People & Passion

Intro

Top 5 wish list for common tools

10.01.2012 - IBM

People & Passion

Top 5 wish list for tools

• Last year we made a long list of what we need to succeed.

• I have split this into 8 groups:

• Information• Communication• Attitude• Cooperation• Tools• Ourselves• From sister companies• Various

• Most of these points have not been finalized – mainly because of time constraints. But there has been quite some work on several of them!!

People & Passion

Information

– Documentation • Updates specs, certificates etc. (as demanded, with indicative prices,

delivered with samples)– Trends (from marketing)

• Including consumer needs/trends (from Orkla Brands??)– Who is OFI (presentation of OFI, the companies and their

competitive edge)– Market description/information– Info/advice on raw materials price development (increasingly

important)

People & Passion

Communication

– Should be clear, direct and precise– Internal

• Contact persons• Speed, speed, speed• Openness• language

– Avoid competition with sister companies– Prioritizing of resources

People & Passion

Attitude

– Speed is of utmost importance (respond within 8 working hours)

– Think long term– Be pro-active– Focus on adding to the value chain– Improvement culture– Set goals also for response time on various issues (for

instance handling of complaints) and work to improve

People & Passion

Cooperation

– Internal business rules– Relations/confidence/trust– Common strategy within category

People & Passion

Ourselves (The OFI Industrial Sales Team)

– Do we have the “right” people?• Technical knowledge• Right attitude• Business case builders

– Skills can always be improved (Orkla B2B2D and others)– Know the customers

People & Passion

Tools– Check lists (ask the right questions)– C2C– OFI KAM model– Common CRM system (intranet based)

• First step maybe share visit reports– Use the intranet – new version on the way

• OFI presentation file (Power-Point) – new version on the way• Partner/customer overview (per company)• Country pages• Key Account pages• News corner• Who is who• OFI product finder – will be part of new version of intranet

– With updated specifications (type Sonneveld Specs Plaza)– New product launches

• Media space (contains logos, advertising, commercials etc.)• CSR/Environment information on Q & A page• OFI products, their main competitors and their USP’s

– Customer plans (make a model like for category plans)

People & Passion

From sister companies

– Innovation• Keep it simple• Know what you have developed before

– Technical support (there is lack of capacity)– Production flexibility

• Tailor made• Packaging solutions• Service level• Lead time

– Customer service second to none– Updated knowledge about legislation within category/market– Reduced delivery time/lead time (just-in-time)– Re-launches

People & Passion

Various

– KAM must be the driver for OFI– Local company to be the category driver (for the country)

People & Passion

Now

• Group work

• What are the 5 most important common tools that we would like to have? Do not necessarily limit yourselves to the points from last year.

• Presentation – the list and why it is so?

• Discussion and agreement on a common wish list

• Who will be project responsible for each tool?

People & Passion

Next

• I will take up this list with the OFI MT and try to get both approval and resources.

• The project responsibles will select a project team and together make a suggestion for the OFI MT to approve.

• Approval from the MT

• Implementation by the project teams.