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Key Messages

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Key Messages

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  1. The Case for ECRA joint project conducted by: ECR Europe Academic Partnership and IBM for ECR EuropePlenary 1 Storyboard Draft(Revised)Vicki Belcher, GilletteDave Woodward, Gillette - (champion from 4.2)Prof. Daniel Corsten, U St.Gallen, SwitzerlandDr. Joerg S. Hofstetter, U St.Gallen, SwitzerlandChris Cave Jones, IBM, Singapore VB

  2. Key Messages • This conference session will contain some “new” news - what you see today is work in progress, subject to revision based on yesterday’s feedback • We have already amassed a wealth of :- Quantitative research from a wide range of resources- Exciting case studies • We believe we have powerful material - for the plenary, a breakout and possible class-room event • There are still opportunities for companies to join the study VB

  3. Key elements of the project and status 1. Scorecard data analysis Analysis of databaseUniversity of St Gallen On track : November 2004 database being analysed 5. Results - Blue Book report - Paris Presentation IBM & Acad. Partnership 2. Data Verification & Cases 30 Interviews & Cases Academic Partnership Case for ECR 4. Macro-Economic Analysis Analysis of Databases Acad. Partnership (& IBM) On track : approx. 40 cases reviewed and shortlisted On track : data from cases, Nielsen MVI, PlanetRetail... 3. Value Chain Analysis Analysis of 6 CasesIBM 4/6 scheduled. Need to secure 2 additions VB

  4. Conference Session : The Case for ECR 09:00-09:05 Opening remarks, Nathalie Mesny & Daniel Tieman 09:05-09:15 Introduction: Hans-Joachim Körber & Thony Ruys 09:15-09:35 ECR Perspective from Carrefour & Danone Daniel Bernard (tbc) & Franck Riboud 09:35-10:05 The Case for ECR, IBM / Academic P‘ship 10:05-10:25 Case study from L‘Oreal / Asda 10:25-10:30 Summary & Wrap-Up, Ed Lonergan & Richard Holmes 10:30-... Break VB

  5. ECR Perspective Speakers: Daniel Bernard (tbc) & Franck Riboud Time: 20 mins Messages: -To be self-prepared - Finish on a Challenge... what is the case for ECR? Format : Dialogue and charts VB

  6. Plenary 1: The Case for ECR MessageMaterialFormatTimeSpeaker 1.EU Market Environment Macroeconomics Opening video & 5 min Corsten Charts 2.Cost as Fuel for Growth VCA study Charts 10 min Gilmour 3.Collaboration -Implementation levels Scorecard Charts & 15 min Hofstetter-Examples Case studies 8-10 Voxpop -Link to L‘Oreal/Asda VB

  7. The Case for ECR: 1) EU Market Environment Speakers: Daniel Corsten, St.Gallen Time: 5 mins Messages: - Economic environment.….mature / flat / ltd. growth - Planning restrictions / legal constraints - Emerging channels - Price deflation - value erosion - Relevant macro-economic analysis & data - Question: so what can retailers / manufacturers do in this environment?….cost as fuel for growth - Summarise flow of remaining session Format : Opening video, dialogue and charts JH/CCJ

  8. The Case for ECR: 2) Cost as Fuel for Growth Speakers: Bill Gilmour, IBM Time: 10 min Messages: 10 years ago = 5.7% of retail sales (opportunity for optimum supply chain) There is X billion Euros worth of benefit to be realised from ECR across Europe. TO BE FINALISED BY 18/3 - inventories / operating costs / sales Format : Charts covering summary of VCA results: - Current state of ECR development based on scorecard results - Current industry performance based on KPI values - Size of opportunity overall and built up from the different ECR improvements areas (as defined by the scorecard footprint) - Comparison with 10 years ago CCJ

  9. The Case for ECR: 3) Collaboration – How Have We Done? Speakers: Joerg S Hofstetter, ECR Europe Academic Partnership Time: 15 min Messages: - General ECR implementation patterns - show differences by country- Achievements on supply & demand side & enabler/integrators- ECR did not undermine competition / negotiation- Implementation experiences (overcoming barriers)- ECR-adopters‘ benefits versus general trends- Opportunities (incentive systems/reporting, differentiation, growth)- Checklist: What needs to be done now? = implementation Format: Charts & 8-10 Voxpox VB

  10. Summary / Closing Comments Speakers: Co-Chairmen of the Implementation Workstream:Ed Lonergan, President, Gillette EuropeRichard Holmes, Commercial Director, Boots Time: 5 min Messages: - Next 10 years of ECR implementation - Where are are today - reminder- Patterns for success- Potential barriers, and ways to overcome them- Current opportunity from ECR- For more info - follow up in relevant breakout sessions - Key Actions 5 to Drive Format : Dialogue and charts VB

  11. Conference Session : The Case for ECR 09:00-09:05 Opening remarks, Nathalie Mesny & Daniel Tieman 09:05-09:15 Introduction: Hans-Joachim Körber & Thony Ruys 09:15-09:35 ECR Perspective from Carrefour & Danone Daniel Bernard (tbc) & Franck Riboud 09:35-10:05 The Case for ECR, IBM / Academic P‘ship 10:05-10:25 Case study from L‘Oreal / Asda 10:25-10:30 Summary & Wrap-Up, Ed Lonergan & Richard Holmes 10:30-... Break VB

