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Knowledge como 2010

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This document discusses knowledge sharing between different country groups at a company. Group 1 from Holland, Italy and Spain shared details on tools and processes for planning, sales, marketing and trade marketing. Group 2 from Spain and Italy shared approaches for selling to customers, influencing customers, negotiating with customers and performing customer visits. The document ends with potential action plans to strengthen account management in Italy and Spain based on learnings from Holland.

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NEW KNWOLEDGE VERBS GROUP 1 (Marco..) GROUP 2 (Manuela) A) TOOL: HOLLAND: Quality of data (in Holland planning start from customer sell-out data) ITALY: PoS weekly report (push information to KA and NAM) SPAIN: P&L per Customer (with Account Plan) Same coordination B) PROCESSES: Sales, Mktg, Trade Mktg periodically (depend on country) meet to share objectives, strategy and plan (6 months perspective). Holland; the target (volume and turnover) per Key customer will be evaluated during the year, in case of not reaching the target there will be a solution made up by the customer and GranFood. Priority settings: in SPAIN the processes of priority setting is already “on air” and help KA to focalize on real priorities.In Italy are starting to use a new approach for forecast and planning PLANNING 1) What is relevant for him 2) Speak customer's language NPD: 1) To distribute samples to customers offices VISIT PREPARATION: 1) Send to 3) Internal procedures&processes 4) Competitive scenario the customer an agenda to set target, and the day after send a summary 2) Let the SELLING 5)How my product can help my customer's needs customer speak as much as possible CUSTOMERS: a) Invitation o presentations important teachers b) Invite to sho them 1) CUSTOMER: a)Long term relationship in stead of how good we work c) Invite to social events d) Sharing social value of the company e) single contact b) nowledge of customer processes; "who Face customer with a larger team to show you are efficient f) Don't change Kam every do what" c) Yearly top to top alignment meeting d) yaer (the better is 3) g) Use short dresses INTERNAL: a) Transparent in sharing Category management approach on core categories e) problems (to fase as a team) b) To put marketingand logistic people closer to the Client penetration (number of contacts) f) Customer Day customers 3) To bringnew ideas of better efficiency from the customers to thecompany 2) INTERNAL: a) Customer Day b) Multifunctional Team & 4) Meeting every eek a teamcreated for singles customers to share and solve 5) INFLUENCING Approach c) Data based approach Meeting every two weeks your iers to share best practices CUSTOMER: 1.- Mid&long term planning (knowing all aspecs) 2.- Preparatio of the meeting with clerar objectives 3.- Post meeting Written report INTERNAL: 1) For every thing we give to the customer, we hav to bring something 2) Try to NEGOTIATING During marketing plans and Account Plans negotiate using different levels than cut price and fix investment for promotion PERFORMING 1.- Priorizing on Category & Account 2.- Self-evaulation to be aware about our weaknessess
ACTION PLANS ITALY SPAIN HOLLAND Re-inforce link between Key Account & Point of Sales, according to Account Profiability including finantial Dept (P&L per account), Priroize Assortment Italian experience like Spain showed Fcuse on Customer (multifunctional team for Top 4) Training customers Better structure of meeting reports Sharing best practices inside Stress competitive benchmark

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Knowledge como 2010

  • 1. NEW KNWOLEDGE VERBS GROUP 1 (Marco..) GROUP 2 (Manuela) A) TOOL: HOLLAND: Quality of data (in Holland planning start from customer sell-out data) ITALY: PoS weekly report (push information to KA and NAM) SPAIN: P&L per Customer (with Account Plan) Same coordination B) PROCESSES: Sales, Mktg, Trade Mktg periodically (depend on country) meet to share objectives, strategy and plan (6 months perspective). Holland; the target (volume and turnover) per Key customer will be evaluated during the year, in case of not reaching the target there will be a solution made up by the customer and GranFood. Priority settings: in SPAIN the processes of priority setting is already “on air” and help KA to focalize on real priorities.In Italy are starting to use a new approach for forecast and planning PLANNING 1) What is relevant for him 2) Speak customer's language NPD: 1) To distribute samples to customers offices VISIT PREPARATION: 1) Send to 3) Internal procedures&processes 4) Competitive scenario the customer an agenda to set target, and the day after send a summary 2) Let the SELLING 5)How my product can help my customer's needs customer speak as much as possible CUSTOMERS: a) Invitation o presentations important teachers b) Invite to sho them 1) CUSTOMER: a)Long term relationship in stead of how good we work c) Invite to social events d) Sharing social value of the company e) single contact b) nowledge of customer processes; "who Face customer with a larger team to show you are efficient f) Don't change Kam every do what" c) Yearly top to top alignment meeting d) yaer (the better is 3) g) Use short dresses INTERNAL: a) Transparent in sharing Category management approach on core categories e) problems (to fase as a team) b) To put marketingand logistic people closer to the Client penetration (number of contacts) f) Customer Day customers 3) To bringnew ideas of better efficiency from the customers to thecompany 2) INTERNAL: a) Customer Day b) Multifunctional Team & 4) Meeting every eek a teamcreated for singles customers to share and solve 5) INFLUENCING Approach c) Data based approach Meeting every two weeks your iers to share best practices CUSTOMER: 1.- Mid&long term planning (knowing all aspecs) 2.- Preparatio of the meeting with clerar objectives 3.- Post meeting Written report INTERNAL: 1) For every thing we give to the customer, we hav to bring something 2) Try to NEGOTIATING During marketing plans and Account Plans negotiate using different levels than cut price and fix investment for promotion PERFORMING 1.- Priorizing on Category & Account 2.- Self-evaulation to be aware about our weaknessess
  • 2. ACTION PLANS ITALY SPAIN HOLLAND Re-inforce link between Key Account & Point of Sales, according to Account Profiability including finantial Dept (P&L per account), Priroize Assortment Italian experience like Spain showed Fcuse on Customer (multifunctional team for Top 4) Training customers Better structure of meeting reports Sharing best practices inside Stress competitive benchmark