James Hardie Industries Plc. · NYSE:JHX
James Hardie Industries — Investor Day (September 2018)
17 slides from James Hardie Industries's investor day presentation, Sep 20, 2018
Slide 1: North America Sales
Exhibit 99.10 • Xxx • Xxx North America Sales Zean Nielsen
Slide 2: 35/90: Sound Game Plans Paired with Sound Execution
35/90: SOUND GAME PLANS PAIRED WITH SOUND EXECUTION The role of my organization is to run a more effective field force, in a more complex market place, with more localized game plans. To address this reality, and increase traction with our market model, we are: 1. Introducing a framework that allows
Slide 3: A Structured Framework and Systematic Approach
A STRUCTURED FRAME WORK AND SYSTEMATIC APPROACH TARGET ORGANIZE ENABLE Identify the potential and how to get Align the sales force around Set up the sales force for success and to 35/90 – i.e. where & who to target potential and reward the right long arm them with the right Training, first term beha
Slide 4: Target: From Game Plan Design to Sales Execution
TARGET : FROM GAME PLAN DESIGN TO SALES EXECUTION Resource Value Sales planning (HC) to Competency, Performance Geographical and Org Structure Compensation Target segments Propositions to motions/level of reach training and local KPI’s, funnel Segment Market and Roles and total unlock target effort
Slide 5: Snapshot of Programs and Initiatives
SNAPSHOT OF PROGRAMS AND INITIATIVES TARGET ORGANIZE ENABLE Identify the potential Better align the sales force to both Enable field sales success defend and grow Break down of priority markets within From analog to digital --- CRM & SFDC. 35/90 with P&S Re-organized High S, Low S and Interiors Laun
Slide 6: Organize/Enable: Establishment of Sales Operations
ORGANIZE / ENABLE : ESTABLISHMENT OF SALES OPERATIONS As we connect processes and IT systems, Basic Ops functions will develop from efficiency necessities to strategic Sales Ops drivers Strategic / Game Plan Commercial Ops focused Sales Ops focused on Basic Ops Ops focused on Sales on execution sale
Slide 7: From Local to Centralized Market Analytics with Integrated Selling and Reporting Tools
FROM LOCAL TO CENTRALIZED MARKET ANALYTICS WITH ADVANCED AND INTEGRATED SELLING AND REPORTING TOOLS PAGE 7
Slide 8: Enable: Vinyl Example Through Simple Sales Tools and Programs
ENABLE : VINYL EXAMPLE THROUGH SIMPLE SALES TOOLS AND PROGRAMS A market development transaction is a more sophisticated and consultative sale Sales enabling tool includes architectural renderings and positioning affordable design options to help change perception PAGE 8
Slide 9: Organize: Market Opportunities Are Regional in Nature
ORGANIZE : MARKET OPPORTUNITIES ARE REGIONAL IN NATURE Current State Current resource allocation aligned with the 90 vs the 35 ToM OSB ASPY Future ToM State ASPY Game plan and Geography- OSB based territory alignments with balanced focus on market development, defend/AMA, sales CFC & hard siding vol
Slide 10: Drive: Sales Ops and Sales Management Ensure Focus on Right Game Plans
DRIVE : SALES OPS AND SALES MANAGEMENT WILL HELP TO ENSURE FOCUS ON THE RIGHT GAME PLANS & EXECUTION Growth Against Market Index Growth Against Lower Growing Against Vinyl? Value Alternatives? Yes No Yes No Execute current Gap Analysis Design Execute current Gap Analysis Design game plan & hold or E
Slide 11: Productivity
• Xxx • Xxx PRODUCTIVITY
Slide 12: Drive: Reducing Variability and Driving Productivity Per Head
DRIVE : REDUCING VARIBILITY AND DRIVE PRODUCTIVITY PER HEAD Productivity per head ‘Org optimization’ • Align rep specialists to market opportunity for optimized ‘Tuning the machine’ efficiency and returns • Benchmarking peer groups • Coaching the gaps Sales Rep performance Rep Sales ‘Pace of Play’ l
Slide 13: Builder Type Segmentation: National Accounts
• Xxx • Xxx BUILDER TYPE SEGMENATION: NATIONAL ACCOUNTS
Slide 14: Builder Type Segmentation: All Builders Are Not the Same
BUILDER TYPE SEGMENTATION: IN SFNC ALL BUILDERS ARE NOT THE SAME, BUT ALL ARE IMPORTANT IN 35/90 States JH regions Strategic accounts Key accounts National 3 Large Regional – Large National Regional Small Impact Regional Local Micro 0 5 50 200 650 Closings PAGE 14 14
Slide 15: Summary
• Xxx • Xxx SUMMARY
Slide 16: We Win by Putting It All Together and Executing
WE WIN BY PUTTING IT ALL TOGETHER AND EXECUTING THE STRATEGIES WELL TUNED UP APPROACH MANAGE VARIABILITY RE-ESTABLISH HIGH- PERFORMING ORG • JH T.O.E.D MODEL • Sales effectiveness through analytics • Re-organized sales org into • Discipline in execution & game plan vs traditional High S targeting by
Slide 17: Q&A
• Xxx • Xxx Q&A
James Hardie Industries — Investor Day (September 2018) on 6ix