What is the value of a retail scorecard? Findings from a quantitative survey of 72 manufacturers and retailers.

1. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
What is the Value of a Retail
Scorecard?

2. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
Supply Chain Insights is focused on delivering
independent, actionable and objective advice for
supply chain leaders.
A company dedicated to research,
turn to us when you want the latest insights
on supply chain trends, technologies to know and
metrics that matter.
About Us
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3. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
Growth has Slowed

4. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
1990-
1994
1995-
1999
2000-
2004
2005 2006 2007 2008 2009 2010 2011 2012
eCommerce 343 456 549 758 848 1016 998 1073
Grocery 198 182 425 479 475 520 612 611 572 518 504
Mass 112 144 253 348 379 617 487 474 533 464 348
Specialty 296 384 414 458 479 527 534 282 312
0
200
400
600
800
1000
1200
RevenueperEmployee(K$)
Revenue per Employee
Retail: Revenue Per Employee
Source: Supply Chain Index Analysis from Annual Reports 1990-2012
Mean values utilized excluding outlier data
Can you update
this slide?

5. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
Revenue Per Store
Can you update this
slide?

6. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
A Supply Chain
is a Complex System
with Complex Processes
with Increasing
Complexity
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7. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
 Resilient and predictable
 Balanced across the set of metrics to
maximize value
 Showing year-over-year strength against
peer group
Desired Corporate Performance
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8. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
The Supply Chain Effective Frontier
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In most supply chains, complexity has risen throwing the supply
chain out of balance. We find that nine out of ten companies are
stuck at the intersection of inventory turns and operating margin.

9. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
The Efficient Supply Chain is not
Effective

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Mining 20 Years of Financial Data

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How to Read an Orbit Chart
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12. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
Corporate Summary

13. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
Cash-to-Cash Cycle vs.
Inventory Turns (2000-2012)

14. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
Inventory Turns vs.
Operating Margin (2000-2012)

15. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
Company (2000-2003) Days of Inventory Days of Payables Days of Receivables
BASF SE 82 50 72
E. I. du Pont de Nemours and Co. 95 51 44
Company (2004-2007) Days of Inventory Days of Payables Days of Receivables
BASF SE 66 38 61
E. I. du Pont de Nemours and Co. 86 49 53
Company (2008-2011) Days of Inventory Days of Payables Days of Receivables
BASF SE 64 30 54
E. I. du Pont de Nemours and Co. 100 66 49
Company (2012) Days of Inventory Days of Payables Days of Receivables
BASF SE 64 30 50
E. I. du Pont de Nemours and Co. 106 69 42
Source: Supply Chain Insights LLC, Corporate Annual Reports 2000-2012
Can you put a cash to cash slide in this deck for
Wal-Mart versus Target?

16. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
Retail Resiliency
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Company Wal-Mart Target
Resiliency Ranking 1.00 1.33

17. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
Vendor Managed Inventory

18. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
Definition

19. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
Suppliers

20. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
VMI is Stalled

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VMI Performance

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Shorter Order Cycle Times

23. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
Suppliers Alignment

24. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
Study Overview

25. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa

26. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
Use of Scorecards

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Multiple Scorecards

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Reviews

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Review Frequency

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Redefined

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Face-to-Face Meetings

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Benefit

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Impact

34. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
What is the Value of a Retail
Scorecard?
• Resiliency
• On-time performance and in-stock
improvements
• Reduction of shipping and receiving issues

35. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
About Lora Cecere
• Founder of Supply Chain Insights
• “LinkedIn Influencer”
• Guest blogger for Forbes
• Author of 2 books: Bricks Matter (2012) and
Metrics That Matter (to publish Fall of 2014)
• Partner at Altimeter Group (leader in open research)
• 7 years of Management Experience leading Analyst Teams at Gartner and AMR
Research
• 8 years Experience in Marketing and Selling Supply Chain Software at Descartes
Systems Group and Manugistics (now JDA)
• 15 Years Leading teams in Manufacturing and Distribution operations for Clorox,
Kraft/General Foods, Nestle/Dreyers Grand Ice Cream and Procter & Gamble.
Contact Information:
• Email: lora.cecere@supplychaininsights.com
• Blog: www.supplychainshaman.com (6000 pageviews/month)
• Forbes: http://www.forbes.com/search/?q=lora+cecere
• Twitter: lcecere (4800 followers)
• LinkedIn: linkedin.com/pub/lora-cecere/0/196/573 (7000 in the network)
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36. RVCF Spring Conference May 5-7, 2014 Sanibel Harbour Marriott Resort & Spa
What’s Happening at
Supply Chain Insights?
www.supplychaininsights.com
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