1. Sales Excellence Program (SEP)

2. Introduction
ABI’s Excellence Programs (EP’s) are one of our competitive advantages: it provides the necessary tools, processes and capabilities to support our people on their quest to create the very Best Beer Company in a Better World.
AB InBev has chosen “the House concept” to structure the management of the Company.

3. Introduction
Each function in the company has defined its own house, all of which are build using the single standard
The roof of the house = results
The vertical pillars = the means by which the results are reached and the technical/functional knowledge of each function/area
The horizontal pillars = 3…
Management: Crosses all knowledge pillars and ties them with results
People: Foundation and describes the way of managing, leading and engaging our people
Tech Sales: Supports our Sales Teams and the rest of the pillars to deliver EBITDA and MS

4. The logo… The abreviation and full description of the program’s name
Each program is identified with a specific color code – Sales is red
The wing represent the quest toward Excellence
The boxing gloves is to represent the Sales Team always ready to fight the fight.

5. Objectives
Improve results by providing the best practices known for each business unit
Promote the sharing, replication and sustainability of best practices
Stimulate the constant improvement through excellence in routine execution
Create a healthy competitive mindset that inspires people to be the best in their area
Recognize the best performance across the globe

6. PROGRAM IN GENERAL SEP 2012 CALENDAR
JAN
FEB
MAR
APR
MAY
JUN
JUL
AUG
SEP
OCT
NOV
DEC
SEP BOOK
CASCADE IN BU
SELF-ASSESSMENTS
LOCAL AUDITS 50%
LOCAL AUDIT 50%
GLOBAL AUDIT
LOCAL RECOGNITION
GLOBAL RECOGNITION
1ST EVALUATION PERIOD
2ND EVALUATION PERIOD

7. Categories in Canada 1 2 3 4 5 6 7 Management
MEANS: 7 Categories applicable in Canada
Management 1
People 2
Field Sales Management 3
Route to Market 4
Key Account Management 5
Revenue Management 6
Trade Marketing 7

8. EXECUTION! LEADERSHIP & THOUGHT,
Our DREAM can only be achieved through EXCELLENCE IN
THOUGHT,
LEADERSHIP &
EXECUTION!

9. It is your turn to “Shoot The Puck!!!”
How are you going to apply what you learned today in trade?
Confirm understanding of SEP with your manager.
Discuss with a peer how they follow the SEP program.
Follow the routine of the means, to deliver the results TODAY!