1. Key Reports Introduction

2. Agenda How to access reports Seven key reports
Highlights from each report
Additional reports
Summary & next steps

3. Why Key Reports? Plan to close GAP’s on distribution, volume and MACO.
Reports that affect your sales targets:
Target Progress report
Distribution Gap reports
MACO Visibility report
Simplified Ranking report
POCE report
Track your budgets accordingly:
Reports that reflect your budget:
Commercial Direct Spend (CAD) report
GL Account Detail Transaction report
IMS reporting

4. Reports accessed from EBI Dashboard
Save the EBI link to your desktop or IE

5. Target Progress Report
Provides quick snapshot of where you are re: performance and payout
Breaks numbers down for 3 KPIs
MACO
Distribution
POCE
4th KPI (Initiative) changes monthly
A.K.A. 101 Target Progress report

6. Target Progress Report

7. Distribution Gap Reports
Provide detailed look at the distribution of each of your SKUs
Identify gaps re: whether a SKU is available at a given POC
Are available in both On-Premise (005G) and Off-Premise (005H) versions

8. Distribution Gap Reports

9. Sales Bible
Shows detailed brand and SKU volume & market share by POC for the past 5 weeks
Weekly report shown below 9

10. Sales Bible
Shows YTD volume vs. previous year
Shows Totals for POC 10

11. MACO Visibility Report
Provides detailed look at where you are vs. MACO targets
Includes data re: overall monthly targets and SKU-specific targets
Flags SKUs as on-target, up to 10% below target, or more than 10% below target
Indicates estimated variances

12. MACO Visibility Report

13. Simplified Ranking Report
Ranks all your accounts weekly by industry volume (in hL) and Labatt share (in %)
Identifies your largest accounts
Includes number of visits (live and telephone)
A.K.A. 003 report

14. Simplified Ranking Report

15. Commercial Direct Spend Report
Provides financial summary of where you are with respect to fixed costs and variable budget
Compares planned vs. actual costs
Numbers organized in MTD, YTD, YTG, and Full Year
A.K.A. 031 report

16. Commercial Direct Spend Report

17. GL Account Detail Transaction Report
Provides financial summary of where you are with respect to fixed costs and variable budget
Compares planned vs. actual costs
Organizes numbers in MTD, YTD, YTG, and Full Year
Used to reconcile expenses every month
Received from your PPM or DSC monthly.

18. GL Account Detail Transaction Report

19. Reports accessed from !sell

20. POCE Report Provides POC evaluation data for last 8 weeks
Gives pass/fail grade for Basic and Winning behaviours
Passing grade for Basic POCs = all “Yes”
Passing grade for Winning POCs = all “Yes” for Basic behaviours + all Winning questions minus one  "Yes"  for Winning behaviours 
Shows where you are vs. POCE target
All “No” items become sales objectives

21. POCE Report in !sell Pull a territory summary report.
Pull a POC specific detailed report..

22. POCE Report

23. Additional Reports More national reports CAD Report (from DSC)
IMS tracking report (from DSC)
Trend reports
Variance reports
Regional reports
Québec GL detail transaction report
Sales Bible

24. Summary & Next Steps
Access reports through WCCP – EBI Dashboard or !sell.
Use key reports to focus your sales efforts and impact your bottom line
Additional report training to come as updates are provided by Sales Tech team.

25. It is your turn to “Shoot The Puck!!!”
Development is owned by Employees,
Supported by Managers,
And enabled by the People Department.
How are you going to apply what you learned today in trade?
Embrace the key opportunities to learn and develop as a professional Labatt Salesperson
Explore the new LMS website – it’s a one stop location to access self- directed learning and SEA curriculum.
Take ownership over the 3 key areas that are offered for you to develop!