2016 user conference

1. Purpose-built Analytics
AFS G2
2016 AFS User Conference

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Michael Scott, VP Product Management & Development –
AFS G2
Michael has over 25 years of experience in CPG,
manufacturing, process improvement and software
development. He studied engineering and management at the
Georgia Institute of Technology.
Speaker(s)

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Agenda
• AFS Analytics Customers
• Challenges with Standard BI
• Purpose-built Analytics – Why, What, How
• AFS G2 in action
• Demo

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AFS G2: Purpose-built Analytics
280+ Discovery8 & G2 customers (130+ w/other solutions) 10,000+ users

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What’s wrong with Standard BI
• Well, it is Generic – sold to all industries and segments
• Features for visualization and analysis
• Lack of business context meaningful Models, Measures, KPIs, Analytical
Views, Filters
• Business Users have to be actively involved in defining, designing, building,
testing, validating and rolling out with IT in the “BI” Project
• IT owned, Business hoped – Analytics
• Changes (Business/Market changes)
• Significant time and value lost between conceptualization & project delivery
• Just google – “why do BI projects fail” – results in more than ¼ million results

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Purpose-built Analytics:
Why AFS View
• Business user should have the power
• Analytics should be relevant to the industry business process context
• The time to value should be rapid
• Analytics should evolve as business and market changes
• It should be seamless and integrated into the business user’s workflows
• Most of our customer want to empower field Sales users as well with
Analytics

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Purpose-built Analytics: What
• Best Practices based Packaged Analytics
• Integrated Analytics
• Business User ready - Data Model, Measures, KPIs, Views, Reports,
Filters relevant to their business process – TPM, RE, WMS, ERP, DSD
• Predefined standard exceptions (MBE)
• Seamless data movement
• Role / Context sensitive workflows
• Ease of use for Field Users
• Quick & cost effective deployment
• Innovation in Analytics – as it helps me do user’s core job better

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Purpose-built Analytics: How
G2 Analytics
Core, MBE, Predictive
RE
TPM
Retail
TPM
FS
DSD ERP WMS
• Integrated Analytics
• Seamless data movement
• Best Practices based Packaged Analytics
• Business User ready KPIs, Reports
• Role / Context sensitive workflows
• Quick & cost effective deployment
• Core Analytical capabilities
• User Interface, Ease of Use, PSR
• Grids, Charts, Pivots, Drill downs, …
• Exception Management constructs
• Rapid configuration capabilities
MBE Workflows
• Guard rails & exception definition, automated escalation, predefined root
cause analyses, solution recommendations
Predictive • Automatically analyze trends and predict exceptions before they occur

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Purpose-built G2 for ERP
• Hierarchies
• 14 Purpose-built Hierarchies
• Data Measures
• 208 out of the box
• KPIs
• 211 Pre Configured KPIs
Customer OverviewData Model SolutionSolution Tabs
• Scan Sales
• Spending
• Profit
• Direct Sales
• Deduction
• InDirect Sales
• Promo Analysis
ValueFilters
• Top 10 Ship Tos
• Rep Analysis by Category with %
Mix
• Profitability by Category with % Mix
• Delivery Analysis w/ Average
Gross Prft < $65 per drop
• Category Analysis by Market
Segment (Rolling Mn Chart)
SolutionManagement by Exceptions
• AR - Client at Risk Alert, Client is >X days late and owes >Y $
• Sales - Margin % for High Margin Products, Margin % < 50% for the product
• Sales - Margin % TY vs LY - by Product, If Margin % for TY < LY for the current month
• Sales - Sales $ % of LY by Customer/Product, % difference in Sales dollars vs last year < 10%
• Sales - Sales Qty % of LY by Customer/Product, <% difference in Sales qty vs last year drop < 10%
• Inventory Snapshot
• Drops
• Syndicated/3rd Party Data
• Redistributor Data
• Accounts Receivables
• Purchasing
• Deduction Aging

