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CIT Sales Training

Industry Solutions that Bridge the Gap . CIT Sales Training. Industry Solutions that Bridge the Gap . Retail Chain Manager. CIT Sales Training. Agenda. What is RCM What processes do we cover RCM Feature and Function examples When and where do we engage RCM Competition

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CIT Sales Training

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  1. Industry Solutions that Bridge the Gap CIT Sales Training

  2. Industry Solutions that Bridge the Gap Retail Chain Manager CIT Sales Training

  3. Agenda • What is RCM • What processes do we cover • RCM Feature and Function examples • When and where do we engage RCM • Competition • How can To-Increase help the sales process • RCM References

  4. What is RCM

  5. Retail process flow • RCM build focus • Procurement • Store Logistics • Sales • Integration focus • Planning forecasting • Loyalty • Multi channel RCM Core functionality

  6. RCM 2009 All Role Based • Buying • Alignment with AX 2009. • Support for sites (SCM) • Store manager role (BI) • Concept of places for Stores and Grouping • Share point enabled store operations • New functionality • Pre ordering and approval (Buying) • Home delivery (Sales) • Automated Retail Flows • Matrix Entry for Fashion • Sales • SCM We make working with Retail EASY

  7. Industry Trends and Challenges • Customer loyalty • Multi-Channel retail • Maintenance of large inventory levels at stores and distribution centers • Shorter seasons • Shortened time-to-market (manufacturing-to-retail) • Lack of visibility into key data to support decision-making • Need to attract and retain skilled staff • Strong competition from large companies that have more resources to invest in their IT infrastructures

  8. As-Is: Interfaced Systems Warehouse • Data is exported and imported between systems • Master data are created multiple times in different systems • Integrations between systems reduces flexibility Merchandising POS ERP Planning Reporting Order Mgmt.

  9. To-Be: Integrated Solution • Data is created once and reused by other components of the solution • Reduces the risk of errors • Speeds up processes • Optimizes Performance • Reduces the need for controls Microsoft SQL Database One version of the truth

  10. Item Generation • Create New Item Master • Set Prices • Define Assortment • Plan Forecast • Define WMS parameters • Activate in POS • Activate in WEB

  11. Retail Flows Integrated Processes need Integrated Systems User Friendliness with Microsoft’s Familiar Screens

  12. Category Management

  13. Supply Chain

  14. Store Operations

  15. Microsoft Dynamics Retail ”end-to-end solution” Microsoft Dynamics AX Store Users Point of Sales Microsoft Dynamics POS2009 Multiple POS Systems MicrosoftDynamics AX Core Functionality GL; AR; AP; FA Sales Order Purchase Order Inventory Warehouse HR CRM POS Int. FW Master Data Sales Data Sales Data Stores Assortments Retail Chain Manger Promotions SharePoint UI Groupings Enterprise Portal in Microsoft Dynamics AX Store Orders Store Orders Supply Chain Workflow Management

  16. Retail Chain Manager Organization Structure Configurable Support of Varied Business Models Holding Company Vendors Franchise C Brand A Country B Store 301 Store 302 Store 303 Store 101 Store 102 Store 201 Store 202 Store 203 RMS 2.0 RMS 2.0 POS 2009 POS 2009 POS 2009 POS 2009 RMS 2.0 POS XYZ CEO

  17. E-mail from HQ asking for yesterday’s sales figures Agreements on paper only Copies of repair orders System duplication New prices, not yet updated on items Next month’s campaigns waiting for approval Wrong items not yet returned Manual price control Focus on Customers Customers asking about missing items

  18. Store Manager View

  19. Demo - Groupings

  20. Demo – Create a Store

  21. Demo – Create an Item

  22. Demo – Create a Store Movement

  23. Retail Chain Manager for Dynamics AX Item and item group management Vendor management Assortment management Retail supply chain features on top of standard supply chain Store management and integration POS management and integration Customer handling and registration Returns and repairs registration and workflow

  24. Retail Chain Manager Roadmap AX 2009 AX “6.0” • Role center • User experience improvement • Multi-Site enablement • SharePoint to replace .Net Store front end • Item matrix • Pre-orders • New concept of places / store • Promotion enhancement • Home delivery • Business Intelligence Integration with Microsoft Dynamics POS 2009 Integration with Advanced Demand Management Multi channel enablement Mobile store operation VMI / Consignment Loyalty program enabling Item matrix enhancement Fashion focus Hierarchies enhancements Advanced ADM scenarios Advanced promotions Co-op funds Store experience / POS MAJOR RELEASES Q4 CY2009 CY2010 SERVICE PACKS/MINOR RELEASES AX 2009 SP1

  25. When do we engage RCM? We make selling Retail EASY • Companies with Retail Stores • Brick and Mortar • Merchandising and Stores are key for the Company • Need for Complexity and Flexibility • Retail can result in ERP - POS can drive RCM/AX • Integrated solutions drive MS licenses • Sweet Spot • 100 to 1,000 Stores - Specialty Retail – Franchise/Capital

