1 Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store “Cooperation and Collaboration Project Cooperation and Collaboration Project” Colgate Palmolive Thailand & Central Food Retail (Tops) Colgate Palmolive Thailand & Central Food Retail (Tops) This presentation is confidential and intended solely and expressly for use by the Colgate-Palmolive Company or its subsidiaries. Any distribution, publication, dissemination or any other use whatsoever of this presentation, in whole or in part, to others is strictly prohibited. Developing Our Customers to Win In-Store Developing Our Customers to Win In-Store Establish 1958 in Thailand Vision To be the BEST consumer products company with leading market positions driven by a passionate, focused, innovative team Product Category Oral Care, Personal care, Home Care, Pet Nutrition Brands Colgate, Plax, Palmolive, Protex, Care, Ajax Values Caring Global Teamwork Continuous improvement Introduction Introduction
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Developing Our Customers to Win In-StoreDeveloping Our Customers to Win In-Store
““Cooperation and Collaboration ProjectCooperation and Collaboration Project””Colgate Palmolive Thailand & Central Food Retail (Tops)Colgate Palmolive Thailand & Central Food Retail (Tops)
This presentation is confidential and intended solely and expressly for use by the Colgate-Palmolive Company or its subsidiaries. Any distribution, publication, dissemination or any other use whatsoever of this presentation, in whole or in
part, to others is strictly prohibited.
Developing Our Customers to Win In-StoreDeveloping Our Customers to Win In-Store
Establish
1958 in Thailand
Vision
To be the BEST consumer products company with leading market positions driven by a passionate, focused, innovative team
Product Category
Oral Care, Personal care, Home Care, Pet Nutrition
Brands
Colgate, Plax, Palmolive,
Protex, Care, Ajax
Values
Caring
Global Teamwork
Continuous improvement
IntroductionIntroduction
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Developing Our Customers to Win In-StoreDeveloping Our Customers to Win In-Store
Tops Store Format Tops Store Format Total 120 stores
(as of Mar’10)
3 stores
33 stores
60 stores
24 stores
2010 Plan = 145 Stores (TBC)
Developing Our Customers to Win In-StoreDeveloping Our Customers to Win In-Store
“Ensuring our products are present with the “ideal solution” at the shelf
of every retail format that sells our categories”
To be recognized by our customers as the leader in providing shopper-based solutions
which deliver mutual profitable growth
Develop our CustomersDevelop our Customers
Vision
Goal
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Developing Our Customers to Win In-StoreDeveloping Our Customers to Win In-Store
ConsumerConsumer
andand
Customer Customer
are always are always
parts of our parts of our
SuccessesSuccesses
Developing Our Customers to Win In-StoreDeveloping Our Customers to Win In-Store
StrategicAlignment
Joint
Business Plan
ShopperStore
Execution
How to Engage CustomersHow to Engage Customers
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Developing Our Customers to Win In-StoreDeveloping Our Customers to Win In-Store
Understand the Understand the
CustomerCustomer’’s Strategiess Strategies
Developing Our Customers to Win In-StoreDeveloping Our Customers to Win In-Store
• Click to add Text
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Building Strong PartnershipsBuilding Strong Partnerships
with Customers throughwith Customers through……
Long Term Partnership
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Demand driving Supply optimization
Teamwork
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Developing Our Customers to Win In-StoreDeveloping Our Customers to Win In-Store
Scope of Engagement Scope of Engagement
Tops & Colgate PalmoliveTops & Colgate Palmolive
Drive Demand
InnovationRenovation
Differentiation
Improve Teamwork
Building trust toachieve morewith the same
resources
Optimize Supply
Servicing theshopper better at the lowestpossible cost
Developing Our Customers to Win In-StoreDeveloping Our Customers to Win In-Store
Developing Our Customers to Win In-StoreDeveloping Our Customers to Win In-Store
Current Process :
• Regular T2T engagement – Twice a year
• Tops’s President and Commercial VP always attend this strategic alignment meeting with Colgate’s top management
Best Practice : Hi Level of Strategic Alignment Best Practice : Hi Level of Strategic Alignment
Riccardo Ricci
General Manager
Colgate Palmolive
Alistair Taylor
President
Tops Supermarket
Des Gist
CDD
Colgate Palmolive
Chiranun Poopat
VP, Commercial
Tops Supermarket
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Developing Our Customers to Win In-StoreDeveloping Our Customers to Win In-Store
Current Process:
• Agree on commercial target and broad strategic direction in TTT.
• Cascade down to JBP workshop with both commercial & supply chain participation. Both operational teams have mutual agreed on business plan and KPI’s signed off.
• Quarterly Category and Business Review have been conduct in order to check milestone.
Best Practice Best Practice –– Goal & KPIGoal & KPI’’s Settings Setting
+12.9%Invoice Sales(MB)
+10%
+7.8%
166179
202228
0
40
80
120
160
200
2007 2008 2009 2010 LE
Developing Our Customers to Win In-StoreDeveloping Our Customers to Win In-Store