Executive Sale: The Digital Future

Executive Sale: The Digital Future This case study presents a Proof of Value for the Digital Future to the C-Level

Set the Stage  The purpose of this presentation is to showcase the

sales process implemented on a specific pursuit  The presentation does not address product features  Names and Identifying information has been altered to protect client confidentiality  All images used are from internet public domain and do not reflect actual brands or products utilized.

 Ongoing relationship

 Observations by Consultants embedded at sites  Feedback from site personnel  Diverse Portfolio of products engaged

 Goal

 Expand the existing transactional relationship into a B2B partnership

Customer:  Large Manufacturer of consumer product  Fortune 200  Founded: 1900  Value $38B  Revenue: $15B  Number of employees: 30,000  Global Presence: 40 Countries  Americas  Europe  Mid East  Asia  Africa

Customer’s Competition:  Competitor 1  Founded: 1850  Value $45B  Revenue: $18B  Number of employees: 43,000  Competitor 2  Founded: 2000  Value $40B  Revenue: $18B  Number of employees: 23,300  Recent Merger data unavailable;  estimated $6B value.

Growth = 15%:  Remains strong but reduced  Competitively aligned Challenges  Market seeking perceived “healthier” options  Demand increasing for diversity of “convenience” products  Regulatory Pressures  Energy Costs climbing – outpacing growth  Need Flexibility to pursue fast paced trends  Need for Direct-to-Consumer business growth

1. 2. 3. 4. 5.

6.

Feed the Children - Hunger Relief Initiative Responsible Sourcing - Validate social compliance across all direct suppliers Sustainable Agriculture - help agricultural suppliers, millers and farmers to achieve Small Farms - help small-scale producers utilize agronomic practices and improved

business skills

Women Farmers & Workers -

livelihoods of women farmers/workers

Energy - Reduce Energy and GHG Emissions 15% •

7.

Expand Low Carbon Energy Use 50%

Water - Reduce Water Usage 15% •

8. 9.

provide resources and education that improve the

Implement water reuse projects in 25% of plants

Waste - Increase Zero Waste to Landfill plants by 30% Packaging - 100% timber-based packaging from either recycled content or from certified

sustainable sources

Challenge Statement “Start somewhere Go Everywhere”

Initiative Pursuit – POV (Proof of Value) Energy & Water Reduce Energy 15%

Barriers Aged Equipment Connectivity

Reduce Water 15%

Data Delays Poor OEE

Levers Real-time Accurate Data

OEE Analytics

Supply Chain Management

Production Management

Process Plan

Results

Levers

Barriers

Phase 1 Connectivity - SI partner

Site Assessment - 1 of each business

Phase 2 – Data Collection & Analysis

Phase 3 – OEE Improvement Actions

Results - Review - Report - Reinvest

Site Assessment

Project Lead IT Lead Quality Lead Manufacturing Lead

Channel Rep Services Lead SME –Software SME – Workflow

Plant tour Document Review Workflow Analysis Outcome Study ROI

Deliverables

System Owner

Sales Executive

Activities

Executive Sponsor

Sales Team

Client Team

- Detailed Workout

Project Plan Outcome Map Power Map Training Recommendations Proposal

The Solution

Upgrade Controls

Green Initiative

Industry 4.0

Digital Future

• New Hardware • Sub-Contractor expertise

• Efficiency Analysis • Improve product throughput • Reduce Downtime • Reduce energy consumption

• Business Consulting • Project Road-mapping • Planning for more Initiatives

• ERP Layer • Real-Time View • Predictive Response • Enterprise Historian • Actionable Data

View of the Future Increased OEE • Cost Effective • Agile

Flexibility • Meet Consumer demands • Diversity of Smaller runs • Keep up with market trends

Enablement • Social Responsibility • Sourcing • Sustainability

Chocolate and Peanut Butter

Experienced Sales Executive Outcome/Value Driven Team Player Ready to Run Hall and Oats

Peas and Carrots