Portfolio 2017

1624 Sextant Ave E, Maplewood, MN 55109651-285-7115 - [email protected]://www.linkedin.com/kevinhustings

Strategic Account/Product TeamsAction ListsSell Thru AnalysisMetricsInventory ManagementCustomer ScorecardsChecklists & ProcessProcess DocumentationProcess Manuals & Training

Kevin Hustings - Experience Portfolio

Kevin Hustings - 651-285-7115 - [email protected]

2

Key Account/Product TeamsLed development of team structure to great success

• Cross functional team focused to ensure smooth account execution in sales, service and operations.

– Can be focused on specific customer if large enough, multiple smaller accounts, critical product categories or entire channel.


3

Key Account/Product TeamsLed development of team structure to great success

CustomerOperations

Rep

SalesSupport

DemandPlanning

Channel Marketing

SupplyPlanning

Finance

ExternalSalesRep

Transportation

Analyst or Manager

(Lead)

Sales Manager

Team

Key Activities• Weekly/Monthly Meetings

• Drive tracking and activity of actions and due dates

• Build & monitor Customer & Company metrics & reports. Drive root cause solution and proactively address account issues

• Drive Collaboration with customer (Forecasts, operations & sales)

• Support Sales Growth

• Build account connections at multiple levels

Core AsNeeded


4

Action ListsDelegate, Record, Drive & Update

Acct Action Item Owner Status Next Review

Date

Comments

M Action Action ActionJane Open 11-Jun

5-28: Comment Comment Comment5-21: Update Update Update

M Action Action ActionBob Open 18-Jun


M Action Action Action Jane Open 20-Jun 5-28: Comment Comment Comment5-21: Update Update UpdateM Action Action Action

Bob Open 11-Jun5-28: Comment Comment Comment5-21: Update Update Update

D Action Action Action

Jane Open 11-Jun


D Action Action ActionBob Open 11-Jun


D Action Action ActionJane Open 11-Jun


D Action Action Action Bob Open 11-Jun 5-28: Comment Comment Comment5-21: Update Update UpdateD Action Action Action Jane Open 11-Jun 5-28: Comment Comment Comment

D Action Action Action Bob Open 11-Jun 5-28: Comment Comment CommentD Action Action Action

Jane Open 11-Jun5-28: Comment Comment Comment5-21: Update Update Update

S Action Action Action

Jane Open 11-Jun


S Action Action Action

Bob Open 11-Jun


S Action Action Action Jane Open 11-Jun 5-28: Comment Comment Comment5-21: Update Update UpdateS Action Action Action Bob Open 11-Jun 5-28: Comment Comment Comment5-21: Update Update UpdateS Action Action Action Jane Open 11-Jun 5-28: Comment Comment Comment5-21: Update Update UpdateS Action Action Action Bob Open 11-Jun 5-28: Comment Comment Comment5-21: Update Update UpdateS Action Action Action Jane Open 11-Jun 5-28: Comment Comment Comment5-21: Update Update UpdateSTP Action Action Action

Bob Closed 4-Jun5-28: Comment Comment Comment5-21: Update Update Update

STP Action Action ActionJane Closed 4-Jun



5

POS Reports & Inventory LaddersBuilt weekly reports from scratch. Eventually used 3rd PartyWeekly inventory ladders used to project sales/inventory

PALLETCIRCULAR CURRENT ON HANDPLACEHOLDER PROMO ON ORDERFORECASTONLINE PROMO UNPLANNED PROMO!

3-Jul 10-Jul 17-Jul 24-Jul 31-JulCUST PK 9-Jul 16-Jul 23-Jul 30-Jul 6-AugPART # UPC CAT SZ DESCRIPTION BRAND 28 29 30 31 32158307 735854815875 DVD 100 Ativa DVD+R 100 PK ATIVA Forecast

DOMESTIC Starting Inv. 31,511 30,082 30,007 29,932 29,857 Orders - 10,500

AD PRICE $17.99 Proj. Sales 10,000 75 75 75 75 Actual Sales 4,474

Ending Inv. 21,511 30,007 29,932 29,857 40,282 WOS 286.81 400.09 399.09 398.09 537.09

158217 735854815851 CDR 50 CDR 50 PK ATIVA ForecastDOMESTIC Starting Inv. 17,753 17,378 17,188 16,998 16,808

Orders 5,000 Proj. Sales 190 190 190 190 190 Actual Sales 183

Ending Inv. 17,563 17,188 16,998 16,808 21,618 WOS 92.44 90.46 89.46 88.46 113.78

JULY


6

MetricsMonitor targets, drive Root Cause solutions


7

Driving InventoryWeekly review of inventory, adjusting forecasts & taking action

PALLETCIRCULAR CURRENT ON HANDPLACEHOLDER PROMO ON ORDERFORECASTONLINE PROMO UNPLANNED PROMO!

