GAME PLAN - 10 Steps to a World Class Inventory Team

10 STEPS TO A WORLD CLASS
INVENTORY TEAM

UNRIVALED INVENTORY RESULTS

OUR VISION FOR YOU

A team of Inventory Investment professionals
approaching each day with a business owner mindset
delivering world class service and strong,

while freeing up cash for business opportunities
all while becoming the trusted, go-to team of the organization

THE FORMULA

FINANCE

COMMUNICATION ANALYTICS

TEAM DEVELOPMENT TEAM EXECUTION

CHAMPION

HIRING EXCELLENCE

POSITIONING YOUR SOLUTION

OROperational Software? Profit Boosting Program?

OPERATIONS PROFIT

If viewed and positioned as Operational Software, you will When the program is positioned and aligned to impact your
see base level results, then likely move the talent on to Income Statement, the talent you choose, the time you invest

project #12. Profit, cash and service revenue will be left on and the focus on results pays immediate and long term
the table with this approach. dividends. This attitude wins and needs to start at the top.

1

THE FORMULA

FINANCE

COMMUNICATION ANALYTICS
TEAM DEVELOPMENT TEAM EXECUTION

CHAMPION

HIRING EXCELLENCE

2&3

HIRING EXCELLENCE

Make the position a career destination

CREATE DEMAND: With the new level CREATE DEMAND
expectations and importance, reach out to
find the blend of talent and professionalism 3
that will shape the image of the team.
HIRING RIGHT
IS A 2-STEP BRAND THE POSITION: Before advertising for
FORMULA the role, ensure that the department,
position and titles reflect the importance of
the career at your company and the financial 2
impact expected.

BRAND THE POSITION

2&3

Visit our
HIRING GUIDE

HIRING EXCELLENCE

Move from panic-hiring to planning ahead of the need

2 BRAND THE POSITION 3 CREATE DEMAND

OLD: RECRUIT WITH:
PURCHASING, RE-BUYER AN APPEALING AD, A PROFESSIONAL HIRE
PROCUREMENT PARTNER WITH COLLEGES & GROUPS

NEW: THEY ARE LOOKING FOR:
INVENTORY PLANNING A HIGH PROFILE DEPT & POSITION
INVENTORY INVESTMENT TEAM A DEVELOPMENT PLAN
INVENTORY ANALYSTS OPPORTUNITY FOR GROWTH

3

HIRING EXCELLENCE

Create Demand, Filter Smart

INVENTORY
HIRING
ASSESSMENT.

Offered between the 1st and 2nd interview,
the inventory hiring assessment is a key
piece to building a world class team.

3

THE FORMULA

FINANCE

COMMUNICATION ANALYTICS

TEAM DEVELOPMENT TEAM EXECUTION

CHAMPION

HIRING EXCELLENCE

4

MAKING A CHAMPION

THE CHAMPION POSITION

ALL-STAR ANALYST COACH, TEAM LEADER

Lead first by performing at a high level. Follow the Analysts should be inspired and comfortable to pull their
formula for success and continually refine. chair to you with a desire to perform at your level

RESULTS

FINANCIALLY SAVVY BRIDGE BUILDER

Align your inventory goals with the company’s goals and A heads-down strong performer is not enough for this
perform and measure as an inventory investor. Rethink role. The champion needs to be motivated to build
relationships across the organization and beyond.
all KPIs and traditional goals.

4

CHAMPION’S FOCUS

ANALYST COACH FINANCE PARTNER

Set the pace Raise everyone’s game Focus on results Reach out!

• Replenishment results • Chairside guidance • Laser focused on results • Establish key partnerships
• Strong, smart Setup • Inside & outside
• Innovative analytics • Approachable listener • Industry leading service • Communication strategy
• New tools & resources • Educate the organization
• Always learning • Period-end meetings • Margin expansion • Collaborative Analytics

• Education Sessions • Deal & Rebate growth

• Strengths-Based Development • Inventory expense control

4

CHAMPION’S CAMP

A three day intensive development opportunity
Perform data discovery, Stand and teach, Provide peer guidance

Approach mastery of inventory, analytics & people
Build, present & refine your unique 12-month plan that will deliver results

4

THE FORMULA

FINANCE

COMMUNICATION ANALYTICS

TEAM DEVELOPMENT TEAM EXECUTION

CHAMPION

HIRING EXCELLENCE

5&6

PREPARATION & EXECUTION

From tactical to strategic

5 TEAM DEVELOPMENT 6 BLUE CHIP PRACTICE

› Develop the team into business › Remove worn out traditions and install
owners. new finance focused goals.