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Purpose-built G2 for WMS
• Hierarchies
• 29 Purpose-built Hierarchies
• Data Measures
• 350 out of the box
• KPIs
• 166 Pre Configured KPIs
Customer OverviewData Model SolutionSolution Tabs
• Inbound/Outbound Orders
• Work Queue
• Labor Performance
• Space Utilization
• Inventory
• 3PL Revenue
ValueFilters
• Case Picks/hr by Resource
• Outbound Order time
average by day
• Space Utilization by Zone
• Short orders by Day
SolutionManagement by Exceptions
• Performance - Outbound Order % Shipped, 70% by 2pm
• Performance - Inbound Orders, Open for more than 1 hour
• Space Utilization - Pallets/Cubes/Positions/Locations, Less than 20% available
• Labor Performance - Case Picks Per Hour, Case Picks/Hr. < 80
• Labor Standards - Bottom Producers, Productivity < 90% standard

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Purpose-built G2 for TPM-Retail
• Hierarchies
• Fully Configurable Hierarchies
• Data Measures
• Over 1000 out of the box
• KPIs
• 371 Pre Configured KPIs
Customer OverviewData Model SolutionSolution Tabs
• Scan Sales View
• Spending View
• Profit View
• Direct Sales View
• Deduction View
• InDirect Sales View
ValueFilters
• Sales vs Objective
• Spending vs Accrual
• Gross Margin vs Actual
• Direct vs Indirect Sales
• Deduction Aging
SolutionManagement by Exceptions
• Trade Marketing - Promotion Compliance by Chain, Compliance is below 30%
• Trade Marketing - Post Promotion Analysis inclusive of Category Data, Promotion uplift < target value
set in TPM
• Deduction balances have exceeded what was allocated in the plan
• POS balances Sales are approaching actual sales numbers indicating an possible OOS situation

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Purpose-built G2 for RE
• Hierarchies
• 18 Purpose-built Hierarchies
• Data Measures
• 119 out of the box
• KPIs
• 27 Pre Configured KPIs
Customer OverviewData Model SolutionSolution Tabs
• Sales data
• Task data
• Monitoring data
• Call data
• Form data
• Compensation data
ValueFilters
• Promotion Compliance
• Secondary placement
• Promo Sale
• Product Distribution
• Shelf Share
• Percent Distribution
SolutionManagement by Exceptions
• Sales Mgr/Director - Distribution Gain/Maintain/Loss by Brand, Gain/Loss of Distribution is => 5%
• Sales Mgr/Director - Sales Performance vs Target, Sales <10% to plan for the last complete month
• Trade Marketing - Secondary Placement, Count of Secondary Placements is below target (10%)
• Area Sales Manager - Call Effectivity by Rep, Call Effectivity by Rep < 90%
• Sales Reps - Calls Per Month (Plan vs Actual), Call Completion is below 80%
• Sales Reps - Sales Performance by Chain, Sales are <10% to plan

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Purpose-built G2 for
TPM-RE Closed Loop
• Hierarchies
• 20+ Purpose-built Hierarchies
• Data Measures
• Over 1000 out of the box
• KPIs
• Many Pre Configured KPIs
Customer OverviewData Model SolutionSolution Tabs
• Sales data
• Task data
• Monitoring data
• Call data
• Compensation data
• Perfect Store Performance
ValueFilters
• TBD
SolutionManagement by Exceptions
• Trade Marketing - Promotion Compliance by Chain, Compliance is below 30%
• Trade Marketing - Post Promotion Analysis, Promotion uplift < target value set in TPM
• Retail Execution Distribution check indicates shelf quantities are less than 25% capacity indicating a
possible OOS
• Retail execution survey indicates a competitor has a lower price than our sale price

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Demo the TPM-RE-G2 and WMS

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In Closing
• Using Analytics can quickly and easily improve the efficiency of
you business.
• You already have the data, you just need a way to use it
effectively
• The more you are able to empower your users with relevant
information, the better they can do their job

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Thank you
Q & A
Next Session: General Session

