Company Presentation

1. Delivering Your
Objectives by
Developing Your People

2. Contents
• Introducing Wynning
• Leading change to deliver value
• Who we’ve been helping
• Our recommended approach:
- Before, During and After
• Examples of the work we do
• What our Clients say
• Examples of true R.o.I.
• Next steps
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3. Wynning Coaching & Training Ltd.
• UK Based Management Training & Coaching Company
• Team of Certified Transformative Coaches and
World-Class Training Facilitators
• Established in 2005
• FMCG specialists with experience in many industries and business types
• Team language capabilities
– English, French, Spanish, Italian, Portuguese, German
• Trained in over 40 countries, every continent
• Capabilities in Sales, Marketing, Buying, Operations, Manufacturing, Supply
Chain, Finance and HR Functions
• Before, During and After approach
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4. Management Training Evolution:
Wynning Leading Change
Used to be... Has become...
• “Company Academies” • Client bespoke solutions
• Logo Changes / low tailoring • Future-led
• “Happy Sheets” (Workshop • Holistic: all the levers to
feedback form) measurement develop performance
• True Client R.o.I.
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5. Who We’ve Been Helping
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6. Wynning Solves Both Challenges
The 2 Ways of Improving People’s Performance
1) Capability 2. State of Mind
• Skills
• Process • Quality of Thinking
• Knowledge • Motivation
• Tools
High Impact Transformative
Bespoke Training Coaching
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7. The Wynning Framework
Review behavioural Review Assess First hand observation
changes and business and understanding of
results based upon current working practices
objectives at the start compared with business
objectives and needs
Implement Design
Develop specific solutions:
Implementation of the
workshops, coaching,
learnings in role and
processes, tools
measure impact of
Deliver
behavioural changes. Line
Management support along Run high-impact
the way development
interventions (training
& coaching)
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8. The 3 main parts to the approach
Working with you at each step in order to:
1. Understand where your people are today
– Current Skills, Processes & Tools
– Assess current support structure
(incl. line managers)
– Current Best Practice with stakeholders
2. Your Vision
– What your organisation of 2013-2016 looks like
– Desired Skills, Processed & Tools
– Desired support structure
3. How we’ll get there
– Training workshops
– Transformative Coaching
– Reviews & Assessments
– Embedding structure for R.o.I. and genuine step-change
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9. Benefits of this Approach
1. All training and development totally tailored so that each team
understands how it relates to their role and challenges
2. Future objective led so that you can measure the effect of the
programme in line with your own business targets
3. Activities are action oriented and motivational – helping your team hit
their own KPIs
4. Training and coaching is high-impact by understanding how people learn
(‘linking the known to the un-known’)
5. Skills, knowledge, processes and tools are all developed to help make the
changes ‘stick’, delivering excellent R.o.I. very quickly
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10. Some Examples of the Work We Do
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11. What Client Stakeholders Say
“I have had three separate sessions of training over a 9 year period
with Wyn, including commissioning some ground breaking 'best in
class' training with the Field Sales Force. Wyn's brand of coaching,
encouragement, focus and challenge is highly effective and
impactful. His personality is engaging and Jenks colleagues got
tremendous results directly from Wyn’s training and I would highly
recommend him to any customer facing business.”
A.M. Director of Sales – Consumer Goods “Wyn is a first class trainer who has a wealth of
knowledge and has a fantastic way of bringing training
materials to life with his wealth of knowledge and
“Wyn is an expert in the field of sales business experience truly outstanding. His training has
training and knows how to get the very had a real impact on me and my site management team
best our of sales people and sales and I would fully recommend his services and look
managers. He is thoroughly professional forward to working with Wyn in the future.”
and a pleasure to work with bringing A.K. Manufacturing Manager – Food & Beverages
boundless enthusiasm to any task.” “Wyn is an excellent facilitator and has helped to drive
S.H. Sales Director – change through our organisation in the manner that we
Home Entertainment sell to customers. His training style is engaging with a
positive response from all he has trained.”
K.P. CEO – Food & Beverages
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12. 9 x R.o.I. from only 4 people
Results from 4 participants, 11 weeks following a Negotiation Workshop
“What I said I’d work on at the end of the
Name “What I’m Doing Differently” “The Business Results from doing them”
course”
1. Do more prep- my own ODEs The training opened my eyes- the details we need to consider. Clothing Retailer A - £16k project, would have been £10k – got the extra
Doing lots more prep – their personality, their needs, their £6k directly by using ODEs
ODEs. Client B – didn’t give an additional 10% discount, incremental £1,300 to us
2. Get quicker sign-off from clients by Am using high value / low cost to help with quicker sign-off and Additional potential £20k saving, but not yet confirmed
Liz
using high value/low cost to overcome any disputes. Am finding different things to offer
that are high value to them, low cost to us. Total = £7,300
Using ‘If you, then I’ more formally
3. Use ‘If you, then I’
1. Be more prepared I’ve been using this a lot, not that many proposals until now, so Manufacturer A: Usage
2. Do ODEs fro client’s point of view only now finding out how it works They wanted a piece of work at £10k, I proposed £16k, ended at £14k by
Hannah 3. Be more creative being more firm, being prepared and using If you , then I
4. Use ‘If you, then I’
Total = £4,000
1. Questioning before and during to Now asking ‘why’ they need the data, documenting their needs Manufacturer A’s contract – now £51k p.a.; and incremental £16k by
get their real need for the and why they need the work at the start of the discussion, listening, asking, really understanding their variables. It would have been
proposal / piece of work before proposal stage. I’m therefore being specific on what £35k pa if I hadn’t done things differently from the course.
