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May 18, 2011
How to Prevent Your TPM Project from Failing
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Meet the Experts
2
Pam KiessTradeInsight Powered by MEIProject Manager
Joel CartwrightTradeInsight Powered by MEIDirector, Pre-Sales
Consulting
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Todays Plan
MEI Overview
Preview
Common Pitfalls
How to Course Correct
Q&A
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About Us
A leading developer of TPMsoftware that enables CPG
companies to successfully plan,execute and analyze all
aspects of the trade promotionmanagement cycle
Established in 1983
Over50 Employees locatedthroughout North America
Client base is made up50+ clients ranging from$40M to $3B+ in
sales
Headquartered inMontreal, Canada
SaaS based, backwardcompatible solution
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Clients Successful with TPM
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Nearly 4 in 10 of all TPM Implementations Fail*
* 38%, according to the MEI 2010 Trade Promotion Management
Survey
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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
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Choose Your Course
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10 Common Pitfalls
Lack of Salesinvolvement
Poor changemanagement
Absent orineffectiveprocesses
Inadequatetraining
IT and/or dataconstrainedsolutions
Insufficientresources
Disconnect withorganizationalstrategy
Deficient projectsponsorship
Complex processesand/or functionality
Failure to completeproject
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Common Pitfalls
Lack of Salesinvolvement
Poor changemanagement
Absent orineffectiveprocesses
Inadequate trainingIT and/or dataconstrainedsolutions
Insufficientresources
Disconnect withorganizationalstrategy
Deficient projectsponsorship
Complex processesand/or functionality
Failure to completeproject
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Lack of Sales Involvement
Imposed systems and controls can result inpoor compliance, lower
data integrity andlimited 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
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Poor Change Management
Align management with project goals
Address change in job function andexpectations within key
roles
Align performance goals, KPIs and incentives
Demonstrate and deliver value to stakeholders
Provide for and respond to feedback
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Inadequate Training
1.Identify experience gaps & tailor training to audience
2. Ensure strong power-user community3. Provide ongoing training
& development opportunities4. Adopt Train-the-Trainer
approach5. Invest in brokers too!
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Complex Processes or Functionality
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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
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IT/Data Constrained Solutions
1. An issue of cost and priorities versus capabilities2. Revisit
implementation assumptions and seek new
perspective
3. Data Integrity is VITAL to instill confidence in users
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The Road to Success
TradeSavings
TradeEffectiveness
Manual
Automated
Managed
Enhanced Compliance
Cost Reduction
Optimization& Accuracy
Current Process
Processing Costs
Improved Productivity
Hidden Costs
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Back to the Drawing Board?
Relaunch
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In Your words
Challenges?
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Thank You
Q&A
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Contact Information
Joel [email protected]
Pam [email protected]
303.680.6652