› Balance solution training with › Establish best practice guidelines
professional development. › Encourage peer to peer coaching
› Look outside your company and
› Have each analyst stand & introduce
their business industry for new approaches
› Make results visible to the organization
› Provide guidance for continuous
improvement & results 5&6

TEAM DEVELOPMENT

Develop well-rounded inventory professionals

SYSTEM MASTERY LEADERSHIP

Ongoing solution training Uncommon leaders, The focus on We
Each analyst should stand & teach Strengths-based teams
Roundtable training & discussion sessions Communication skills, All-in customer service
SWOT Strategy planning
PEOPLE
FINANCE
Understanding of personality profiles
Reading and adapting to the styles Income Statements & Balance Sheets
Sales for non-sales people Industry specific finance case studies
Presentation skills, handling objections Inventory Finance
Personal Finance

6

BLUE CHIP PRACTICES

STRONG DISCIPLINED TARGETED INNOVATIVE OPPORTUNISTIC

SET-UP DAILY PERIOD-END ANALYTICS MARGIN
REPLENISHMENT REFINEMENT EXPANSION
The victory starts here. Great analytics change
Success is born from With strong set-up, To ensure continuous everything. They turn The days of sitting and
strong, smart set-up of daily replenishment improvement, hidden data into clear waiting for deals to be
should be a short and offered are in the past.
your lines. disciplined portion of perform targeted stories that inspire Investing in inventory
refinement through sharp action and requires an outreach
your morning. advanced exceptions untapped results to earn undiscovered
and savvy analytical
deals and profits
tools.

7

BLUE CHIP PERFORMANCE

INCOME STATEMENT IMPACT BLUE CHIP
BEYOND SERVICE & INVENTORY: The income statement is the report card RESULTS
of today’s inventory investment professionals.

SERVICE PROFIT

INVENTORY CASHFLOW

MARGIN PRODUCT MIX

6

THE FORMULA

FINANCE

COMMUNICATION ANALYTICS
TEAM DEVELOPMENT TEAM EXECUTION

CHAMPION

HIRING EXCELLENCE

7&8

COMMUNICATION STRATEGY

Moving from defense to offense

PROACTIVE EDUCATION MEETINGS

The only way to stop playing Raise the Inventory IQ of the entire Create profitable partnerships
defense in our profession is to organization. Take opportunities by reaching out. Your solution
start playing offense. A strong to educate company leaders. will be perform at the highest
team with a world class inventory Turn analytics into knowledge that
solution will put you on offense you can push out. level as you pull department
with plenty of good news and leaders into your strategy and
7
information to share. planning.

INVENTORY ANALYTICS

ANALYTICS
DATA TO STORIES TO ACTION TO RESULTS
8

INVENTORY ANALYTICS

Keys to a successful inventory analytics program

SELF SERVICE FINANCIAL FOCUS COMMUNITY

Chairside analytics means you can go from It’s to go way beyond service and turns. Your needs have likely been solved by your
your ideas and needs to live reports in consultants and peers.
minutes. Measure and improve the profitability of
your inventory. Your breakthrough idea might be the
Drag & Drop tools offer today’s analyst the answer to another inventory analysts
chance to perform at a much more Follow financial analysts for inspirational
profitable level. designs. need.

Today’s analytics are becoming as 8 Work in community to learn, share and
common and required as yesterdays grow.

spreadsheet tools.

ANALYTICS INSPIRE COMMUNICATION

and position you in the center of the organization

EQUIPPING PROFITABLE PARTNERSHIPS

8

THE FORMULA

FINANCE

COMMUNICATION ANALYTICS

TEAM DEVELOPMENT TEAM EXECUTION

CHAMPION

HIRING EXCELLENCE

9

CREATE A FINANCIAL FOCUS REVENUE

Return on Inventory Investment COG

9 DEMAND

GR PROFIT
GROSS MARGIN

GEN OPER

CARRY

ACQ COSTS

NET MARGIN

INV EXP

NET PROFIT

FINANCIAL FOCUS

INVENTORY INVESTMENT PROFESSIONALS DELIVER

Ensure in-stock positions for Revenue. INVENTORY Minimize Inventory Operating Expense.
Attack Cost of Goods. INCOME Impact Gen Operating Expense.
Expand Margins. Maximize Profits.
Influence product Category decisions. STATEMENT Free up Cash for investments

Report Card

100K -75% =25% -2% -20% =3%

REVENUE COST OF GROSS PROFIT INVENTORY GENERAL OPERATING NET PROFIT
GOODS SOLD GROSS MARGIN % OPERATING EXPENSE EXPENSE & NET PROFIT %

9

AND FINALLY, THE STEP
TOO OFTEN FORGOTTEN

10

CELEBRATE VICTORIES 33%
2%
Taking the time to do so will ensure victories happen more often 1%

INVENTORY REDUCTION

$

SERVICE IMPROVEMENT

NET PROFIT % POINT

10

THE FORMULA

FINANCE

COMMUNICATION ANALYTICS

TEAM DEVELOPMENT TEAM EXECUTION

CHAMPION

HIRING EXCELLENCE

BEGIN YOUR JOURNEY

Inventory Planning is a great profession.
You hold the keys to game-changing results.
Choose a best in class solution with world class development & guidance.

GO

10 STEPS - UNLIMITED POTENTIAL