using performance management framework · hr 18. senior management meeting: 19 ceo: how many cases...
TRANSCRIPT
![Page 1: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/1.jpg)
Lipari Foods LLCIBI PSRDC
Using Performance Management FrameworkSales Improvement Monitoring:
1
![Page 2: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/2.jpg)
In the Room Today:
▪Lipari Foods LLC
▪ Joe Beydoun – Director SCM | Business Intelligence
▪Michael Hegarty – Director ERP | CRM Corporate Strategy
▪RDC Business Solutions ( IBI Partner)
▪ Roger Panfil – President RDC
2
![Page 3: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/3.jpg)
What We Do
▪ Family Owned Specialty Distributor
▪Utilize Technology as Competitive Advantage
▪ Change & Adapt & Grow: “Its in our Blood”
3
![Page 4: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/4.jpg)
![Page 5: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/5.jpg)
Where we go
![Page 6: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/6.jpg)
6
Distributor of Choice in Nearly Every Market We Serve!
➢Family Owned
➢Since 1963
➢Single Distribution Site
➢240,000+ Sq Feet
➢25 Depots
➢“NEXT DAY Delivery”
➢150+ Trailers in Fleet
➢350,000+ Sq Fwd Whs
➢22,000+ Items
➢14 States from Michigan
➢20+ States from Fwd Whs
![Page 7: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/7.jpg)
How We Do it
▪ Simplify the Supply Chain
▪ Ensure Easy to do business with
▪ Empower Associates
▪Adapt to Customer Requests
▪Utilize Extensive Brick and Mortar Assets
▪ Customer Focused on Everything we do!
7
![Page 8: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/8.jpg)
Lipari Foods, Inc.Distributor of Choice in Nearly Every Market We Serve!
Shuttle
“B”
![Page 9: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/9.jpg)
9
We are Powered By…
![Page 10: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/10.jpg)
10
Platform (DB2/MS SQL)
Systems ( ERP|WMS|CRM|SRM|TMS|HR| Misc.)
Business Intelligence |Reporting |Data Warehouse Layer
WF 7.7 WF 8 PMF MRE RC MOBILE FAVS MAINTAIN iWay DM
![Page 11: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/11.jpg)
How We Report it?
▪ iSeries Shop for Transactional Data (DB/2)
▪Next Generation Software (MS/SQL)
▪ Empower Business Users
▪Dashboards
▪MS EXCEL
▪WebFOCUS 77 – Migrating to WebFOCUS 8.1
11
![Page 12: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/12.jpg)
Our Reporting Needs
▪Management Report Requests
▪Associate Report Requests
▪ Supplier Report Requests
▪ Customer Report Requests
▪Government Report Requests
12
![Page 13: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/13.jpg)
13
We Deliver:
“Information Technology!”
NOT
Imitation Technology
![Page 14: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/14.jpg)
PMF Need for Lipari Foods
▪Deliver a Pulse of the Business Quickly
▪Allow for Corporate View of Scorecards and KPIs
▪ Free Up Executive Time for Scorecard Management
▪ Free Up Management Time Spent on Scorecard Management
▪Actually drive home the current state of Strategy ( Single Click)
14
![Page 15: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/15.jpg)
Project Kick Off
▪ PMF was a Quick to Stand up Application from IBI
“Out of the Box Paint by Number Starting Point”
15
![Page 16: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/16.jpg)
Project Kick Off
▪ PMF was a Quick to Stand up Application from IBI
“Finished Paint by Number Result= ”
16
![Page 17: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/17.jpg)
Project Kick Off
▪ PMF was a Quick to Stand up Application from IBI
“Paint by Number will not Morph into this!!” this is WF8
17
![Page 18: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/18.jpg)
Project Update
▪ Create Corporate Score Cards
▪ From CEO to VP to Director to Manager
▪ Single Corporate Calculation ( A + B = C)
▪Allow for Hierarchy based on Role / Geography / Customer
▪Drill Down Regardless of where transaction was created▪ ERP▪WMS▪ CRM▪ TMS▪HR
18
![Page 19: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/19.jpg)
Senior Management Meeting:
19
CEO:How Many Cases did we sell?
VP Sales:27,060
VP Operations:
22,579
VP Procurement:
24,898
VP Transportation:
21,777
![Page 20: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/20.jpg)
Single Corporate Calculation ( A + B = C)
20
Response from Each VP Value in Cases
CEO How Many Cases? 21,777 – 27,060
Response Cases
VP Sales Customers Ordered 27,060 CS 27,060
VP Procurement Buyers moved 24,898 CS 24,898
VP Operations Warehouse Picked 22,579 CS 22,579
VP Transportation Our Trucks Delivered 21,777 CS 21,777
![Page 21: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/21.jpg)
PMF: Executive Score Card
21
![Page 22: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/22.jpg)
PMF: Corporate Dimensions ( BIG BIG WIN for IT and BIG BIG WIN for Business)
22
Product Category ( Line of Business)
Product Director ( Responsible Line of Business Owner)
Sales Organization
Business Unit
Geographic Hierarchy
Territory
Region
Direct Rep Level
Customer Segment
Time
Fiscal Year | Fiscal Period
![Page 23: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/23.jpg)
PMF: Strategy Map = Easy Visualization of Scorecard
23
![Page 24: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/24.jpg)
Lipari Partnered with RDC ( From Summit 2013)
24
&
![Page 25: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/25.jpg)
Partnered with RDC ( From Summit 2013)
25
![Page 26: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/26.jpg)
Partnered with RDC ( From Summit 2013)
26
![Page 27: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/27.jpg)
Lipari 2013|2014 Business Intelligence Roadmap
27
Approved PMF Project
Approved Data Warehouse Project ( Really Data Mart)
Approved iWay Data Migrator Development Tool Set
Approved WebFOCUS 8 Migration Plan
Approved Mobile Favs Implementation
![Page 28: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/28.jpg)
Lipari 2014 PMF Deployment
28
Finalize Sales Proof of Concept (Scorecards and KPIs and Budgets)
( Initial Plan for PMF was only Sales Reporting)
C-Level
Executive
Director
Manager
Direct Rep
Create and Deploy Additional Business Pillars in PMF
( Faster ROI and “Enterprise wide Performance Management Tool”)
Corporate
Information Technology
Category Management
Finance
Operations
Transportations
![Page 29: Using Performance Management Framework · HR 18. Senior Management Meeting: 19 CEO: How Many Cases did we sell? VP Sales: 27,060 VP Operations: 22,579 VP Procurement: 24,898 VP](https://reader033.vdocuments.net/reader033/viewer/2022042420/5f3816aaa02ff71b5a7a0c90/html5/thumbnails/29.jpg)
Reasons for Selecting PMF
Questions?
29