TOOLS We Use to Help Our Clients Do It Right

Process Data Model for Diagnosing Problems, Understanding Successes

Case A:  Basic Model

Case B:  Analyst Manually Identifies Problems, Merchandising Company Resolves

Case C:  Ship-To Data Shared, Merchandising Dispatched Only to Stores Where Needed

Case D:  POS Data Shared, Out of Stocks Predicted, Merchandiser Automatically Dispatched

*** OPERATIONS AND SOFTWARE IMPROVEMENT TOOLS AND TECHNIQUES :

1. Doing What Matters Jim Kiltz, Summary by Ingram

2. What Really Matters John Pepper, P&G Summary by Ingram

3. Outsourcing Merchandising Oversight Menu of Services

4. Outsourcing Cost Benefit Analysis Sample  (password required)

5. Quality Score Card for Merchandising Services  (password required)

6. Marketing Representations:         (a) Success Story and Headline Examples Merchandiser 1  (password required)                      (b) Success Story Results Samples Merchandiser 2                 (password required)                       (c) Success Story Results Samples Merchandiser 3                 (password required)

7. Workload Over Under Forecast Example (WLOUF)  (password required)

8. Seven Steps to Operations Improvement

9. Company Evaluation Checklist

10. Statement Of Work Checklist  (password required)

11. How Data Helps with Voids, Out of Stocks, New Items, Promotion Compliance

12. Process & Data Model for Manufacturer, Retailer. Broker, Merchandiser and  Wholesaler Interaction

13. Contract Negotiation Example (password required)

14. Retail Merchandising Services Contract Sample (password required)

15. Job Definition and Performance Evaluation, President, VP Ops  Examples password required)

16. Procedure Training Compliance Manual Example (password required)

17. Field Compliance Audit (password required)

18. Job Definition Performance Evaluation Tracking Service

19. Costing Sample (Activity Based Costing for Merchandising Companies) (password required)

20. Manufacturer Merchandising Issues Survey (link to take survey)

21. Manufacturer Merchandising Issue Survey  (printable survey)

22. Merchandising Software and Process Issues Survey

23. CPG Industry Software Horror Stories

24. Merchandising Services Process Inventory List

25. Study of Retail Merchandising Software and Process Issues

26. Vision Mission Values Covenants (password required)

27. Operations Review Action Items (password required)

28. Software Bid Package Complete LMN Company

29. Use Case Sample (password required)

30. Merchandising AS IS  Process Flow Large Services Co Div1A  (password required)

31. Merchandising TO BE Process Flow High Level  (password required)

32. Merchandising TO BE Processes Flow Detailed  (password required)

33. Headquarter Call Master AS IS Process Flow, Shows Minimal Merchandising Attention  (password required)

34. Headquarter Call and Merchandising Process Flow, Optimized  (password required)

35. Retail Merchandising Project Decomposition  (password required)

36. Retail Services Project Efficiency Time Study Summary  (password required)

37. Retail Services Project Efficiency Time Study Detail (password required)

38. Retail Merchandising Software Master Modules    (password required)

39. Retail Merchandising Software Simplified Function Chart               (password required)

40. Example System for Merchandising Organization        (password required)

41. Action Items and Meeting Minutes Sample (How We Get To the Goals You Want to Accomplish)  (password required)

42. Positive Cultures Outperform Negative Cultures by 6 Fold+ Heskett and Kotter

43. 12 Ways You Can Help Your IT Department Get It Right the First Time This training course helps business executives and managers understand why computer projects get into trouble and what they can do about it.

44. Process Mapping and Business Analysis Training (PMBA Training Course:  Tools and course materials to help better define business processes and effectively develop or purchase application software to match those processes)

45. Results From Cooperation Instead of Factions  Historical example from the siege of Vicksburg in the U.S. Civil War

46. Grote on Discipline Without Punishment, Performance Evaluation based on Contribution to Mission Harvard Business Review

47. HBC Mfrs Over $100 Million

48. Rapid Results Training Outline [Excerpted from the books and publications of Robert H. Schaffer and Associates and Ron Ashkenas]

49. HBC 90 Day Sales Gain Workshop Task Force Master  (password required)

MISCELLANEOUS TOOLS AND TECHNIQUES :

Headquarters Sales Process Inventory List  (password required)

Food Services Process Inventory  (password required)

CPG Manufacturers:  Areas for Sales Process Improvement

Understanding the Complexity of Headquarter Sales:  The 3d Product Cube

Buffett Based Consulting

Results vs. Activity Comic

CPG Sales Talent Newsletter Nov2007 (password required)

Publisher Transitions From Print To Digital HBR

Pharmaceutical Economic Bad News Summary (started Fall, 2008, to show need for contribution from consumer product side)

