Anheuser-busch Inbev Sa/nv · EURONEXT:ABI

Anheuser-busch Inbev Sa/nv — Investor Presentation (2014)

32 slides from Anheuser-busch Inbev Sa/nv's investor presentation, 2014

  1. Slide 1: From Strategy… to Execution: Sales Machine USA

    VP, Sales Strategy

  2. Slide 2: The US Sales Machine takes advantage of our scale efficiencies

  3. Slide 3: 50 'Countries' within a Country

    50 ‘Countries’ within a Country 500+ Wholesalers 500,000 Retail Accounts … across 10 Channels Diverse Brand & SKU Portfolio Diverse Shopper Profiles 27,000+ Sales Force Competing in all Segments Diverse Retail Environments

  4. Slide 4: 50 'Countries' within a Country across 10 Channels

    50 ‘Countries’ within a Country 500+ Wholesalers 500,000 Retail Accounts … across 10 Channels Diverse Brand & SKU Portfolio Diverse Shopper Profiles 27,000+ Sales Force Competing in all Segments Diverse Retail Environments

  5. Slide 5: Strong Infrastructure, Common Platform, Disciplined Execution

    50 ‘Countries’ within a Country 500+ Wholesalers 500,000 Retail Accounts • Strong Infrastructure • Strategic Planning … across 10 Channels • Common PlatformDiverse Brand & SKU Portfolio Diverse Shopper Profiles • Disciplined Execution 27,000+ Sales Force • 2-way Communication • Management Systems Co

  6. Slide 6: Strong Infrastructure, Common Platform, Disciplined Execution

    50 ‘Countries’ within a Country 500+ Wholesalers 500,000 Retail Accounts • Strong Infrastructure • Strategic Planning … across 10 Channels • Common PlatformDiverse Brand & SKU Portfolio Diverse Shopper Profiles • Disciplined Execution 27,000+ Sales Force • 2-way Communication • Management Systems Co

  7. Slide 7: The US Sales Machine takes advantage of our scale efficiencies

    CMe (OKs GQVEMnQge OF OU sCQle Ciricienicies niea MadariKel

  8. Slide 8: 2014 Game Plan

  9. Slide 9: Game Plan

  10. Slide 10: Channel Plans: Priority 1 (Big Bet)

    Priority 1 (BIG BET) Priority 2 Priority 3 Channel Plans

  11. Slide 11: Channel Plans: Premium, Light, Premium

    Priority 1 (BIG BET) Priority 2 Priority 3 Channel Plans PREMIUM PREMIUM LIGHT

  12. Slide 12: POC Planning

    POG PLANNING

  13. Slide 13: Data and Insights Modeling (Big Data) Recommendations by POC

    DATA AND INSIGHTS MODELING (BIG DATA) RECOMMENDATIONS BY POC

  14. Slide 14: Business Plan Includes 200k Accounts

    200k Accounts John’s Grocery Store BUSINESS PLAN INCLUDES Displays Assortment Trade Programs Space Targets

  15. Slide 15: Execution Dashboard Results: Wholesaler Scale Up

    EXECUTION DASHBOARD RESULTS WHOLESALER SCALE UP % of Wholesalers Implemented 90% 70% 3.3 million 90% 30% +1.4% Lift 2012 2013 2014 APT = Applied Predictive Technologies

  16. Slide 16: Segmentation

  17. Slide 17: Grocery, On Premise, Convenience, Package Liquor

    Grocery On Premise Convenience Package Liquor

  18. Slide 18: Channel Specialization Focus and Specific Objectives

    Grocery Grocery CHANNEL SPECIALIZATION Convenience Convenience FOCUS Package Package Liquor Liquor SPECIFIC OBJECTIVES On On Premise Premise FLAWLESS EXECUTION

  19. Slide 19: Segmentation Model Identifying Optimal Routes

    SEGMENTATION MODEL IDENTIFYING OPTIMAL ROUTES Decision Tree Method GEOGRAPHIC BASIC CHANNEL BASE CHANNEL BASE ACCOUNT SPLIT (LEVEL 1) (LEVEL 2) (TURBO LEVEL 3) Groceries Groceries Groceries-Turbo Off-Premise Convenience C-Store Chain High Density C-Store Indy PL Segmented Package Liquor PL-Turbo On-

  20. Slide 20: Execution Dashboard Results: Wholesaler Scale Up

    EXECUTION DASHBOARD RESULTS WHOLESALER SCALE UP Package Region C-Store On Premise Grocery Liquor % of Wholesalers Implemented Region 1 0 0 0 +7 Region 2 +38 +3 +15 0 Region 3 +27 +6 +19 +1 Region 4 +26 +14 +16 -2 Region 5 +17 +18 +6 +18 85% Region 6 0 0 +1 +1 Region 7 +14 0 +2 -3 55% Region 8 +24 +2

  21. Slide 21: Sales Process Playbook

  22. Slide 22: Routines: Approach to Management of Sales Teams

    Introduction A 360 approach to the management of sales teams… Monday Tuesday Wednesday Thursday Friday 7:00 AM Begin in field Begin in field Begin in field Begin in field Report to office Targeting Setting Process 7:15 AM Morning Team Meetings 7:30 AM Monthly Targets General Session Meeting 7:45 AM

  23. Slide 23: Playbooks created for key sales positions to ensure consistency

  24. Slide 24: Mobility Selling System

  25. Slide 25: From Game Plan… To POC Planning … To POC Level Execution

    From Game Plan… To POC Planning … To POC Level Execution

  26. Slide 26: Objectives Cascading

    OBJECTIVES CASCADING 9mm Objectives 500 Wholesalers 27 k Sales Reps 500k POCs

  27. Slide 27: Dashboard KPIs

    DASHBOARD KPIs Volume Performance Share of Displays Base Distribution Share of Taps

  28. Slide 28: Score the Store

    % of Objectives Executed with YTD 2013: 85.0% 100% Accuracy 543,000 SCORE THE STORE 80.0% 75.0% Lime A Rita 70.0% Jan Feb Mar Apr May Jun Jul Aug Sep Convenience Grocery Package Liquor On Premise

  29. Slide 29: Game Plan has brought consistent execution across the system

  30. Slide 30: SKUs/POC, Share of Displays, Share of Space, Share of Features

    SKU’s/POC +16.5% Share of Displays +2.5pp 69.7% 12.0 10.3 10.8 67.2% 67.5% 2011 2012 2013 2011 2012 2013 Source: BudNET. Total US. Source: Mobility. Total US. +0.8pp +1.9pp Share of Space Share of Features 47.4% 29.1% 28.5% 46.6% 46.6% 27.2% 2011 2012 2013 2011 2012 2013 Source: Shelf Planning Plus.

  31. Slide 31: Slide 31

  32. Slide 32: Category Leadership, Revenue Management, Sales Execution, Trade Marketing

    CATEGORY LEADERSHIP REVENUE MANAGEMENT SALES EXECUTION TRADE MARKETING

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