3-Jul 10-Jul 17-Jul 24-Jul 31-JulCUST PK 9-Jul 16-Jul 23-Jul 30-Jul 6-AugPART # UPC CAT SZ DESCRIPTION BRAND 28 29 30 31 32158307 735854815875 DVD 100 Ativa DVD+R 100 PK ATIVA Forecast

DOMESTIC Starting Inv. 31,511 30,082 30,007 29,932 29,857 Orders - 10,500

AD PRICE $17.99 Proj. Sales 10,000 75 75 75 75 Actual Sales 4,474

Ending Inv. 21,511 30,007 29,932 29,857 40,282 WOS 286.81 400.09 399.09 398.09 537.09

158217 735854815851 CDR 50 CDR 50 PK ATIVA ForecastDOMESTIC Starting Inv. 17,753 17,378 17,188 16,998 16,808

Orders 5,000 Proj. Sales 190 190 190 190 190 Actual Sales 183

Ending Inv. 17,563 17,188 16,998 16,808 21,618 WOS 92.44 90.46 89.46 88.46 113.78

JULY


8

Customer ScorecardsMonthly and Executive Reviews

December 2015

Channel Account Serv

ice

Fore

cast

Er

ror

Fin

es

%Sa

les

Inve

ntor

y

In S

tock

On

Tim

e Ro

uting

Rev

enue

A Customer 1 98% 20% 50,000$ 1.2$ 82% 98% -$ A Customer 2 98% 35% -$ 3.4$ 84% 98% -$ A Customer 3 82% 66% 9,200$ 8.9$ 85% 82% 9,200$ B Customer 4 84% 78% -$ 7.1$ 95% 84% -$ B Customer 5 85% 53% -$ 2.4$ 100% 85% -$ B Customer 6 95% 29% 531$ 5.1$ 88% 95% 531$ C Customer 7 100% 29% -$ 8.1$ 90% 100% -$ C Customer 8 88% 140% -$ 0.7$ 50% 88% -$ C Customer 9 88% 123% -$ 0.9$ 100% -$ D Customer 10 50% 66% -$ 2.7$ 91% 50% -$ D Customer 11 100% 57% -$ 6.2$ 100% 100% -$ D Customer 12 91% 57% 1,540$ 5.4$ 91% 91% 1,540$

Strategic Customer Scorecard (Week Ending Date) * Fill-rate based on qty19 20 21 22 23 24 27 28 29 30 31

Customer Goal 23-M

ay-1

5

30-M

ay-1

5

6-Ju

n-15

13-J

un-1

5

20-J

un-1

5

27-J

un-1

5

18-J

ul-1

5

25-J

ul-1

5

1-A

ug-1

5

8-A

ug-1

5

15-A

ug-1

5

Customer 1 95% 100% 100% 100% 79% 100% 100% 100% 100% 100% 100% 100%Customer 2 95% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100%Customer 3 95% 99% 94% 96% 96% 99% 94% 100% 97% 99% 100% 99%Customer 4 95% 99% 99% 97% 95% 94% 96% 99% 97% 99% 100% 99%Customer 5 95% 100% 100% 100% 100% 100% 100% 100% 93% 83% 95% 98%Customer 6 98% 70% 100% 94% 100% 100% 84% 68% 89% 80% 85% 82%


9

Checklists & ProcessDocumenting Best Practices and Driving Improvement

Weekly / Bi weekly Forecast UpdatesMeetings Scheduled Updated with Supply & Demand agreementConcise Agenda noted on inviteRoom reserved and confirmed Action List UpdatedConference Number & Meeting ID on inviteSametime session setup if applicable Updated SAT File

Sales & InventoryWeekly Sales & Inventory Reports Metrics Updated

Generated and Available on time Frcst Consumption UpdatedAction Items Updated

Metrics Reviewed - Actions, owners & due dates assigned - Clear Action Items notedSales vs Plan - Single Owner per item per weekForecast Accuracy - Comments updated with date notedForecast Consumption Sent out to team same dayService (Imn or Cust View)Backorder - recovery dates Team Notified of possible shortages (via planning)InstocksCompliance Customer Collaboration Meetings (if applicable)Inventory (Consignment only) Meetings & Actions Completed

No Issues with Order Flow Process Operations Report out Completed (Monthly)

Strategic Account Team Checklist


10

Process DocumentationProcess Mapping thru Kaizen & Express Workshops


11

Process DocumentationSwim Lane Process Mapping thru Kaizen & Express Workshops


12

Process Manuals & TrainingDeveloped Several Manuals from Scratch and Trained 100’s

Portfolio 2017

Documents