Powerpoint Presentation on Retail Management by rsu46342

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									Retail Management as a vehicle for
value creation


Rudy Provoost
Financial Analysts Day
December 5, 2006
We have segmented our retail accounts according to
global, international and local reach

 High                       International                         Global Key Account Management
                            Key Account
                            Management                                                                 Wal-Mart
                                                                                 Metro
                                                                   Tesco                           Carrefour
                                 Euronics
                                                 Circuit City                          Costco

                                EDA
                        D                   EP                                                  Best Buy
                                                       Casas Bahia                  DSG
                                             Ahold
Partnership
                    M                       Expert
                                                                  Auchan
                            D
                                                      Sears                   Target
                                 E                                                 Home Depot
                                                                      KESA
                                      N                                                            Casino

                                 B
                                                 E


                                                            G
                        Local Key Account
 Low                      Management

              Low                                               Performance                                 High
The importance of Philips top 20 accounts continues
to rise


                                               Sales Top 20 retailers

  18000                                                                                            15700
  16000                                                                               14700
                                                               13200      13800
  14000                                   12000
  12000               10900

  10000
   8000                                                                            6200         6700
                                                        5200           5600
   6000                              4500
                                                                                                 43%
                 3500
   4000
                  32%
   2000
      0
                    2004               2005               2006          2007         2008        2009

                       Top 20 accounts                 Philips B2C Business       Linear (Top 20 accounts)
 Source: Management Ventures Inc/Philips Market Intelligence
Philips is showing continuous and profitable growth with
its top global and international accounts
                                                                           Global Key Accounts:
             Total Global key Accounts                                     Best Buy Carrefour, Costco, Dixons,
                                                                   +16%    Metro, Tesco, Wal*Mart
                              Lighting
                                         +7%

Domestic Appliances and Personal Care
                                           +10%

                Consumer Electronics
                                                                +18%

                                           Sales YTD 06    Sales YTD 05

                                                                           International Key Accounts:
  Total International Key Accounts                                         Ahold, Auchan, Casas Bahia, Casino,
                                                                    +17%   Circuit City, EDA, EP, Euronics, Expert,
                          Lighting
                                                                           Home Depot, KESA, Sears, Target
                                         -5%

Domestic Appliances and Personal
              Care                       +14%

            Consumer Electronics
                                                                +23%

                                         Sales YTD 06     Sales YTD 05
                                                                           Results: 2006 YTD September – per PD
Through which we have received significant recognition
                                           Sam’s USA – 2005 International        Comet Awards
 Best Buy Bravo Award (CE)- 2005           Supplier of the Year (CE)             (CE UK) - 2005




Wal*Mart Mexico – 2005     US CE recognized as     Carrefour Best supplier of   One Philips Award –Gold
International Supplier     Vendor of the year at   Masse de Marge – Spain-      and employee vote for One
of the Year (CE)           SAM’s USA - 2006        DAP-2006                     Philips Wal*Mart
                                                                                Approach- 2006
We have created a One Philips International Retail
Board (IRB)
                                          Rudy Provoost
                                          BoM Sponsor

                                          IRB chairman


                                                                            Global Key
 Functional                                               Product
                            Regions                                          Account
  Support                                                 Divisions
                                                                             Managers

  Marketing                  EMEA                         Consumer           Wal*Mart
                                                          Electronics
 Supply Chain            North America                                       Carrefour

  IT/Data Mgt             Latin America                      DAP              Costco

                              Asia                         Lighting           Tesco

                                                                            Metro Group

                                                                               DSG



    The International Retail Board provides a multi-disciplinary platform for decision
 making and alignment between account teams, product divisions, regions and functions.
We are investing heavily in state-of-the-art key account
management and sales competencies

• More that 1,750 Philips employees trained in 2006 in the field of key
  account management/sales and category management

• Joint training programs on category management with key retailers
  focusing on end user – and shopper insights

• Master classes on Driving International Key Account Management and
  Alignment with business management executed for executive
  management in all regions

• Succession plans and management development programs in place for
  GKAM’s and IKAM’s
International Retail Management fully embraces
the Philips Brand Promise




Designed Around You           Easy to Experience                    Advanced
 Created an organization      Easier to do business with     Advanced key account
 designed around the          Philips as One company         management: new global
 customer with Global Key     through joint business         account management
 Account Managers and         planning structures and        reporting system KARMA,
 Country Ambassadors,         review processes at multiple   multifunctional teams,
 to implement the joint       levels in the organization     implemented a world class
 business plans effectively   and connecting to the retail   training program for the
 by combining end user        value chain                    sales function, implemented
 insights with shopper                                       category management,
 insights                                                    one of first in the Lifestyle
                                                             domain.
In benchmarking ourselves against leading FMCG
companies we show clear areas of strength

Companies interviewed
Coca-Cola Heineken
Johnson & Johnson
Sara Lee   Unilever
Diageo     Nestlé




Philips is clearly leading in people competency management and account
      profitability measurement, but can improve multifunctional key
           account management/customer centric organisation.
Philips will build further on the success of
International Retail Management
We will:
• Continue to drive the business on an integral profitability basis
• Further implement account focused cross-functional teams
• Share more data structurally between accounts (eg Tesco Link,
  Wal*Mart Retail link, Carrefour database)
• Strengthen and upgrade the key account management capabilities
• Leverage our success with Category Management initiatives
• Integrate and align the account management with recently acquired
  companies (Avent, Power Sentry, PLI, etc)
• Apply the account management practices to other channels
  (eg hotels, hospitality, etc)

								
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