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P&P role

dunnhumby
Jean Paul Ferreira
agenda

I. My mission
- understanding and commitment with P&P role

II. 90 first days plan


- 30, 60, 90… objective and goals checklist

III. 90 first days schedule (one page calendar)

IV. 90 first days 5 core discussions


My mission

drive growth, add value and provide


thought leadership on dh’s P&P business

+ global dh’s P&P leader and challenger


+ build and drive strategy for a sustained competitive advantage into the future
+ Increase effectiveness on dh P&P offer and strategical consultancy, taking advantage
on bidding and implementation experience as a former Pricing & Promotion Director
for a big chain (online, offline and in-store).
+ commercial vision and accountability
+ big opportunities identifier
+ own P&L, development and innovation
+ world class consultant on P&P
+ retail on & off line expert and well related
+ create, develop and influence on a ecosystem of elevation on retail and brands
trough technology
+ add and optimize tangible value to clients
90 first days plan
dunnhumby’s Price & Promotion role

30 days 60 days 90 days


onboarding analyzing impacting
& & &
engaging planning optimizing

4
30 days
onboarding
&
engaging
Knowing deeply dunnhumby as a
company, organization, philosophy,
business, market, strategy, products &
services and team.
Goals checklist…
30 days  Company’s philosophy, culture, history, strategy, organization
 Meet leaders, peers, management and stake holders
onboarding  P&P team: meet, listen, understand and open/develop
relationship
&  Company’s formal training and integrations
engaging  High-level priorities for the company and team
 Core goals and objectives for the next year and company/team
plans to achieve
Knowing deeply dunnhumby as a  Target market
company, organization, philosophy,  Key products and/or services
business, market, strategy, products &  Competitive advantages and what makes the company different
services and team. and unique
 Competition (deeply)
 Dunnhumby P&P capability, plans, P&L and investments
60 days
analysing
&
planning

P&P and field dive to meet and analyze,


building a deep and privileged overview of
the business and its opportunities

+ Deliver a consistent plan on how to own,


lead, drive growth, succeed and support
dh P&P
Goals checklist…
Market/Field onboarding: meet, listen, understand, open/develop
60 days 
relationship and commit/plan new and important deliveries or next steps
analysing  dh P&P team

&  P&P Key clients


Main prospective P&P clients
planning 

Deep review on P&P clients experience, including what’s working well and
where your team can better support clients

P&P and field dive to meet and analyze,  Teaming up with coworkers to role play, shadowing peers and management
building a deep and privileged overview of in the field

the business and its opportunities  P&P SWOT Analyses with all the team + Plan on how to attack Threats and
Weakness

+ Deliver a consistent plan on how to own,  Identify and plan on how to get main commercial opportunities for P&P
lead, drive growth, succeed and support  Planning: + consolidate and align a plan with short and long-term impacts +
dh P&P establish methodology and measurements tools (scorecards) + Identify and
plan how to succeed on opportunities quick wins, improvements and deals
90 days
Impacting
&
optimizing
Start driving plans, growth and
providing thought leadership on dh’s
P&P, developing our offer and
relationship with actual & prospective
clients and partners, winning new
opportunities
Goals checklist…
90 days  Improve relationship and credibility, establish and drive schedule,
routine and focus with:
Impacting • Key P&P clients
& • P&P team

optimizing  Share and establish new P&P ideas and projects, also engage and
lead current discussions (R&D)

 Lead on development of optimized/larger/strategical prospective


Start driving plans, growth and clients list for P&P
providing thought leadership on dh’s
 Develop and take advantage on business new opportunities with
P&P, developing our offer and actual key clients
relationship with actual & prospective
 Follow up developments, ongoing action plan and deliveries from
clients and partners, winning new our team
opportunities
 Improve and adjust consultancy strategy, plans and approach on
P&P

 Feedback up and down


90 first days schedule
90 first days 5 core discussions
before entering the game…
90 first days core discussions
before entering the game…

1- Competitive advantages and what makes dh different and unique?


