1. Discussion Document

3. I need suppliers to base plans on Category Advice – not just what’s important to the them I’m looking for insights from all suppliers that we can distil, and then select from, to build what’s best for my business – not what’s best for the suppliers Suppliers tend to treat all retail environments similarly, i.e., offering every retailer exactly the same promotions, such that retailers are often left to compete on price, increasing pressure on profit margins. *@the Coalface Industry Benchmarking – 2008

4. S C M

6. Capability Training SCM

7. Recommended Strategy Market Share, Gap Analysis, Trade Investment Skills & Competency Assessment Channel Customer/Category Role & Opportunity Customer, Competitor & Channel Assessments Strategic Customer Management Models & Actions

8. Basic Selling Basic Customer Management Consumer Category Strategy Channel Strategy Investment Strategies Category Role Gap Analysis Customer Assessment Customer Role Capability Assessment Category Opportunity Competitor Assessment Competency Assessment Profit Impact Assessment Trade Investment Strategy Customer Contact Strategy Competency Development Strategy Recommended Customer Engagement Strategy Business Strategy Inputs Key Assessments & Decisions Key Outputs Customer Business Planning Long Term Planning Marketing / Trade / Sales Trade Marketing What Who Strategic Customer Management Advanced Customer Management

10. Basic Selling Basic Customer Management Consumer Category Strategy Shopper Insights & drivers Customer Management Business Strategy Inputs Marketing / Trade / Sales Long Term Planning What Who Category Role Gap Analysis Customer Assessment Customer Role Capability Assessment Category Opportunity Competitor Assessment Competency Assessment Profit Impact Assessment Key Assessments & Decisions Trade Marketing Trade Investment Strategy Customer Contact Strategy Competency Development Strategy Customer Engagement Strategy Key Outputs Customer Business Planning Strategic Customer Management Advanced Customer Management

11. Delivered via dynamic web interface Highly interactive drill through functionality Tailored by your business – ie Customer Role /Category Role SCM removes the influence of “Shouting the loudest about my Customer” SCM assigns relationship between quantitative analysis with qualitative assessment to deliver intuitive actionable outcomes.

13. Assessing the Value of the opportunity within the Customer and the Categories

14. Category Name Customer Category Opportunity Assessment Customer Category Gross Margin Assessment Customer Readiness Assessment Competitor Status Assessment Resource & Capability Assessment Category ‘V’ Develop Equal No Barriers Barriers Barriers Category ‘W’ Protect Equal No Barriers No Barriers Barriers Category ‘X’ Protect Equal No Barriers Some Barriers No Barriers Quantifying the potential of your bottom line return. An objective review of your own capacity to the deliver results. Determining the level of influence your Customer & your Competitors

15. Category Name Customer Category Opportunity Assessment Customer Category Gross Margin Assessment Customer Readiness Assessment Competitor Status Assessment Resource & Capability Assessment Category ‘V’ Develop Equal No Barriers Barriers Barriers Category ‘W’ Protect Equal No Barriers No Barriers Barriers Category ‘X’ Protect Equal No Barriers Some Barriers No Barriers Determining the value Gap for your customer and for your business by category

16. Category Name Recommend Customer Management Model Category ‘V’ Strategic Customer Management Category ‘W’ Basic Customer Management Category ‘X’ Basic Selling One of four possible Customer Engagement recommendations … What is the size of the Prize What approach do we need to take...

17. Quantifying the potential of your Business by Category . Construct an Objective review as to which customer you believe can deliver you the results – Which customers should we invest in? Evaluate the opportunity across Customers

18. Category Name Recommend Customer Management Model Category ‘V’ Strategic Customer Management Category ‘W’ Basic Customer Management Category ‘X’ Advanced Customer Management The nine individual dashboard analysis’ & assessments are assembled into a final outcome. One of four possible Customer Engagement recommendations … Strategic Customer Management Advanced Customer Management Level 3 Level 1 Level 4 Level 2 Basic Selling Basic Customer Management

19. Category Growth Drivers Product Place Promotion People Process Profit Level 4 Strategic Customer Management Category Growth Drivers Product Place Promotion People Process Level 3 Strategic Customer Management Category Growth Drivers Product Place Promotion Level 2 Basic Customer Management Category Growth Drivers Product Promotion Level 1 Basic Selling Proactive, Collaborative, Strategic Category & Shopper Dimension Customer Focused and Commercial Service Reliability, Transactional