1. POC Planning Next Steps

2. POC Planning Feedback Process
Participants:
SPMs
TM Dirs
Panel
Wslrs
SECs
RVPs
Sr. Mgmt
Brands

3. Wholesaler Panel Feedback Summary
100% of wholesalers believe that this process will help Sell More Beer
Funnel concept adds a lot of value…need to ensure it is implemented with discipline
Will drive accountability across the system
Lots of feedback…that can be broadly broken into 5 buckets
The majority of the issues were on the Process side, not with the Tool itself

4. Wholesaler Panel Key Asks
Ensure all programs flow through the funnel
Limit targets outside window
Chain plans need to meet deadlines
All Brand / Trade plans details available during planning cycle
Training the system
Realistic KPI expectations

5. POC Planning Feedback Results
Training Gap - 40%
PPC Changes - 20%
Timing Concerns - 15%
Target Quality/Quantity - 15%
Positive Comments - 10%
How many of you have SECs?
Don’t dismiss
Gaps to improve
Benefits through out the year
Reselling the process
Following Slides Address Changes To Each Topic Above

6. Training – Changes/Enhancements
Enhance navigation features of existing POC Planning WBTs (Computer Based Training)
Develop new WBTs to showcase changes in the POC Planning process
Delivery Target Date: 3/1/2013

7. Training – Changes/Enhancements
Produce many new brief video vignettes showing users how to complete small specific tasks in the POC Planning
These will be organized in quick sort filing so user can go straight to key tasks to get help
Delivery Target Date: 3/15/2013

8. Training – Changes/Enhancements
Offer Regional webcasts to all POC Planning Stakeholders
Each webcast will be two hours in duration
30 minutes of content (Tri 3 updates)
90 minutes devoted to Q & A
Monday March 18
Regions 2 & 3
8:00am – 10:00am
Audience:
Wholesalers, Region personnel
NRS / Region KAMs
10:00am – 12:00pm
All Chain Selling Team members
Regions 7 & 8
3:00pm – 5:00pm
Tuesday March 19
Regions 5
8:00am – 10:00am
Audience:
Wholesalers, Region personnel
Regions 1 & 6
10:00am – 12:00pm
All Chain Selling Team members
Regions 4
1:00pm – 3:00pm
Delivery Target Date: 3/19/2013

9. Training – Changes/Enhancements
Offer “Frequently Asked Questions” Link On Site
Offer “Submit A Question” Box On Site and 800 Hotline
Delivery Target Date: 3/25/2013

10. PPC Updates – Changes/Enhancements
Planning Multiple Brands on Display within Family
Budweiser/Bud Light/Select
GOTO Button
Allow Planning Across the POC
Copy Custom Group Button
Investment Summary
Add Wholesaler CPC Eligibility Total
Carton Count
Reduce more items to a carton factor of “1”
New Reporting Features
Trade Programs/Big Bets/XM/POCM Totals
Delivery Target Date: 3/25/2013

11. PPC Updates – Changes/Enhancements
Limited Order Windows
Ability to open a LOW in PPC for critical additions
Shared Cost on POCM Item In Chains
KAMs and Wholesalers share cost of POCM items
Account Filter
Filter by Active & Inactive accounts
DP Budget Management
Allow central person to limit KAM from spending above budget without approval
Budget Adjustment Visibility
Shows who and by how much AB budget $’s changed
Delivery Target Date: 3/25/2013

12. PPC Updates – Changes/Enhancements
Assortment & Space 2.0
Show recommendations instead of preloading
Target ticker to keep track of planned vs. required
Show Additional POC Attributes
Include data by POC (display share, hispanic, etc)
Display Filter
Filter by account POC capacity
Activity Notification
Planning is complete
Confirmed in KAM Portal
Objective created
Delivery Target Date: 7/1/2013

13. Timing - Changes/Enhancements
KAM Timing – Tri 3 Beyond
KAMs will go first (2 weeks before Whlrs each Tri)
Reduce last minute asks/changes
Length of Time Spent – Tri 3 Beyond
Most of Tri 2 planned in 4 weeks
Less time needed due to learning curve and number of pillars
PPC Site Upgrades will increase planning time
Shorten Objective Lockout Window – Tri 3
Allows more time to make adjustments
Time of year – 2014 Beyond
Looking to avoid holidays in the future
Evaluating Bi-mester planning to adjust dates in 2014/2015

14. Target Quality/Quantity – Changes/Enhancements
Developing simplistic sell-in deck on how models target AB Incrementality – 3/15
Will publish 2013 testing results to improve recommended target acceptance – 6/1
How many of you have SECs?
Don’t dismiss
Gaps to improve
Benefits through out the year
Reselling the process

15. Target Quality/Quantity – Changes/Enhancements
ALREADY ADJUSTED KPIs FROM 90% to 80%
Assortment & Space – Targeted Distribution KPI 80%
Displays – Game Plan Monthly KPI 80%
Location is suggestion
Only Mandated KAM targets count towards KPI
Permanent POCM – Game Plan Year Long KPI 80%
Promotions – Game Plan Monthly KPI 80%

16. You Have Our Commitment…
To Continuously Improve The POC Planning Process