How to Prevent Your TPM Project from Failing

May 18, 2011

Meet the Experts

Joel Cartwright TradeInsight Powered by MEI Director, Pre-Sales Consulting

Pam Kiess TradeInsight Powered by MEI Project Manager

Todays Plan
MEI Overview Preview Common Pitfalls How to Course Correct Q&A

About Us
Established in 1983

Headquartered in Montreal, Canada

Over 50 Employees located throughout North America

Client base is made up 50+ clients ranging from $40M to $3B+ in sales

A leading developer of TPM software that enables CPG companies to successfully plan, execute and analyze all aspects of the trade promotion management cycle

SaaS based, backward compatible solution

Clients Successful with TPM

Nearly 4 in 10 of all TPM Implementations Fail*

* 38%, according to the MEI 2010 Trade Promotion Management Survey

Why Were Here

High open deduction balance Inventory/Service level issues Over/Under trade spend accruals Significant use of ad hoc tools Mistrust of information

Choose Your Course

10 Common Pitfalls

X X X

Lack of Sales involvement

X X X X

Poor change management IT and/or data constrained solutions Deficient project sponsorship

X X X

Absent or ineffective processes Insufficient resources

Inadequate training Disconnect with organizational strategy

Complex processes and/or functionality

Failure to complete project

Common Pitfalls
Lack of Sales involvement Poor change management IT and/or data constrained solutions Deficient project sponsorship Absent or ineffective processes Insufficient resources

Inadequate training

Disconnect with organizational strategy

Complex processes and/or functionality

Failure to complete project

Lack of Sales Involvement Imposed systems and controls can result in poor compliance, lower data integrity and limited management value
Critical to involve Sales in the roll out and ongoing
Engage key Sales Leader(s) as Sponsor Include sales colleagues on TPM teams Identify Agents of Change in organization to champion

Poor Change Management

Align management with project goals Address change in job function and expectations within key roles Align performance goals, KPIs and incentives Demonstrate and deliver value to stakeholders Provide for and respond to feedback

Inadequate Training
1. 2. 3. 4. 5.

Identify experience gaps & tailor training to audience Ensure strong power-user community Provide ongoing training & development opportunities Adopt Train-the-Trainer approach Invest in brokers too!

Complex Processes or Functionality

Complex Processes or Functionality

Simplify, simplify, simplify!

Balance control and ease of use Leverage industry/vendor best practices Avoid exception-based processes

Document processes! in a manner easily understood by stakeholders

IT/Data Constrained Solutions

1. 2.

An issue of cost and priorities versus capabilities Revisit implementation assumptions and seek new perspective Data Integrity is VITAL to instill confidence in users

3.

The Road to Success

Current Process Processing Costs Improved Productivity Hidden Costs Enhanced Compliance Cost Reduction Optimization & Accuracy

Trade Effectiveness Trade Savings Managed

Automated

Manual

Back to the Drawing Board?

Relaunch

In Your words Challenges?

Thank You

QA &

Contact Information
Joel Cartwright jcartwright@tradeinsight.com 859.491.0042

Pam Kiess pkiess@tradeinsight.com 303.680.6652