Kunde Titel der Pr

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The Case for ECRA joint project conducted by
ECR Europe Academic Partnership and IBM for ECR
EuropePlenary 1 Storyboard Draft(Revised)Vick
i Belcher, GilletteDave Woodward, Gillette -
(champion from 4.2)Prof. Daniel Corsten, U
St.Gallen, SwitzerlandDr. Joerg S. Hofstetter, U
St.Gallen, SwitzerlandChris Cave Jones, IBM,
Singapore
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Key Messages

• This conference session will contain some new
  news - what you see today is work in progress,
  subject to revision based on yesterdays feedback
• We have already amassed a wealth of -
  Quantitative research from a wide range of
  resources- Exciting case studies
• We believe we have powerful material - for the
  plenary, a breakout and possible class-room event
  
• There are still opportunities for companies to
  join the study

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Key elements of the project and status
1. Scorecard data analysis Analysis of
databaseUniversity of St Gallen
On track November 2004 database being analysed
5. Results - Blue Book report - Paris
Presentation IBM Acad. Partnership
2. Data Verification Cases 30 Interviews
Cases Academic Partnership
Case for ECR
4. Macro-Economic Analysis Analysis of
Databases Acad. Partnership ( IBM)
On track approx. 40 cases reviewed and
shortlisted
On track data from cases, Nielsen MVI,
PlanetRetail...
3. Value Chain Analysis Analysis of 6 CasesIBM
4/6 scheduled. Need to secure 2 additions
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Conference Session The Case for ECR

• 0900-0905 Opening remarks, Nathalie Mesny
  Daniel Tieman
• 0905-0915 Introduction Hans-Joachim Körber
  Thony Ruys
• 0915-0935 ECR Perspective from Carrefour
  Danone
• Daniel Bernard (tbc) Franck Riboud
• 0935-1005 The Case for ECR, IBM / Academic
  Pship
• 1005-1025 Case study from LOreal / Asda
• 1025-1030 Summary Wrap-Up, Ed Lonergan
  Richard Holmes
• 1030-... Break

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ECR Perspective

• Speakers Daniel Bernard (tbc) Franck Riboud
• Time 20 mins
• Messages -To be self-prepared
• - Finish on a Challenge... what is the case for
  ECR?
• Format Dialogue and charts

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Plenary 1 The Case for ECR

• Message Material Format Time Speaker
• 1.EU Market Environment Macroeconomics Opening
  video 5 min Corsten Charts
• 2.Cost as Fuel for Growth VCA study Charts 10
  min Gilmour
• 3.Collaboration
• -Implementation levels Scorecard Charts 15
  min Hofstetter-Examples Case studies 8-10
  Voxpop
• -Link to LOreal/Asda

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The Case for ECR 1) EU Market Environment

• Speakers Daniel Corsten, St.Gallen
• Time 5 mins
• Messages - Economic environment..mature / flat
  / ltd. growth
• - Planning restrictions / legal constraints
• - Emerging channels
• - Price deflation - value erosion
• - Relevant macro-economic analysis data
• - Question so what can retailers /
  manufacturers do in
• this environment?.cost as fuel for growth
• - Summarise flow of remaining session
• Format Opening video, dialogue and charts

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The Case for ECR 2) Cost as Fuel for Growth

• Speakers Bill Gilmour, IBM
• Time 10 min
• Messages 10 years ago 5.7 of retail sales
  (opportunity for optimum supply chain)
• There is X billion Euros worth of benefit to be
  realised from ECR across Europe. TO BE FINALISED
  BY 18/3
• - inventories / operating costs / sales
• Format Charts covering summary of VCA
  results
• - Current state of ECR development based on
  scorecard results
• - Current industry performance based on KPI
  values
• - Size of opportunity overall and built up from
  the different ECR improvements areas
• (as defined by the scorecard footprint)
• - Comparison with 10 years ago

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The Case for ECR 3) Collaboration How Have We
Done?

• Speakers Joerg S Hofstetter, ECR Europe Academic
  Partnership
• Time 15 min
• Messages - General ECR implementation patterns -
  show differences by country- Achievements on
  supply demand side enabler/integrators- ECR
  did not undermine competition / negotiation-
  Implementation experiences (overcoming
  barriers)- ECR-adopters benefits versus general
  trends- Opportunities (incentive
  systems/reporting, differentiation, growth)-
  Checklist What needs to be done now?
  implementation
• Format Charts 8-10 Voxpox

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Summary / Closing Comments

• Speakers Co-Chairmen of the Implementation
  WorkstreamEd Lonergan, President, Gillette
  EuropeRichard Holmes, Commercial Director, Boots
• Time 5 min
• Messages - Next 10 years of ECR implementation
• - Where are are today - reminder- Patterns for
  success- Potential barriers, and ways to
  overcome them- Current opportunity from ECR-
  For more info - follow up in relevant breakout
  sessions
• - Key Actions 5 to Drive
• Format Dialogue and charts

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Conference Session The Case for ECR

• 0900-0905 Opening remarks, Nathalie Mesny
  Daniel Tieman
• 0905-0915 Introduction Hans-Joachim Körber
  Thony Ruys
• 0915-0935 ECR Perspective from Carrefour
  Danone
• Daniel Bernard (tbc) Franck Riboud
• 0935-1005 The Case for ECR, IBM / Academic
  Pship
• 1005-1025 Case study from LOreal / Asda
• 1025-1030 Summary Wrap-Up, Ed Lonergan
  Richard Holmes
• 1030-... Break