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Scenario ID WMS34
Exception Trigger/Rule if one of the metrics listed falls below 20% (available %) then notify mgmt
Alert Type
Email
Text Alert
Analysis
Have the warehouse manager perform a manual count to see if we are really low on pallets/cubes/positions/locations or if
we need to shuffle items around to free up capacity
Conclusion The items in question had been freed up, but not entered into the system
Response Action Enter the new available items into the system
Business Value
What business value does
having this MBE add?
Keeps work flowing smoothly in the warehouse and prevents slowdown/stops due to preceived issues that are not actually
issues.
Value Impact - Throughput, velocity and asset utilization. Cost avoidance through better asset/storage Utilization.
Dataset Real Time Dashboard - Today
Solution Tab Space Utilization
Mode Grid
Filter none
Hierarchy Zone
Period Today (Default)
Column(s) Locations Used %, Positions Used %, Cubes Used %, Pallets Used %
Numeric Condition Locations Used > 80% OR Positions Used > 80% OR Cubes Used > 80% OR Pallets Used > 80%
Execution Each time data is imported
WMS – Space Utilization
Pallets/Cubes/Positions/Locations Used %

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Scenario ID WMS35
Exception Trigger/Rule If case picks per hour fall below 80, alert whse mgr
Alert Type
Email
Dashboard Alert
Analysis Review the items being loaded in the warehouse to determine why case pick
Conclusion
Items that are common to the same orders are positioned at different ends of the warehouse causing multiple
trips and slowing the case rates
Response Action Resolved to move incoming items close to associated items to cut loading times
Business Value
What business value does
having this MBE add?
Small items like case picks per hour can add up to big savings over time. If the discrepencies are identified early,
they can be quickly and easily correcting and bring the case rate back up.
Value Impact - Increased labor productivity and better scheduling / wms velocity capabilities
Dataset Real Time Dashboard - Today
Solution Tab Labor Performance
Mode Grid
Filter None
Hierarchy Employee
Period Today (Default)
Column(s) (New Formula) Case Picks (hr) = {Case_Picked}/({Case_Picked_Min}/60) (From Labour_Perf_CasePicks Dashboard)
Numeric Condition Case Picks (hr)< 80
Execution Each time data is imported
WMS – Labor Performance
Case Picks Per Hour

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Report Name Promotion Compliance by Chain
Exception Trigger/Rule Compliance is below 30%
Alert Type Email
Analysis **Discuss with TPM about how this is calculated & where
Conclusion Compliance point 3 was the issue – products not merchandised properly
Response Action
1. Target visit for Merchandiser to ensure displays are properly stocked in Chain X
2. Rep to visit and recheck Promotion Compliance OR Escalation to NAM for Chain X to decide what to pay/not to
pay for the Promotion.
Business Value
What business value does
having this MBE add?
a) Good promotion execution supported which ensures sales uplift. B) Clear picture of promo compliance in
relation to costs, with a clear picture with which to negotiate with retailers.
Value Impact - Higher return from Trade Spend Investment
Dataset Either
Solution Tab Promotion
Mode Grid
Filter
Hierarchy Chain/Banner
Period YTD
Column(s) Promotion Compliance Overall %
Numeric Condition Promotion Compliance Overall % < 30
Execution
TPM Retail – Trade Marketing
Promotion Compliance by Chain

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Scenario ID TPM24
Exception Trigger/Rule Promotion uplift < target value set in TPM
Alert Type Dashboard Alert
Analysis Use the metrics to determine if promotion was effective and efficient
Conclusion
What went well / What didn’t go well. Effective (related uplift which can be obtained from Order & Shipment
Data) and Efficient (the financial elements – cost of promo, settlements, uplift revenue).
Response Action
a) Adjust compensation received by stores/banners based on promotion results
b) Adjust our execution techniques to close execution gaps on our side
Business Value
What business value does
having this MBE add?
Help the customer to plan and execute promotions better based on past experience. This could be internal issues
with our execution or external issues with the store/banner compliance.
Value Impact - Sales and Trade Spend Utilization
Dataset Either
Solution Tab Promotions
Mode Grid
Filter
Hierarchy Promotions
Period TBD
Column(s) Uplift, Cost of Promo, Settlements, Uplift Revenue
Numeric Condition
Execution
TPM Retail – Trade Marketing
Post Promotion Analysis