 World class expertise and consultancy
 Always ahead offering exclusive cutting edge strategies and applicable solutions
 Innovation culture, velocity and embracing
 Platform suites software and science
 Higher effectiveness on clients results and forecast accuracy
 Algorithms and features
 Implementation (plug & play) and customization (customized plug & play)
 ROI timing
 Established network
 Scientists, partners and development team and culture
90 first days core discussions
before entering the game…

2- Retailers strategic consulting approach… what


and why?
I. Place CUSTOMER as the CENTER of every decision or movement on
your business
I. Establish a culture for everyone at the organization of being all about knowing your customer.
II. As much as you can get to know your customer behavior, wishes, expectations and drivers that impact on value perception. Have a
“customer understanding center” to drive your present, future and routine of operating and development at all levels to deeply know
what drives and how/where/when/why do the customers shop and get loyal.
III. Take advantage and be prepared for an permanent increasingly competitive landscape against discounters and most convenient or
giant players (Amazon, Walmart, Alibaba, Carrefour, etc.) driving your business centrally focused on customers.
IV. We all are playing in a data-driven market, so do this through a cutting edge proven solution that combines world class data base
technology science, software and global expertise consultancy and support with positive ROI.
90 first days core discussions
before entering the game…

3- Retailers strategic consulting approach on P&P …what


and why?
I. Rethink, adjust and improve your P&P strategy and operation based on yours customer insights, drivers
and expectations, do this through a cutting edge proven solution that combines world class data base
technology science, software and global expertise consultancy and support with positive ROI
II. Align your Price Image to the company’s strategy + take control and advantages on sales, profitability
and operation + develop your customer perception and loyalty through optimized and consistent regular
Pricing (top customer driver still)
III. Do promotions that your customer loves and recognizes, activate your business promoting the right
categories and brands in the right timing with the right type of promotion

continues…
90 first days core discussions
before entering the game…

3- Retailers strategic consulting approach on P&P …what


and why?

IV. Plan and negotiate better your promotions and take advantage on revenues, tickets, profitability and loyalty
V. Take advantage of having high accuracy on forecasting scenarios on P&P decisions and negotiations with
suppliers
VI. Build and apply a combined strategy of Category and Assortment management with P&P, delivering
segmented customers needs online or in-store
VII. Add value to your business by offering better experience and deliveries to your customer.
VIII. Consultancy model: prework discussions, terms, negotiation, planning, assessment, support, sustaining,
customizing, field team, 24/7 support,
90 first days core discussions
before entering the game…

4- dh P&P - business scenario, competitors and clients review

I. dh and P&P evolutive results, vision of and next years plans (financial & commercial)
II. P&P SWOT analyzes and plans: globally, per country/continent, segment, developed and emerging markets
III. In general how are our solution and tools compared to main competitors? How do retailers and brands recognizes dh and P&P solutions?
IV. What are dh P&P identified main competitors globally and locally? What is the X-ray of main competitors?
V. Mainly on what are they now or will be differentiated and recognized by the market in a comparison to dh P&P globally and locally? Are we
working to amplify or solve our competitive advantages and disadvantages?
VI. How do we measure satisfaction and what is on clients review, demands and feedback? How we have been react on it? Knowing that so
what are the plans, actions and deliveries back? Are we focused on and have we given back satisfactorily to our clients?
VII. What and how are the main new partnerships and investments on going that we have to guarantee ROI and desired value planned to add?
90 first days core discussions
before entering the game…

5- dh P&P – solutions, tool review and implementation

I. What on dh P&P science and solution is exclusive and unique?


II. In general what and how are our implementations? What are the main constraints?
III. How do we do updates? Is there a established calendar? Main constraints?
IV. Knowing our tools and systems:
• Integration and processing prerogatives
• Data base prerogatives, treatment, processing and storing
• Standard and customized system rules to input/output and to calculate pricing and promotions
• Algorithms processing: hierarchy of objectives and rules? elasticity? category, brands and package cross effects? different
types of promotions, ads and media? segmented outcomes trough customer ID?
• How is the tool forecasting accuracy?
• How do we attend demanded customizations?
• How friendly are our tools to clients to operate? Profile pricing team challenges?
“Technology and Innovation are the
only way to align your offer to what
drives value for customers…
Technology demands expertise,
creativity, etc.
Innovation demands courage,
restlessness and energy to leave the
comfort zone of most of all.”

Jean Paul Ferreira


Thank You
For Your Attention

Jean Paul Ferreira