Reasons for Hope in Economic Crisis 12/26/2008

SALES IMPROVEMENT TOOLS AND TECHNIQUES :

1. Merchandising Companies Industry Assessment by Sales by Profits  (password required)

2. Merchandising Companies Industry Assessment by Niche VS Commodity (password required)

3. State of Merchandising Industry Summary 0604007 (password required)

4. Merchandising Company Key Strategy Questions, Some Answers (password required)

5. POINTS OF DIFFERENCE BENCHMARK AND NICHE CHECK LIST  (password required)

6. Sample Prospect List After 30 Days  (password required)

7. Reports Calling for Personnel and Strategy Change  (password required)

8. Organic Growth Over Acquisition  (password required)

9. Business Action Plan for Discussion  (password required)

10. Southwest Airlines vs American Airlines Precedent 

11. Cash Flow Forecast, Business Sale Value, Return on Investment  Models

12. Key Sales Techniques

13. How To Get Through To Decision Makers

14. Target Decision Maker Profile Sample

15. Merchandising Services Value Pyramid

16. 3d Cube Problems Solutions  Merchandising

17. Understanding the Complexity of Retail Merchandising:  The 3D  Product Cube

18. Ingram's Quarterly Update January, 2007

19. (CL01)  Success Story and Headline Examples Merchandiser 1  (password required)

20. (CL02)  Success Story Results Samples Merchandiser 2   (password required)

21. (CL03)  Success Story Results Samples Merchandiser 3   (password required)

22. Success Story Comments Feedback Summary Checklist (password required)

23. Sample Merchandising Request System

24. Standard Differentiate and Grow Work Plan (password required)

25. Prospect Decision Maker List Sample

26. Sales Win Loss Analysis Sample

27. Pipeline Report Simple Example  (password required)

28. Pipeline Qualification Forecast Coaching Report (password required)

29. Major Accounts Opportunity RFP Checklist Sample

30. Major Opportunity RFP Analysis 2 Examples (password required)

31. Cost Profit Checklist for Merchandising Projects

32. Merchandising Industry Life Cycle Curve Lessons

33. Merchandising Sales Barriers Objections Self Test

34. Strategy Self Test Ingram  Comments on Porter for Merchandising Organizations

35. Why Are We Mad At Microsoft?  Daylight Savings Example - Doing Too Many Things

36. Documentum Case and Conference Call Recording  (Company grew from $2 Million to $75 million in four years through Focus)

37. Customer Partnership Self Test

38. Professional Services Sales Skill Self Test

39. Niche Analysis and Selection  (password required)

40. Sales Activity Tracking Detail Example

41. Sales Activity Results from 40 Hour Campaign at Top 10 Prospects

42. Sales Activity Targets, Campaign Success Rate Sample

43. Additional Sales Campaign Success Rate Case

44. Niche Case Study Success Story Templates  (password required)

45. Differentiation Techniques  (password required)

46. CPG Mfrs $100M to $1BB Annual Sales   (password required)

47. CPG Mfrs Over $ 10million Annual Sales (password required)

48. CPG Manufacturers by Region

49. Refusing Marginal Business, The Charles Tandy Story

50. Merchandising Company Website Analysis (password required)

51. CEO and Leadership Turnover Analysis  (password required)

52. Gross Margin Analysis (password required)

53. Merchandising Executive Development Course, Rules, Who Is Invited

54. Success Story: Maintaining Margins Through Niche Focus

55. Merchandising Industry Sales and Profits History and Forecast, August, 2007

56. Merchandising Companies Top 20 Analysis (password required)

57. Sample Pipelines Comparing Focus  (password required)

58. Pipeline Example Needs Focus  (password required)

59. Pipeline Good Urgency Focus Example (password required)

60. SALES ACTIVITY DAILY TRACKING EXAMPLE

61. Merchandising Industry Owner Report 09/21/07

62. Services Industries Key Ratio Averages  (password required)

63. Wal*Mart Has Found that Low Prices Are Not Enough WSJ 10/03/07

64. CPG Mfr Compelling Need Segment Cube

65. Services Company Growth Rate Examples

66. Services Company Sales and Marketing as Percent of Sales Study

67. Master Core Process Flow 1 of 2, HBC example.  Shows all that must be done before a product ships to a store:  MasterCoreProcess1of2HBC.pdf

68. Master Core Process Flow 2 of 2, HBC example.  Shows all that is typically done from time product is received at store to product sold and manufacturer gets paid:   MasterCoreProcess2Of2HBC.pdf

69. 23 Points of Excellence Process Flow.  Shows all the things that can be done to improve the process.  23PointsofExcellenceEISEProcessFlow.pdf

70. EISE 23 Points of Excellence Associate/Partner Work Samples