Intro Top 5 wish list for common tools 10.01.2012 - IBM

1. Intro Top 5 wish list for common tools 10.01.2012 - IBM People & Passion

2. Top 5 wish list for tools • Last year we made a long list of what we need to succeed. • I have split this into 8 groups: • Information • Communication • Attitude • Cooperation • Tools • Ourselves • From sister companies • Various • Most of these points have not been finalized – mainly because of time constraints. But there has been quite some work on several of them!! People & Passion

3. Information • Documentation • Updates specs, certificates etc. (as demanded, with indicative prices, delivered with samples) • Trends (from marketing) • Including consumer needs/trends (from Orkla Brands??) • Who is OFI (presentation of OFI, the companies and their competitive edge) • Market description/information • Info/advice on raw materials price development (increasingly important) People & Passion

4. Communication • Should be clear, direct and precise • Internal • Contact persons • Speed, speed, speed • Openness • language • Avoid competition with sister companies • Prioritizing of resources People & Passion

5. Attitude • Speed is of utmost importance (respond within 8 working hours) • Think long term • Be pro-active • Focus on adding to the value chain • Improvement culture • Set goals also for response time on various issues (for instance handling of complaints) and work to improve People & Passion

6. Cooperation • Internal business rules • Relations/confidence/trust • Common strategy within category People & Passion

7. Ourselves (The OFI Industrial Sales Team) • Do we have the “right” people? • Technical knowledge • Right attitude • Business case builders • Skills can always be improved (Orkla B2B2D and others) • Know the customers People & Passion

8. Tools • Check lists (ask the right questions) • C2C • OFI KAM model • Common CRM system (intranet based) • First step maybe share visit reports • Use the intranet – new version on the way • OFI presentation file (Power-Point) – new version on the way • Partner/customer overview (per company) • Country pages • Key Account pages • News corner • Who is who • OFI product finder – will be part of new version of intranet • With updated specifications (type Sonneveld Specs Plaza) • New product launches • Media space (contains logos, advertising, commercials etc.) • CSR/Environment information on Q & A page • OFI products, their main competitors and their USP’s • Customer plans (make a model like for category plans) People & Passion

9. From sister companies • Innovation • Keep it simple • Know what you have developed before • Technical support (there is lack of capacity) • Production flexibility • Tailor made • Packaging solutions • Service level • Lead time • Customer service second to none • Updated knowledge about legislation within category/market • Reduced delivery time/lead time (just-in-time) • Re-launches People & Passion

10. Various • KAM must be the driver for OFI • Local company to be the category driver (for the country) People & Passion

11. Now • Group work • What are the 5 most important common tools that we would like to have? Do not necessarily limit yourselves to the points from last year. • Presentation – the list and why it is so? • Discussion and agreement on a common wish list • Who will be project responsible for each tool? People & Passion

12. Next • I will take up this list with the OFI MT and try to get both approval and resources. • The project responsibles will select a project team and together make a suggestion for the OFI MT to approve. • Approval from the MT • Implementation by the project teams. People & Passion