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Proposal Breakout Session The Case for ECR

• Speakers All team members, ECR Europe Academic
  Partnership3 Retailers, Senior Managers3
  Suppliers, Senior Managers
• Time 60 min
• Messages 15min General Results (with more
  details than in the plenary speech)30min 3
  cases each of 10 min (to be selected from case
  study shortlist)15min QA
• TBC - 2 weeks from 3.2

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Proposal ECR Class-Room

• Idea Opportunity to conduct ongoing classes
  during the conference
• Location Part of Academic Partnership's booth in
  the marketplaceClassroom with 50 places,
  audio, video screen
• Concept Each of the 7 investigated countries can
  present the ECR story and national cases during 1
  hourNot during plenary session
• Speakers Academics, National ECR Initiatives,
  Retailers Suppliers
• Agenda 5min General Results10 min ECR story
  (history, markets...)30min 3 cases _at_ 10 min (to
  be selected out of the cases)15min QA

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General Project Report

• We propose distribution of the ECR Business
  Case blue book separately, after the conference
• People appreciate information they receive in
  their office more than material in conference
  packages (weight to be carried home)
• We can mail the blue book together with the next
  issue of ECR Journal (June 2005?)
• More time allows more in-depth analysis of our
  very rich set of data from approx. 40 ECR
  adoption cases
• Maximum of 90 pages (reading comfort and weight)
• Production by Reed Business Information (contract
  with ECR Europe)

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General 18th March Presentation

• Update on Business Case for ECR
• Update Conference Plenary
• - Financial evaluation complete - VCA analysis
• - All sections effectively complete re. flow
  content
• 2005 Implementation Workplan - initial priorities
• Co-chair facilitator representation

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How the results are derived
Interviews and Workshops by Academic Partnership
gt 30 companies

• Validated Scorecard results
• Key Performance Indicators
• Analysis of progress and barriers

Interviews workshops with gt30 companies
Value Chain Analysis by IBM (6 companies)
Conversion based on interviews with company
managers
Value Chain Analysis Model
Company potential benefits cost reduction,
inventory reduction sales increase by ECR
improvement area. Estimate of benefits for
trading partner
Company Category-Specific PL
Company Category-Specific PL expressed in
standard activity costs
IBM standard activity-based cost structure
Industry level benefits from ECR for
manufacturers and retailers, by ECR improvement
area in terms of cost reduction, inventory
reduction, growth
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Research Results Trends Cases Introduction

• Speakers ECR Europe Academic Partnership
  IBMBill Gilmour, IBMJoerg S Hofstetter,
  University of St.Gallen
• Time 3 min
• Messages Whats next?Dissemination of
  ECRIntegration of ECR into corporate business
  processesIntegration of ECR into companies
  incentive systemsNew ECR strategies to win
  against discounters private labelIntroduction
  of the 3 cases and 6 speakers
• Format Charts

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Opening Comments to be included into CEOs speach

• Speakers Daniel Bernard (tbc), CarrefourFranck
  Riboud, Danone
• Time 20 min
• Messages At the end of their speech, they ask
  the following questions10 years of ECR
  implementationWhere are we today?What and how
  have we succeeded?What barriers have we faced,
  and overcome?Whats still in it for our
  industry?What is tomorrows agenda?Introduce
  speakers
• Format Dialogue

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Structure for Case Studies

• Speakers Retailer, Senior ManagerSupplier,
  Senior ManagerAcademic Partnership, head of
  national research team
• Time 10 min for each case
• Messages Key learning from the caseWhat did we
  want to accomplish?What did we achieve?How did
  we do it?What comes next?What have we learned
  for ECR implementation?

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Overview Case Studies

• France 3 retailers 6 suppliers (interviews
  completed)
• Germany 2 retailers 4 suppliers (interviews
  completed)
• Greece 3 retailers 4 suppliers (interviews
  completed)
• Italy 2 retailers 4 suppliers (interviews
  ongoing)
• Spain 1 retailer 1 supplier (interviews
  completed)
• Switzerland 2 retailers 2 suppliers (interviews
  completed)
• UK 2 retailers 4 suppliers (interviews
  ongoing)- LOreal-ASDA case optimsing Health
  Beauty
• European 1 multinational retailer, 3
  multinational suppliers

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Potential Case Studies for Presentation

• France From ECR-Laggards to ECR-Winners
  experiences from two mid-size companies (branded,
  cooled chain)
• Germany Driving ECR From scratch into the
  future (branded, big size companies)
• Greece Retailer-driven ECR adoption experiences
  from a mid-size retailer on motivating suppliers
  to collaborate
• Italy ECR by negotiation experiences in a
  price-negotiation dominated business environment
  (mid-size companies)
• UK - Efficient Product Flow experiences from a
  leading retailer and a national beverages
  supplier- LOreal-ASDA case optimsing Health
  Beauty
• European A multinationals experiences

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ECR Visions Daniel Bernard Franck Riboud

• Speakers French CEOsDaniel Bernard, CEO,
  CarrefourFranck Riboud, CEO, Group Danone
• Time 15 min
• Messages Forward looking - what does this mean
  for my companys future direction?Results from
  case studies are available for bothDetailed
  content tbc with N Mesny A Tapie

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