1. P&G Customer Business Development

2. L i s t Who are you, P&G? What is CBD? Discussion

3. Who are you, P&G?

5. 160 Countries 135,000 Employees $76,400,000,000 300 Brands \76,400,000,000,000(76 조원 ) Who are you, P&G ?

6.  1879 : P&G introduced Ivory Soap  1931 : P&G implemented brand management system  1989 : Established Seotong P&G  1993 : Seotong P&G changed its company name to P&G Korea, Inc.  2008 : 'World's Most Admired Company' (5th) - Consumer Goods Industry 1st - Human resource management 2nd  1837 : William Procter & James Gamble establish a P&G, Ohio Cincinnati Who are you, P&G?

7. About the CBD

8. About the CBD What is the Customer Business Development? Customer Business Development is the division as the Sales Division. Marketing OperationsFinance Information Systems Human Resources Logistics

9. CBD Team What is the function of CBD? Needs.. Strategies.. About the CBD

10. Align Strategy Align Strategy is the objective to create opportunities for both P&G and the customer to benefit by collaborating in strategy development. About the CBD

11. Create Demand Create Demand is the objective to build profitable sales volume for P&G and the customer through consumer value and shopper satisfaction. About the CBD

12. Optimize Supply Optimize Supply is the objective to maximize the efficiency of the supply chain from P&G to the point of purchase to optimize cost and responsiveness. About the CBD

13. Enable the Organization Enable the Organization is the objective to develop capabilities to maximize business results by creating the capacity for frequent breakthrough. Innovation About the CBD

14. Why the CBD division was created? ▶ Background 1. Just-in-time 2. Win-lose relationship with retailers around 1980s 3. Collaboration with Wal-Mart So, in 1992 CBD division created under the leadership of Jager and Lawrence’Mike’Miligan. About the CBD

15. Earlier Relationship between customer and P&G About the CBD

16. CBD Relationship between customer and P&G About the CBD

17. Financial Reports of P&G Will be written as soon as possible. By the Excel format. From 1978 to 2003. About the CBD

18. An example of collaborating with Wal-Mart (Prism) http://www.rachaelrayshow.com/show/segme nts/view/green-dish-lara-spencer/ http://www.rachaelrayshow.com/show/segme nts/view/green-dish-lara-spencer/ http://www.mediacart.com/retailers.html CBD http://www.pgcareers.com/aboutpg/ourpeopl e/cbdprofiles/page/130/default.htm http://www.pgcareers.com/aboutpg/ourpeopl e/cbdprofiles/page/130/default.htm About the CBD

19. The Customer Business Development concept, which P&G pioneered, came from recognizing that two-way partnerships with our customers are fundamental to the growth of our business. CBD lead the interface with our customers and develop strategic selling concepts and activities to grow P&G's business and the customers' sales. In this sense, the role of CBD is more than "selling" - it's a P&G-specific approach which enables us to grow business by working as a "strategic partner" with all functions in our customers, not just as a supplier agreeing deals with the buyer. About the CBD

20. We work with our customers, whether at retail, distributors, headquarters, influencers or end- users, to align strategies and exchange capabilities, competencies and assets. The common objective is that both companies achieve greater turnover, market share and profitability than they could have achieved separately. This creates indispensible partnerships with our customers where we actively work to co-create and capture value. About the CBD

21. Questions for Discussion

22. 1. Which of the sales force structures discussed in the text best describes P&G’s CBD structure?

24. 2. From the perspective of team selling, discuss the positive as well as some possible negative aspects to the customer business development sales organization.

25. - Strategic Account Teams erving the complete needs trategic Partner - Rewarded - Trust - Difficulty evaluating individual contributions

26. 4. Discuss some ways that the CBD structure may be more effective than a single sales rep for each step in the personal selling process.

28. 5. It seems that P&G has the most effective sales force structure of any company in its industry. Why have competitors not been able to match it?

30. References Books : 1. Rising Tide:Lessons from 165 Years of Brand Building at Procter & Gamble (2003) Davis Dyer, Frederick Dalzell and Rowena Olegario 저 권오열 역 2. Principles of Marketing 13 th edition p.480-p.511 by Philip Kotler and Gary Armstrong(2010) Websites: 1.http://www.pg.com 2.http://www.pg.co.kr 3.http://www.pgcareers.comhttp://www.pgcareers.com 4.Financial reports of P&G from the first book p.566-p.568