PROCESS
1. Diy
Ask the right question to the right person and inevitably you will get the right answer.
Choose your function
Answer the questions
Get your current reality
Functional Areas
Are you winning in each of the functional areas highlighted below, relative to your: Category, Competitors, Past Performance? Answering the questions will indicate if you have the right Capability to influence the right Drivers/Levers that deliver the right Results.
Finance
- The process of evaluating the impact of the sales drivers in the business against the financial metrics.
- Looks at what the money is spent on and the impact of that spend on the short and long-term net sales revenue of the business.
Sales Vision
- The process of defining what the sales team needs to achieve.
- Evaluates on what foundation the Sales Vision for an organisation is built.
- It looks at the relationship between the key drivers to growth in FMCG organisations (Availability, SOVI and Price) and the volume and revenue targets over the specified period.
Dip Stick
This questionnaire gives a top-line overview of how you are performing across all 14 functional areas.
Demand Fulfilment
Getting the product to market
Route to Market
Demand Creation
Getting the shopper/consumer to choose your brand
Sales
Logistics
Activation
Brand/Media plans
Prospecting
The process of looking for & securing customers where products are not sold or where you would like to change a RTM (route to market) model from Indirect to Direct.
Warehousing
The process of storing the correct amount of stock (brands and packs) to satisfy the orders placed by customers at any given point in time.
Equipment
The process of ensuring that the right quantity of the right equipment is available for placement in specific channels to satisfy the picture of success criteria. Looks at the underlying processes of delivering the equipment to the store and the refurbishment of equipment.
Order Generation
- The process of ensuring that the customer orders the right quantities of the right brands and packs that will satisfy the needs and wants of the consumer.
- This process can take the form of a telephone sell, a computer generated prompt or a direct face-to-face call done by a sales representative.
Delivery
The process of getting the correct brands and packs to the customer at the time that he requests/needs the product.
Merchandising
The process of ensuring that the right packs and brands are placed in the correct location within the store with the right amount of forward share and the correct point of sale at the correct price all of the time.
Key Account Management
The process of building relationships with key customers to maximise the opportunities within an account for your products.
Collection
- The process of route settlement and invoicing the product delivered.
- Includes managing accounts receivables and credit management.
Compliance
The measure of compliance to a predetermined look of success by channel and market.
Account Development
The process of identifying volume/profit growth opportunities (including gaps vs. picture of success) and the steps put forward to address those opportunities.
2. VALIDATE
The initial questionnaire that you complete is based on your knowledge of a specific area within the business. In most cases you will know whether you are winning or losing with respect to a specific question.
The process validates the answers given through calculations. We have developed templates that help you review progress against your past performance and that of your competitors.
3. Implement the Plan
You can’t do everything at once. Rooted Consulting provides a process that helps you prioritise those areas that will give you the best return against the resources/capability that you have at a given point in time. We understand, that in most cases, project work becomes an “add-on” to an individual’s “day job”. We ensure that tasks are achievable within a given time frame. We recognise that a sense of urgency needs to be created, but at the same time understand that resources are finite and need to be managed.
We recommend 4 cycles. 1.You answer the questions, 2.Review the results, 3. Develop an action plan, 4. Implement the changes and then repeat the process. Over a period of 9 months you will be able to evaluate yourself 4 times, with 3 month intervals within which to make the changes.
4. Track
As leaders within a specific function, you want to know if you are making progress against areas that you have identified to focus on. Through the cycle process, you will complete the diagnostic 4 times. You will be able to graphically track your progress against capability, the drivers to growth and ultimately your objectives.
Referring to the graph on the right, the aim is to ensure you have the right capability represented by the size of the bubble, and are winning with respect to the drivers and ultimately objectives that you have defined i.e. the bubble should become larger and move to the top right of the bubble chart.
Get in touch today
You are welcome to try one of the diagnostic questionnaires.
For further information contact us.