Transcription
Trade Promotion ManagementAgenda:TPM FunctionAAFES Advertising PolicyVendor ComplianceAccrualsDuty DrawbackTPM FormsPost Audit1
Trade Promotion ManagementTPM Function2
Trade Promotion ManagementSupport team for the buying staffAdvertisingPerformanceNon ConformanceOnly group that creates claims in SDAdvertisingLogisticsPromotionMerchandising3
Driving The Business Through PartnershipBusiness changes, it’s dynamicProactively collaborate to drive the businessEnsure we are negotiating the proper allowancesto increase sales:Sales Promotion EventsDigital Advertising OpportunitiesMerchandising and Display OpportunitiesDistribution and Transportation AllowancesVolume RebatesMargin ProtectionAnd many more!4
TPM Claims5
AAFES Advertising PolicySPS promotions are billed based on tabloid/catalogmeasured space per AAFES Corporate advertising policyunless buyery indicates alternate negotiationgor directionSuppliers are provided a copy of the tabloid as proof ofperformanceClaim Invoices are system generated based on buyerkeyed SPS bulletins6
Marketing PlannerPlan Annual, Quarterly, or Monthly Marketing PlansSpend Advertising Accrual MoneyDetermine PricingApply Package Discounts7
Trade Promotion ManagementVendor Compliance8
Automated Vendor ComplianceImplemented in August of 2010 to automate Early LateVNC Program7 Day ship window for origin or destinationOnly includes Purchase Orders over or equal to 300Only includes Vendors with more than 1M in annual purchaseordersCONUS OnlySystem uses a six week sync time to allow for datareconciliationBenefitsReduced third party audit claimsTimely product shipmentsOptimal Inventory Levels9
Automated Vendor ComplianceThreshold for automated early/late compliance to be reduced from 1 million suppliers to 500k suppliers by mid 2011.BenefitOptimizes supply chain efficiencies, ultimately increasingsales for both the Exchangexchange and our Suppliers.Impact350 vendors added to the program18% additional Purchase Orders will be reviewedIdentifies optimal transportation mode for 905 suppliers3
Automated ScanbacksAll scanback deals negotiated with the Exchange will becalculated and claimed through an automated process.BenefitReduced or eliminated post audit or 3rd party claims frommissed promotions.Impact Sales data by item will be detailed in the body of the claim Store detail is available from the Exchange Partners On Line site Deal offer form should be submitted to ensure terms of the deal areclearly outlined11
Trade Promotion ManagementAccrual Allowances12
AccrualAllowances are based on vendor/buyer negotiationAdvertisingDefectiveVarious time frames r 2010, AAFES change from Vendor Orders toVendor ReceiptsReduction of claim adjustments13
Trade Promotion ManagementDuty Drawback14
Duty DrawbackDuty Drawback is a duty refund due AAFES forexporting product that has been importedWe export over 30% of our purchasesWe need your help in providing import recordsto our broker ‐ records are kept confidentialEXPORTEXPORT15
Trade Promotion ManagementNegotiation Documents16
Business Terms AgreementThe AAFES Business Terms Agreement, BTA, will be usedto develop effective Annual Marketing Plans to meet theneeds of our Core Customers and make AAFES theirdestination of choiceBusiness Terms Agreement should be updated annually with yourbuyerWith proper documentation the vendor should see adecrease in third party claimsThe Business Terms Agreement is a broad form designedto accommodate most vendors. Not all allowances willbe relevant for each vendor17
Electronic BTATPM is actively working with IT to develop anElectronic Business Terms AgreementStatus:Vendor solicitation mailed out for digital signaturecomponentETA late 201118
Store Service Level AgreementCreated to communicate in‐store servicesgto Store Management:Provides Points of Contacts for these servicesProvides guidance on how often in‐storeservices will be performedShould be completed when the BTA isnegotiated19
Deal Offer FormStandardize Form to Capture Supplier/Buyer NegotiationsReduces Post Audit Claims from 3rd Party AuditorsDocuments Per Event Promotion Offers such as:Off Invoice VPR’sBill Backs/Scan BacksStack outs/Pallet PromotionsNew Store AllowancesNew Item Allowances20
Trade Promotion ManagementPost Audit21
Post AuditThe EXCHANGE exercises the right to post audit aslegallyg y afforded byy the Contract DisputespActand does not recognize supplier imposedlimitations to that right.Post audit claims should be negotiated and settled withthe post auditorPost auditors are required to provide proof for any claimthey sendAAFES Trade Promotion will participate as referees if allchannelshl havehbbeen exhaustedh t d22
Post AuditPost audit claims should be negotiated and settled withthe post auditorPost auditors are required to provide proof for any claimthey sendAAFES Trade Promotion will participate as referees if allchannels have been exhaustedAAFESAudits claims for first yearPRGAudits claims during the second yearSandra Jones(972) 398‐3585CConnollyll CConsultingltiThird year auditThomas Fisher(404) 261261‐7800780023
AAFES TPM ContactsAll Claim Questions/ Issuescoop@aafes.comAdvertisingCathy Nelsonnelsonca@aafes.com214 312 6401214‐312‐6401ARA/ Business Terms Agreement/DOFAmanda Leroylleroya@aafes.comf214‐312‐4412Post Audit/Accruals/Dawn Walkerwalkerdaw@aafes.com214‐312‐442224
ConclusionWe need your support in building proactivepWemarketingg and merchandisingg plans.want to work with you to drive sales,makingg AAFES the destination of choice toour customers.Goal Sharing will allow us to build strongerorganizations for both your company andAAFES!25
Trade Promotion Management Support team for the buying staff Advertising Performance Non Conformance Only group that creates claims in SD Advertising Logistics Promotion Merchandising 3. Driving The Business Through Partnership Business changes, it's dynamic .
