1. Key Reports

2. Agenda How to access EBI key reports Overview of reports
How to access !sell key reports
Other monthly key reports
Additional reports

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. How to access EBI Reports
EBI Reports are located on the Pub website under business update and WCCP

5. 101 Target Progress Report
Provides quick snapshot of where you are re: performance and payout
Weekly report is available along with a monthly results report
Breaks numbers down for 3 KPIs with weighting
MACO – 65% (or 40%)
Distribution – 15% (or 40%)
POCE- 10%
4th KPI (Initiative) changes monthly and will be communicated by your line manager – 10%

6. Target Progress Report
Your Maco and distribution targets link into this report from 2 separate reports that we will review on the next couple slides
POC E pulls from I-sell
Initiative is tracked in an Excel document by Sales Intelligence

7. 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
In this report you are able to see how you can under deliver on volume when you have a positive product mix and vice-versa vs. target

8. MACO Visibility Report
Digging deeper
Kokanee
What SKU’s are driving the positive results?

9. Distribution Gap Reports
Provides 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
Distribution Gap reports are available daily and monthly in EBI
In a brand one can over achieve in draught or package to hit the overall brand target in on-premise
The same criteria applies to off-premise brands and SKU’s

10. Distribution Gap Reports
In this example the rep would be achieving 5 out of 6 due to a single gap in Bud Light Lime

11. Sales Bible
Shows detailed brand and SKU volume & market share by POC for the past 5 weeks
Weekly report shown below 11

12. Sales Bible
Shows YTD volume vs. previous year
Shows Totals for POC 12

13. 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

14. Commercial Direct Spend Report

15. ZBB Sales Manager Report
Provides financial summary of where you are with respect to fixed costs and variable budget monthly
Compares planned vs. actual costs
Organizes numbers in MTD, YTD, YTG, and Full Year
Also summarizes HL by MTD, YTD, and full year with actual and planned $ per HL spends
Used to reconcile expenses every month
If a rep is over budget in a given month without DSM approval, variable compensation can be held back

16. ZBB Sales Manager Report1 2 3 4 5
Month Summary – Actual fixed and variable spends vs. plan; Also spend per HL for the same period
Year to date Summary – Same as month summary spread over current year to date with added HL spend detail
Year to go for both fixed and variable budgets
Full year plan information for your reference; Includes Budget plan and HL plan along with plan $ per HL and % sold
Spends by budget code are broken out by fixed and variable for month, year to date, year to go, and year plan

17. Reports accessed from !sell

18. I-Sell POC Detail Spend Reports
Budget Detail by POC pulled directly out of I-Sell
Budget spends can be pulled By POC and also by territory
Two versions of the report can be pulled:
Internal – More detail for your own tracking
External – For review with a customer
Report can be exported to excel

19. I-sell POC Detail spend reports
POC by POC expenses are located in POC planning tab in a regular POC visit 19

20. I-Sell POC Detail Spend Reports
Expense reports can be pulled in the reports tab in I-Sell.
This report can be viewed internally for your own viewing and
also externally for customer review. 1 2 3 20

21. POCE Report
POCE report is located in I-sell under Calendar, reports and POC execution detail report
Provides POC evaluation data for date range chosen
Gives achievement variance percentage for Basic and Winning survey types
Summary Page and drop down menus for POC level achievement scores are available
Top half summarizes total score by basic, winning or by banner level
Second half of report drills down to POC level
One can over and/or underachieve to get to their target of 80% for their territory

22. POCE Report

23. POCE Report This rep is over achieving target by 4.4%.
To look more closely at what is driving the gap in OP Basic click on the plus button on the right to reveal more POC detail information.

24. POCE Report
When diving deeper into the gap we can see what individual POC’s are impacting the score.
In this example, the negative scores in Texas gate, the Maple Leaf Grille and Tommy’s Neighborhood Pub are impacting negatively on the Basic OP score. 24

25. Reports from PPM/DSC

26. 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

27. GL Account Detail Transaction Report

28. Detailed CAD Report from SAP
Report pulled by DSC monthly
Shows amounts that are debited and credited from a particular GL account by rep
Dates and details are provided so reps can reconcile their budgets monthly
Additional IMS reports can help a rep dive into the detail of a particular order

29. Detailed CAD Report from SAP29

30. Additional Reports More Territory Sales reports
EBI 003 – Customer ranking Reports: Ranks your customers in HL volume for Industry and Labatt vs. YA and share vs. YA
NSS Trend Summary Reports:
Provides details on volume index for Industry and Labatt vs. YA
Also provides BDL share information for total Labatt, package and draught vs. YA

31. 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.

32. 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!