  26. Competition AX evaluated with the Industry solutions (Retail Chain Manager and RMS) TEC Software Evaluation Center

  27. How can we help the sales process We make selling Retail EASY • We support MS and the partners in • Tele Sales • Scripts – Training – Marketing collateral • Seminars • Presentations • Qualification • Industry Knowledge • Presales • Presentations - RFP responses – Estimates • VPC Image - Demo Scripts – Process Flows – Click Demo’s • References, site visits and case studies • The earlier we get involved the better we can help

  28. Price Example

  29. Deals in the Pipeline 50 other deals in the pipeline

  30. 40 stores in Texas 30 Stores in new Stadium AX / RCM RMS MS-CRM “First End to End MS Retail solution, Merchandising, Financials, CRM 29 Companies Live with 40 stores Dallas Cowboys makes a big bet on Microsoft business solutions Dallas Cowboys run the largest merchandising business in NFL 8 Mill USD 1.1 Mill USD in MS Licenses Best practice shared in the Retail industry session

  31. AX 2009 RCM2009 140 Stores in DK Potential for 260 stores in Sweden and Norway Strong brand in Denmark Integration to advanced Optician POS system Change from Franchise to Capital Chain 3 month implementation Streamline their business to grow rapidly Denmark is the pilot for the rest of the group One of the largest chains in Denmark Upgrade from AX 4.0 Additional MS revenue: 200K USD Best practice shared in the Retail industry session

  32. 300 stores in Denmark AX 4.0 RCM 4.0 • High transaction volumes +150Mill / year • Ships 25.000 order lines pr day • 50.000 Item numbers • 6.000 items on stock • Central invoicing • Heavy usage of BI Cosmetics and health products Upgrade from AX 3.0 Additional MS revenue: 400K USD Best practice shared in the Retail industry session

  33. 330 movie theaters across USA AX 4.0 RCM 4.0 Managing logistics for Concession stores Integration to Fujitsu Global Store Heavy usage of store operations Focus on Supply Chain Management US Largest movie theater chain MS Dynamics revenue: 800K USD Best practice shared in the Retail industry session

  34. Retravision Australia wide white goods retailer $1Billion business End to end POS solution in 410 stores $5.9M deal, Dynamics AX, RMS,RCM

  35. Where are you focused? • Which Micro vertical or type of customers? • What solution do you have in mind? • Why did you choose this focus? • How do you execute this focus from a solution selling perspective and how does (or can) the RCM Vertical help you? • Are the players in your organization ready?

  36. Solution Extensibility • While the solution we provide was designed to focus on the needs of standard Retail, its applicability extends well beyond this horizontal • Fashion Apparel • Furniture • Department Stores • Electronic Consumer Goods • This means Extensibility for your investment in RCM as well! • Find your niche solution and work the market!

  37. Tools to Prepare for Pre-sales • Discovery Tools • Pre sales demo images • Import tools ???? • Import demo items and POS data quickly • Demo Scripts • Customer Collaterals, etc.

  38. Subscribe for Retail magazines Use your POS partners market knowledge Get to know your potential customer Get customer advertisement material Make store test buy’s Pay interest to the system and ask questions ”Google” to get relevant information Ownership structure? Position in the segment? Winner or a looser? Who are the customers competitors? What systems do competitors use? Get information about the systems Both Back office and POS, are they both up for a replacement? Try to find out where the decision will be taken Will store owners, or their representatives, be involved in the process? If not, you will have to find out when they will be introduced Don’t ever do an ERP or integration demo for store employees! Preparation Phase

  39. Evaluate & decide • Use a document template to structure your information • Your decision will be based on facts and not on emotions • You will communicate more efficient internally • You will get a better foundation for a Retail team to continue the sales process • Account plan • Qualify! • Decide strategy • Establish the Retail team • If needed book external resources now!

  40. Strategy • What is expected to be replaced? • Implementation in phases? • Front office strategy • Integration to external POS • Existing POS or replacement • Use existing POS alliance or establish a new relationship • Demand for customization or alliance with providers of add-on solutions • Chose the best suitable references • Define where our solution unique • Prepare objection responses

  41. Role based ERP with AX 2009 • RCM is aligned with the new role based profiles in Ax2009 • Optimizes process flow in the application • Combines features in one place

  42. Store benchmarking and business alerts • Store classification • Business alerts • Deviation reporting • Workflow • Approval processes • Imbedded BI tools Category Manager

  43. Merchandise hierarchy RCM Groupings RCM assortments Stores Assortment Products Class Items Stores Concepts Product line regions ABC Stores Item Category Manager SKU

  44. Product hierarchy • Dynamic grouping of products / stores and customers • Unlimited levels • Widely used for reporting • Assortment and promotion definition • Store benchmarking Category Manager

  45. Store operations (Role based) • Automatic ordering • Push and pull logistics • Store2store transfers • Direct delivery • Warehouse deliveries • Workflow and approvals • KPI reporting • Transparent process Store Manager

  46. Point of sales integrations • Support for multiple standard POS system • Tight integration to multiple, such as Microsoft RMS and TP.net from wincor nixdorf • Build for scalability • Reduced simple store footprint Cashiers/Sales

  47. Productivity platform • Fast implementation of new features. • Configure customer specific business processes • Reduce development and implementation time • Integrations engine, business rules, workflows, customer specific KPI’s IT Manager

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