Top 5 Lessons Learnt as a Director at Coca Cola and How When Applied Can Drive Revenue in Your Business - The Entourage
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Is not enough revenue in your top 3 pain points? The top of the P&L is where all the money is made – story of Don May from Dominos CCA in Australia had the ability to increase prices in Grocery and why share price went from ~$2 to ~$14 and now heading back as price deflation in 2 key markets
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Top 5 Lessons Learnt as a Director at Coca Cola and How When Applied Can Drive Revenue in Your Business - The Entourage
- 2. 2014 © Think To Act 2
- 3. 2014 © Think To Act 3
- 4. 3 Things You Want 2014 © Think To Act 4
- 5. 5 Key Lessons 2014 © Think To Act 5
- 6. Where are youheaded? 2014 © Think To Act 6
- 7. Coca-Cola Learnings Plan on a page Say NO Use of external experts Know competitors Where do you make money Tracking and reporting 2014 © Think To Act 7
- 8. Practical Example 2014 © Think To Act 8
- 9. Where areyour clientsheaded? 2014 © Think To Act 9
- 10. Coca-Cola Learnings Deep understanding of how they measure success, motivations, fears, frustrations, desires, pain points etc. Coke is the same product sold in different occasions, channels, brands, packs and price points Focus groups 2014 © Think To Act 10
- 11. Practical Example 2014 © Think To Act 11
- 12. Right P&S 2014 © Think To Act 12
- 13. Coca-Cola Learnings New product pipeline ROI Project teams Price change Launch execution 2014 © Think To Act 13
- 14. Practical Example 2014 © Think To Act 14
- 15. Right Way 2014 © Think To Act 15
- 16. Coca-Cola Learnings Consultative selling Training Customer plans Role plays 2014 © Think To Act 16
- 17. Practical Example 2014 © Think To Act 17
- 18. Right Resources 2014 © Think To Act 18
- 19. Coca-Cola Learnings Technology drives customer service Recruit and develop the right people Use of external experts 2014 © Think To Act 19
- 20. Practical Example 2014 © Think To Act 20
- 21. Top 3 Actions 2014 © Think To Act 21
- 22. 2014 © Think To Act 22
Editor's Notes
- Is not enough revenue in your top 3 pain points? The top of the P&L is where all the money is made – story of Don May from Dominos CCA in Australia had the ability to increase prices in Grocery and why share price went from ~$2 to ~$14 and now heading back as price deflation in 2 key markets
- Coca-Cola is one of the best run companies in the world? Do you know why? Ask them why? My view Sell it for more than they make it for Allows them to Attract the best people One industry with diversification by geography and channels
- What are your pain points in driving more revenue?
- In pairs talk about 3 Share back to the group
- How many people have a business plan? What would you rate it out of ten?
- I can create a plan with a client in 60min that answers the most important questions
- Framework for understanding customer and shopper behaviour
- How many people have an Avatar? The details behind them?
- Coca- Cola growth came from innovation from New Product Development process Eg Diet Coke, Coke Zero big end and multiple categories Sell more to the same customer base as they rarely spend all the money they have with you How many new products have you launched this year?
- One take away for you
- Who has a sales process mapped and tracked? What questions do you find most valuable?
- One take away for you
- Who works for their business rather than their business working for them? What tech can you use to improve customer service?
- One take away for you
- If you have other questions, please come to my open session as 18 years of experience + start-up Write down three things you can action from todays workshop Hand out cards