red central coke
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Red CokeTRANSCRIPT
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Jody Billiard / Shawn Olsen Coca-Cola Bottling Co. Consolidated
RedCentral: Automating Coke Consolidated’s Salesforce
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Questions you might be asking…
• Who in the world are these guys?
• What is Coke Consolidated?
• What is RedCentral?
• What is R.E.D.?
• What are our learnings?
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Who in the world are these guys?
Jody Shawn
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What is Coke Consolidated?
• Coca-Cola (KO) Highlights
• Coke Consolidated (COKE) Highlights
• COKE Innovation
• What sets COKE apart?
• Principal Risks for COKE
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• World’s Largest Beverage Company
• Owns 500+ Sparkling / Still Brands
• Coca-Cola itself is the world’s MVB (most valuable brand)
• Other Billion $ Brands include
– Diet Coke Sprite
– Fanta Coca-Cola Zero
– Vitaminwater Powerade
– Minute Maid Simply
• Consumers in 200+ countries enjoy KO beverages at rate of 1.7 billion servings per day
Coca-Cola (KO) Highlights
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Coke Consolidated (COKE) Highlights
• We began operations in 1902
• We are the largest independent bottler in the U.S. (in both Coca-Cola and Pepsi systems) (approximately 130 million cases of product sold annually)
• KO has a 35% interest in COKE’s stock (1 Board member)
• KO products represent 88% of our total volume
• We manufacture and/or distribute products other than Coca-Cola products: – Dr Pepper Diet Dr Pepper Sundrop – Monster Energy Campbell V8 Juice Products
• We operate in 11 states, primarily in the Southeast U.S. (one of the highest per capita consumption rates
in the world)
• We have ~2,000 SharePoint Users
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Innovation in the Industry
• First bottler to manufacture & distribute Dasani
• First bottler to package & distribute fridgepacks (because we invented fridgepacks!)
• First bottler to introduce automated load-building system used primarily in the alcoholic beverage industry
• First bottler to introduce $.99 / 16 oz. bottle in convenience stores
• Only bottler to establish separate subsidiaries to support – consumer data mining – distribution technology and process consulting – transportation management – brand innovation
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Brand Innovation - Fuel
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Brand Innovation - Fuel
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What Sets COKE apart?
OUR PURPOSE
• Grow Profitably
• Pursue Excellence
• Serve Others
• Honor God in All We Do
http://www.cokeconsolidated.com/
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Principal Risks for COKE
• Raw material/product costs
– Concentrate/finished goods (purchased from brand companies)
– Sweetener (volatility impacted by corn and corn by-product markets)
– Aluminum/Plastic Bottles/Fuel
• General Economic Conditions
– Fuel prices impact convenience store channel significantly
– Price elasticity
• Government Regulation/Public Policy
• Consumer preference (“sparkling” vs. “still” beverages)
• Customer needs/wants
Because of these ever changing risks, COKE has to place the right technology in the
hands of our people, from the street level to the C-Suite.
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What is RedCentral?
Home Page
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Sales & Delivery Site
Collection
Data about customers
with multiple locations
Workflow for payments to
customers and vendors Customer
issue resolution Management Employee
Performance Metrics
Commonly Used Apps
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R.E.D. (Right Execution Daily)
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What is R.E.D.?
• Right Execution Daily
• Management Tools Used to Help…
• Deliver Consistent Service to Customers and Consumers
• Change Salesforce Behavior as Appropriate
• Produce Improved Profitability for our Customers and COKE
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R.E.D. (Right Execution Daily)
Dashboard
R.E.D. Reports
R.E.D. Navigation
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Dashboard
Types of Surveys
Surveys in Last 30 Days
Stop Light Performance
Indicators
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Large Store Database
List of Large Store Surveys
Survey Score
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Large Store Survey
The Survey and Results are automatically
delivered to Customer Account Manager
The Survey and Results can be delivered to different levels of
Management
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Auto Notification to Customer Account Manager
Customer Account Manager
Link to Survey
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Other Survey Types
28 Different Survey types
• Customer Surveys • Job Performance Surveys • Customer Product Ordering
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Large Store Analysis Reports
Survey Questions Grouped into
Categories
“Slicers” Used to Drill Down into Performance
Measurement
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Large Store Analysis Reports
Line Charts Used to Measure Progress
Over Time
“Slicers” Used to Drill Down into Performance
Measurement
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Large Store Analysis Report
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Customer Data Search Account Number or Asset Number may be Entered
via Smart Phone or Computer/Tablet
Within Seconds, User Receives Email Detailing the Following…
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Customer Data Search
COKE’s Salesforce Has Unprecedented
Immediate Access to Pertinent Customer
Data
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What are our learnings?
Historically, COKE’s Communication Tools, Collaboration Methods and Performance Measurements Were Manual in Nature and VERY Decentralized
• SharePoint has become our single-most critical technology environment for our salesforce (and COKE, for that matter) by providing…
1. Email notifications and/or alerts (34,000+) to employees concerning everything from changes in customer pricing to customer R.E.D. stats.
2. Platform for employees to share best in class performance initiatives as well as collaboration on tasks from customer contracts to check requests.
3. Ubiquitous access to customer information and performance via a host of mobile device platforms.
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Questions
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Jody Billiard Coca-Cola Bottling Co. Consolidated
Shawn T. Olsen Coca-Cola Bottling Co. Consolidated
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