was a consultant on various IT and business initiatives in both the CPG and finance industries B.S. in computer science from Johns Hopkins University Company Web site: www.wrigley.com

TPM Panel Discussion Panelists and Their Companies

Michael Kantor TPMA Biography
Managing director Company Web site: www.tpmaww.com Responsibilities include the strategy and development of all programs, services, and member benefits. He is an industry veteran with twenty years of accomplishments in channel promotions, brands, supply chain, and marketing services ranging from technology in trade promotion and marketing systems to leadership in some of the largest promotional firms, such as NSI, Inc. and CoAMS. He is a member of the GS1 Trading Partner Performance Management Council. He holds a bachelors degree from WCSU, and an MBA with highest honors from St. Thomas Aquinas College.

The Company
Trade Promotion Management Associates (TPMA) is an association for professionals and organizations involved with trade promotion. TPMA provides members with information, education, and research on the dynamic world of trade promotion, including co-op advertising, market development funds, slotting fees, off-invoice deductions, channel promotions, and more.
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Agenda

1. Introductions 1.1. Panelists and Companies 2. Topic Overview

2.1. SAP Trade Promotion Management 2.2. Connected to the Enterprise

3. Questions for Panelists 4. Open to Audience Questions

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TPM Panel Discussion What is Trade Promotion Management (TPM)?

Trade promotions are incentives paid by manufacturers to retailers for merchandising support Retailer
TPM TPM

Advertising and consumer promotions

Consumer Manufacturer

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TPM Panel Discussion The Closed-Loop Process

1. Headquarter planning
Consensus plan Sales budgeting Schedule creation

2. Account planning
Pre-analysis Event planning Promotion planning

5. Evaluation and analysis

KPI reporting Syndicated data Funds tracking

4. Retail execution, validation, and settlement

FSR support Invoicing Payments

3. Sell-in and negotiation

Proposal generation Demand planning Flexibility

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TPM Panel Discussion TPM Within Integrated Sales and Marketing

Connect processes from consumer insight to advertising, consumer, and trade promotion through to in-store execution, settlement, and analysis
Consumer
Brand management Category management TPM and account management
Coordinate calendars

Retail execution

Customer

Consumer insights

The four Ps

Analyze and budget

Plan events

Sell-in and execute

Marketing

Category management

HQ planning

Account managers

Sales reps

Consumer insights
What do they buy? What do they consume? Where are they? How do I retain them?

Role of category
Support brand growth within the category framework that is so critically important to the customer

Excellence in execution
Build and communicate plans that are aligned with strategy store and outlet coverage and produce profitable results

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Agenda

1. Introductions
1.1. Panelists and Companies

2. Topic Overview
2.1. SAP Trade Promotion Management 2.2. Connected to the Enterprise

3. Questions for Panelists 4. Open to Audience Questions

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TPM Panel Discussion Question #1

What are the industry challenges for defining best-practices for TPM?

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TPM Panel Discussion Question #2

What business conditions led your company to select SAP TPM?

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TPM Panel Discussion Question #3

Have you met your objectives and metrics that were set for success?

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TPM Panel Discussion Question #4

How has the closed-loop visibility to key customer data impacted your company?

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TPM Panel Discussion Question #5

Please discuss how you approached change management for TPM?

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TPM Panel Discussion Question #6

How does the TPMA and its members view the need for best practices and metrics to support their TPM processes?

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TPM Panel Discussion Question #7

Please discuss the lessons learned from your TPM implementation. What advice can you give others who are considering SAP TPM?

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TPM Panel Discussion Question #8

Please comment on any benefits you have realized.

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TPM Panel Discussion Question #9

Based on your experience implementing SAP TPM, what is the single most important factor for success?

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TPM Panel Discussion Question #10

As manufacturers get their internal processes in SAP TPM working better, what will be the impact on how you engage your customers?

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Agenda

1. Introductions
1.1. Panelists and Companies

2. Topic Overview
2.1. SAP Trade Promotion Management 2.2. Connected to the Enterprise

3. Questions for Panelists 4. Open to Audience Questions

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Thank you!

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