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What is Product Variety
 Costing your Company?
Webinar 1: Product Variety and its
     Cost to your Company
•  Director of Sales Operations for NCR
                             Corporations’ Global Sales team

                          •  Responsible for improving sales
                             productivity

                          •  30-year career with NCR

                          •  Dedicated to finding transformational
                             improvements

  Kate Laneve
   Director of Sales
Operations at NCR Corp.



                                                                Slide	
  2	
  
About NCR

•  Assisted and self-service
   solutions, offered for:
  –  Financial, retail, travel, hospitality,
     gaming, entertainment, government,
     telecom and technology services


•  100+ countries



                                               Slide	
  3	
  
Customer Diversity in Global Markets




                                  Slide	
  4	
  
Key Challenges Caused By
             Product Variety
•    Erodes the speed of business
•    Increases time-to-market
•    Reduces sales and channel efficiency
•    Increases the cost of doing business
•    Reduces competitiveness




                                            Slide	
  5	
  
Key Challenges for Sales




                           Slide	
  6	
  
What Does Product Variety Cost
       Your Sales Organization?
•    Slows the sales cycle
•    Lost sales due to long lead times
•    Lost sales to competitors
•    Reduced win rate
•    Reduced revenue




                                         Slide	
  7	
  
Key Challenges for Operations




          Supply	
  Chain	
  



                                Slide	
  8	
  
What Does Product Variety Cost
          Your Supply Chain?
•    Increases total overhead cost
•    High inventory exposure
•    High supplier risk
•    High volatility
•    Poor demand response




                                      Slide	
  9	
  
Key Challenges for Engineering & PM




                                 Slide	
  10	
  
What Does Product Variety Cost for
      Engineering and PM?
•  Disconnect between demand and design
•  Higher product cost
•  Inability to quickly respond to demand/
   market shifts




                                         Slide	
  11	
  
What Does Product Variety Cost
      Your Company?

        Revenue Impact is 18-25%

          Sales             Operations and Supply Chain

        Lost Sales               Inventory Exposure
   Slow Response Time            Longer Lead Times
 Reduced Sales Efficiency         Higher Volatility




                                                      Slide	
  12	
  
Product variety is a cross-functional problem
that can’t be solved in a silo’d organization.

The solution requires executive sponsorship
and support from all the functional areas.

                     John Bruno     Peter Dorsman        Peter Leav
                       CTO and            EVP                EVP
                    EVP Corporate    ISG and Global    Global Sales, PS
                    Development        Operations     and Consumables




   Bill Nuti
    Chairman,
President and CEO


                                                             Slide	
  13	
  
Our Vision


What’s selling where;                                                    Defined Customer
to whom; when and       Go to Market                                    Segments; where to
                                                       Guided Selling
    how often?            Strategy                                       go & what to sell

                                         Demand	
  
                                         Shaping	
  




                                       Buying Pattern
                                         Analysis

                                 Optimized performance;
                                  margins/pricing, lead-
                                     times, inventory,
                                  customer satisfaction
                                                                                    Slide	
  14	
  
Multi-lane Strategy




                      Slide	
  15	
  
Hope is Not a Strategy: Variety
Management for Visionary Companies
Variety management
helps you:

•  Increase volume
•  Improve velocity
•  Focus your sales
   force
•  Improve profits


                                Slide	
  16	
  
Next Webinar

  Product variety and your supply chain
How companies can diagnose and repair the underlying
 causes of product proliferation and maintain a highly
              profitable product portfolio

             www.emcien.com/webinars




                                                    Slide	
  17	
  

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Product variety and its cost to your company

  • 1. What is Product Variety Costing your Company? Webinar 1: Product Variety and its Cost to your Company
  • 2. •  Director of Sales Operations for NCR Corporations’ Global Sales team •  Responsible for improving sales productivity •  30-year career with NCR •  Dedicated to finding transformational improvements Kate Laneve Director of Sales Operations at NCR Corp. Slide  2  
  • 3. About NCR •  Assisted and self-service solutions, offered for: –  Financial, retail, travel, hospitality, gaming, entertainment, government, telecom and technology services •  100+ countries Slide  3  
  • 4. Customer Diversity in Global Markets Slide  4  
  • 5. Key Challenges Caused By Product Variety •  Erodes the speed of business •  Increases time-to-market •  Reduces sales and channel efficiency •  Increases the cost of doing business •  Reduces competitiveness Slide  5  
  • 6. Key Challenges for Sales Slide  6  
  • 7. What Does Product Variety Cost Your Sales Organization? •  Slows the sales cycle •  Lost sales due to long lead times •  Lost sales to competitors •  Reduced win rate •  Reduced revenue Slide  7  
  • 8. Key Challenges for Operations Supply  Chain   Slide  8  
  • 9. What Does Product Variety Cost Your Supply Chain? •  Increases total overhead cost •  High inventory exposure •  High supplier risk •  High volatility •  Poor demand response Slide  9  
  • 10. Key Challenges for Engineering & PM Slide  10  
  • 11. What Does Product Variety Cost for Engineering and PM? •  Disconnect between demand and design •  Higher product cost •  Inability to quickly respond to demand/ market shifts Slide  11  
  • 12. What Does Product Variety Cost Your Company? Revenue Impact is 18-25% Sales Operations and Supply Chain Lost Sales Inventory Exposure Slow Response Time Longer Lead Times Reduced Sales Efficiency Higher Volatility Slide  12  
  • 13. Product variety is a cross-functional problem that can’t be solved in a silo’d organization. The solution requires executive sponsorship and support from all the functional areas. John Bruno Peter Dorsman Peter Leav CTO and EVP EVP EVP Corporate ISG and Global Global Sales, PS Development Operations and Consumables Bill Nuti Chairman, President and CEO Slide  13  
  • 14. Our Vision What’s selling where; Defined Customer to whom; when and Go to Market Segments; where to Guided Selling how often? Strategy go & what to sell Demand   Shaping   Buying Pattern Analysis Optimized performance; margins/pricing, lead- times, inventory, customer satisfaction Slide  14  
  • 15. Multi-lane Strategy Slide  15  
  • 16. Hope is Not a Strategy: Variety Management for Visionary Companies Variety management helps you: •  Increase volume •  Improve velocity •  Focus your sales force •  Improve profits Slide  16  
  • 17. Next Webinar Product variety and your supply chain How companies can diagnose and repair the underlying causes of product proliferation and maintain a highly profitable product portfolio www.emcien.com/webinars Slide  17