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Report Name ERP25
Exception Trigger/Rule
Client is over X days late and owes over Y dollars. The X can be selected by the user and Y might be different by
user.
Alert Type
Dashboard Alert
Email
Analysis
Review the customer's orders and payments as well as notes in Data Discovery to see if an action might need to be
taken
Conclusion Customer had a note on their order that they have a payment on the way
Response Action Place the open order on hold until the payment is received
Business Value
What business value does
having this MBE add?
Allows the capture of open order before they are fulfilled for customers that are beyond the time/amount threshold
setup by the user.
Value Impact - days sales outstanding can be reduced.
Dataset Default (only 1)
Solution Tab AR Aging
Mode Grid
Filter 0
Hierarchy ?
Period YTD
Column(s)
(Combination of) 1-7 Days Past, 8-14 Days Past, 31-60 Days Past, 61-90 Days Past, 91+ Days Past, Over Limit, Balance
Due
Numeric Condition
(Combination of) 1-7 Days Past, 8-14 Days Past, 31-60 Days Past, 61-90 Days Past, 91+ Days Past, Over Limit, Balance
Due
Execution Each time data is imported
ERP – AR
Client at Risk Order Alert

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Report Name ERP26
Exception Trigger/Rule If the Margin % for the current calendar month falls below 50% for the product selected, then trigger
Alert Type
Dashboard Alert
Email
Analysis
Review the orders for the product that has the exception to see the margin % for this month to see what is
making
Conclusion One banner was given a lower than approved price on this product.
Response Action Notify the rep(s) and inform them of the lowest price approved for that product in order to maintain margin %
Business Value
What business value does
having this MBE add?
Keeps the margins at a planned level and identifies any variances in time for them to be quickly corrected.
Value Impact - Gross Margin
Dataset Default (only 1)
Solution Tab Sales
Mode Grid
Filter Product=Select High Margin Products
Hierarchy Product
Period ?
Column(s) (NEW Forumla) Margin % TY = (Margin Dollars TY)/(Sales Dollars TY)
Numeric Condition Margin % TY > ? Or Margin % TY < ?
Execution Each time data is imported
ERP – Sales
Margin % for High Margin Products

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Scenario ID RE1
Report Name Distribution Gain/Maintain/Loss by Brand
Exception Trigger/Rule Loss of Distribution is => 5%
Alert Type
Email
Dashboard Alert
Analysis
Analyse segment Activity for Competitor Brands eg. Shelf Share Gains & Losses
View OOS by Chain
View SKU replenishment volumes
Conclusion 0
Response Action
Target Task to Increase Shelf Share or Secondary Placements [Web Console]
Target Monitoring to address OOS within Chain [Web Console]
Create a Visit for Order or Escalate to Supply Chain
Business Value
What business value does
having this MBE add?
Value Impact - Increase share of shelf, secondary placements and reduced out of stocks - resulting in sales increase
and/or decreased sales losses. Protect brandshare and revenues with Agile, Rapid response to in-store conditions.
Dataset Main
Solution Tab Tasks
Mode Grid
Filter
Hierarchy Brand
Period Week
Column(s) Distribution % Change
Numeric Condition Distribution % Change > -5
RE – Sales Mgr/Dir
Distribution Gain/Loss by Brand

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Scenario ID RE3
Exception Trigger/Rule Shelf Share falls below 50%
Alert Type
Email
Dashboard Alert
Analysis Analyse segment for Competitor activity
Conclusion
Response Action Task for Distribution Increase or Secondary Placement [Web Console]
Business Value
What business value does
having this MBE add?
Value Impact - Increase share of shelf, secondary placements and reduced out of stocks - resulting in sales
increase and/or decreased sales losses. Protect brandshare and revenues with Agile, Rapid response to in-store
conditions.
Dataset Main
Solution Tab Tasks
Mode Grid
Filter
Hierarchy Brand
Period Week
Column(s) Share of Shelf %
Numeric Condition Share of Shelf % < 50
Execution
RE - Tasks
Shelf Share by Brand