they need. By being less aggressive with another client, found out what the maximum
was they were willing to spend (£10k) – would have previously said £13k or
I’m finding out what their essentials are nothing; and would have got nothing with this – so incremental £10k
Adrian 2. Use ODE An original £14k proposal was added to by £2.5k by asking and using If you
Using a lot of ‘If you, then I’ and it’s working really well then I
Feeling less stressed by being more organized and prepared
3. Conditional Bargaining: “If you, Saved time on Frozen Food A – took 2.5 days, would have been 2 weeks
then I”
Total = £28,500
1. Preparation and finding out their I’m now thinking through the process: what’s key to them and Food Producer A: 2 proposals £8k project. Sold in Demographics as well as
indicators (of flexibility and key to us, plus the USP we provide for them base project by asking questions on what they really needed, and by
inflexibility) Not had the need to use this much to date structuring the proposal differently: £2.5k incremental
When able to prepare this works really well. When a phone call Client B: was a £5k package, sold in switching and loyalty propensity on top
Alister
2. Conditional Bargaining comes in, I need to be quicker to offer alternatives during an by finding out what they wanted and why – an extra £4.5k to the base
informal discussion proposal
3. Negotiation Limits
Total = £7,000
9 x R.o.I. in 1st 3 months directly attributable to implementing workshop learnings (£46,800)
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13. Typical example of 10 x R.o.I. in only 5 people
Results from 5 (of 11) participants, 10 weeks following an ‘Advanced Selling’ workshop
Name What you said you would do What you have done Revenue / Profit benefit
A 1. Buyer’s Targets They change targets monthly – focus on money From using Upside-down preparation,
2. Upside-down preparation Now do better preparation sell-out data, last year vs this year, gap
3. Good questions Doing more questioning analysis vs market: Brand X extra
4. Brand X space in Retailer A outlets: move from 40% Now 45% space. Deeper distribution of Brand X £5,000 per month
to 50% in smaller stores
B 1. Clear objectives Using Upside-down prep and finding
2. Upside-down preparation Very clear presentation using process with needs: directly resulted in the pallet
3. Never assume Retailer D – Pallet Zones zones and free extra run-off displays to
4. Find buyer’s needs Needs: profit, and cash from promotions and clear stock. N.R. £12,000
5. Brand C in Retailer D stores: reduce out of stocks permanent displays
C 1. Deliver the objective which I’ve presented (Brand A: • Retailer H: found out KPIs are Net Sales and G.
achieve 80% share of promo in Retailer H) Margin – both % and absolute, but buyer not Share of promo would have happened
2. Use more analytical approach in preparation and bonused on this anyway ( £35k)
presentation • Now have 78% share of promo Brand C £15k to year end directly as a
3. Use upside-down preparation and deliver strong • Listed Brand C NPD from using more analytical result of preparing differently
customer presentations approach in preparation: Upside-down prep and
needs
D 1. Brand C shelf hangers in Retailer J (as presented) 42 hangers placed in 24 stores, form using IMS from 8k per month to 18k pm.
2. Move Brand F to correct category in Retailer J testimonials learnt on training course Seasonal and volume fill spike equals
3. Extend shelf share on Brand A from 50% to 75% in Not achieved yet – planogram will change about 5k pm, so increase long term =
Retailer W 1 more facing gained, space now 53% £5k per mth
E 1. Execute loyalty program in Retailer L • Loyalty program being done with another Promo will be additional 200k Euro –
2. Brand A: increase share of shelf from 67% to 75% supplier would have happened anyway
• Can’t get free data anymore on competitors Used KAM D’s upside-down prep and
presentation: Brand B – all 6 NPD listed,
£100k incremental
£247,000 incremental revenue 1st 3 months directly
attributable to implementing workshop learnings
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14. Next Steps
1. Arrange to meet
2. Discuss your needs, opportunities and
challenges
3. Begin your path to improved results by
developing your people’s potential
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15. Non-disclosure Obligations
This presentation and document is proprietary to Wynning Ltd. and has been furnished
on a confidential and restricted basis to assist in the evaluation of Wynning Ltd as a
supplier of coaching, training and consulting services.
Wynning Ltd hereby expressly reserve all rights, without waiver, election or other
limitation to the full extent permitted by law, in and to this material and the information
contained therein.
Any reproduction, use or display or other disclosure or dissemination, by any method
now known or later developed, of this material or the information contained herein, in
whole or in part, without the prior written consent of Wynning Ltd is strictly prohibited.
All Rights Reserved
© Wynning Ltd. 2012
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