We have a packed agenda with hands-on tutorials, customer spotlights, product roadmaps and peer-to-peer sessions for like-minded system users. We are also covering industry best practices that impact long-term success in today’s business environment, including retail execution, business intelligence, mobility and data synchronization.

1. Manage by Exception
2017 AFS USER CONFERENCE
“Practical Analytics for Everyday Decision Making”

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Speaker Introduction
• Susan Sanford, Sr Dir, TPM FS Operations & Prod Mgmt
Susan has more than 21 years of experience with Foodservice claim settlement, deduction and
contract management. Emphasis in the last 10+ years in user training, client engagement and
leading product development. In addition to being the Product Manager for TPM Foodservice and
Data Acquisition, she manages Foodservice settlement operations and supporting software
products.

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Agenda
Example Scenarios for Managing by Exception
• Exposure vs Spend
• Sales Growth
• Contracted vs Street
• Operator Spend Rate

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Scenario: Exposure vs Spend
 Sales create contracts and enter estimated volume and enter the
negotiated pricing. This generates the estimated dollars they are
expected to spend. Ideally, the estimates should be in line with
actual volume.
 If estimates are too low, they will be overspent.
 If the dollars are too high, they will be underspent.

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Exposure vs Spend – At-A-Glance

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Create a Notification
• Filter(s)
• Products with a Net Exposure % less than 0
• [Net Exposure % TY] < 0.0
• MBE
• Name: Products with a Net Exposure % less than 0
• Time Period: Start of This Year – This Month This Year

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Next Steps – Amend The Contract

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Scenario: Sales Growth
Your company has an objective for Sales Managers to grow sales by 3%
• Need to know which distributors have a sales growth greater than 3%
• Need to know which distributors have a sales growth of less than 3%

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Sales: At-A-Glance View

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Example:122 Group

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Example: 122 Group – Distributor/Category

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Create a Notification
• Filter(s)
• Ship to customers with a Sales Dollar Variance % less than 3%
• Ship to customer with a [Sales Dollar Variance % TY]< .03
• MBE
• Name: Customer with a Sales Dollar % less than 03
• Time Period: Start of This Year – This Month This Year

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Next Steps:
Determine the following:
• Are operators pulling from another distributor?
• Are they buying the same products?
• Did they drop any products?
• Does their earned income program need to be adjusted?

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Scenario: Contracted vs. Street
 Sales negotiate marketing programs with their distributors to grow their business and they need to be able to identify the
sales that are being pulled through distribution for their operator program (contracted sales) versus the sales that are
pushed onto the street by the distributor (street sales). Ideally, they would only want to pay trade spend dollars on the
activity driven by the distributor and need this reporting information for their business review.
 For each Distributor, the Street sales should be greater than or at least equal to year over year totals. As the
manufacturer grows sales through operator pull, the distributor should also be growing sales for what the distributor
pushes on the street. If the distributor is not equally growing the sales, the Sales Rep would want to have a conversation
to see if an issue exists.

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Contracted vs Street: At-A-Glance View

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Create a Notification
• Filter(s)
• Distributor C vs S, Street Sales % > LY
• [Street Sales Dollar Variance %] > 0.0
• MBE
• Name: C vs S, Sales % greater than LY by Distributor (Contact vs Street where
Street Sales are greater than Last Year, grouped by Distributor)
• Time Period:
• Start: This Month Last Year minus 3 months
• End: This Month This Year minus 3 months

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Next Steps
User receive an email notification with a report containing 3 Distributors have Street Sales Dollar Variance %
decreased from last year.
• Actions:
• Clicks on the “Distributor C vs S, Sales % > LY” link in the email to load G2 and be taken to the filter
• Review the contracts that are driving the contracted volume and associated spend
• Does the Distributor have an Earned Income program?
• Do the terms include or exclude contracted volume?
• Should the rate be adjusted?

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Scenario: Operator Spend Rate
• Sales has a target rate per product or category level that they need to
be at or below to stay within budget.
• Need to identify if this rate is growing and could potentially exceed
the budgeted rate

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Operator Spend Rate – At-A-Glance

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Notification
• Filter(s)
• Operator Spend per Case is greater than $2.00
• [Spend per True Volume case] > 2.00
• MBE
• Name: Operator Spend per True Volume case is greater than $2.00 by either
the Category or Product level
• Time Period:
• Start: This Month Last Year minus 3 months
• End: This Month This Year minus 3 months

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Next Steps
• Review pricing and determine if contracts need to be amended or end
dated

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THANK YOU!
Q & A
Next Session: Lunch