  12. Proposal: Breakout Session „The Case for ECR“ Speakers: All team members, ECR Europe Academic Partnership3 Retailers, Senior Managers3 Suppliers, Senior Managers Time: 60 min Messages: 15min: General Results (with more details than in the plenary speech)30min: 3 cases each of 10 min (to be selected from case study shortlist)15min: Q&A TBC - 2 weeks from 3.2 JH

  13. Proposal : ECR Class-Room Idea: Opportunity to conduct ongoing classes during the conference Location: Part of Academic Partnership's booth in the marketplace“Classroom” with 50 places, audio, video screen Concept: Each of the 7 investigated countries can present the ECR story and national cases during 1 hourNot during plenary session Speakers: Academics, National ECR Initiatives, Retailers & Suppliers Agenda: 5min: General Results10 min: ECR story (history, markets...)30min: 3 cases @ 10 min (to be selected out of the cases)15min: Q&A JH

  14. General: Project Report • We propose distribution of the „ECR Business Case“ blue book separately, after the conference • People appreciate information they receive in their office more than material in conference packages (weight to be carried home) • We can mail the blue book together with the next issue of ECR Journal (June 2005?) • More time allows more in-depth analysis of our very rich set of data from approx. 40 ECR adoption cases • Maximum of 90 pages (reading comfort and weight) • Production by Reed Business Information (contract with ECR Europe) JH

  15. General: 18th March Presentation • Update on Business Case for ECR • Update Conference Plenary: - Financial evaluation complete - VCA analysis - All sections effectively complete re. flow & content • 2005 Implementation Workplan - initial priorities • Co-chair & facilitator representation JH

  16. How the results are derived Interviews and Workshops by Academic Partnership > 30 companies Interviews & workshops with >30 companies • Validated Scorecard results • Key Performance Indicators • Analysis of progress and barriers Value Chain Analysis by IBM (6 companies) Conversion based on interviews with company managers Value Chain Analysis Model Company potential benefits: cost reduction, inventory reduction & sales increase by ECR improvement area. Estimate of benefits for trading partner Company Category-Specific P&L Company Category-Specific P&L expressed in standard activity costs IBM standard activity-based cost structure Industry level benefits from ECR for manufacturers and retailers, by ECR improvement area in terms of cost reduction, inventory reduction, growth

  17. Research Results – Trends & Cases Introduction Speakers: ECR Europe Academic Partnership & IBM:Bill Gilmour, IBMJoerg S Hofstetter, University of St.Gallen Time: 3 min Messages: What‘s next?Dissemination of ECRIntegration of ECR into corporate business processesIntegration of ECR into companies‘ incentive systemsNew ECR strategies to win against discounters & private labelIntroduction of the 3 cases and 6 speakers Format : Charts JH/CCJ

  18. Opening Comments to be included into CEOs speach Speakers: Daniel Bernard (tbc), CarrefourFranck Riboud, Danone Time: 20 min Messages: At the end of their speech, they ask the following questions:10 years of ECR implementationWhere are we today?What and how have we succeeded?What barriers have we faced, and overcome?What‘s still in it for our industry?What is tomorrow‘s agenda?Introduce speakers Format : Dialogue VB

  19. Structure for Case Studies Speakers: Retailer, Senior ManagerSupplier, Senior ManagerAcademic Partnership, head of national research team Time: 10 min for each case Messages: Key learning from the caseWhat did we want to accomplish?What did we achieve?How did we do it?What comes next?What have we learned for ECR implementation? JH

  20. Overview Case Studies France: 3 retailers; 6 suppliers (interviews completed) Germany: 2 retailers; 4 suppliers (interviews completed) Greece: 3 retailers; 4 suppliers (interviews completed) Italy: 2 retailers; 4 suppliers (interviews ongoing) Spain: 1 retailer; 1 supplier (interviews completed) Switzerland: 2 retailers; 2 suppliers (interviews completed) UK: 2 retailers; 4 suppliers (interviews ongoing)- L‘Oreal-ASDA case : optimsing Health & Beauty European: 1 multinational retailer, 3 multinational suppliers JH

  21. Potential Case Studies for Presentation France: From ECR-Laggards to ECR-Winners : experiences from two mid-size companies (branded, cooled chain) Germany: Driving ECR : From scratch into the future (branded, big size companies) Greece: Retailer-driven ECR adoption: experiences from a mid-size retailer on motivating suppliers to collaborate Italy: ECR by negotiation: experiences in a price-negotiation dominated business environment (mid-size companies) UK: - Efficient Product Flow: experiences from a leading retailer and a national beverages supplier- L‘Oreal-ASDA case : optimsing Health & Beauty European: A multinational‘s experiences JH

  22. ECR Visions – Daniel Bernard & Franck Riboud Speakers: French CEOs:Daniel Bernard, CEO, CarrefourFranck Riboud, CEO, Group Danone Time: 15 min Messages: Forward looking - what does this mean for my company‘s future direction?Results from case studies are available for bothDetailed content tbc with N Mesny & A Tapie VB

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