2009 Salient Corporation. Performance Management. Margin Minder. WebView. for Revenue Management

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1 2009 Salient Corporation Performance Management Margin Minder WebView for Revenue Management

2 The formula for balanced growth

3 Margin Minder WebView for Revenue Management Margin Minder WebView helps organizations balance the trade-off between volume and margin. Organizations can see how business levers like price changes affect demand on a precise level within any market segment. The results of changes in price, product mix, placement, promotion, new product introductions and packaging can be easily observed from any customer or product perspective Outliers can be easily and visually identified in an interactive scatter-gram Macro and micro trends can be easily investigated with built-in trend monitoring The same interactive and precision management capabilities that has made Salient popular world-wide are now available with zero-imprint browser viewing. Salient Streamlines Implementation 1. Connect Reach into existing systems to leverage data. No IT changes required. 2. Precisely Measure Value Add Immediately drill down into data sets and metrics. No support or waiting necessary. 3. Make Information Actionable Take immediate, fact-based action. Guesswork no longer required.

4 Margin Minder is the essential tool for sales professionals. WebView allows you to answer daily business questions on the fly. Price Elasticity: When I deal, do I grow the brand? Profit? Both? Neither? Margin Minder gives everyone with an interest in profit & growth an actionable resource for leveraging business activity facts, without any hassle. It shows who and what are delivering a fair return on marketplace investments especially promotional events. You can see exactly how business levers such as discounts, allowances, rebates, merchandising monies, and other customer incentives affect the dead-net value of every customer, brand, product and supplier. Now you will get firm control over every marketplace activity. Balance Profit & Growth Margin Minder gives managers everything needed to control the drivers of top-line performance: sales, revenue, cost, discount, margin, and allowance. Narrow down from a market-wide view to a list of under-performing customers or to a single package within a single customer location. Drill into pricing history to see elasticity, lift, and cannibalization. With Margin Minder, it becomes easy to balance price against volume and profit. Improve Promotion Effectiveness Margin Minder shows graphically how profits and growth are affected by promotional discounting, product mix, deal duration, and frequency. With clear graphic views of elasticity and lift, sales managers can optimize SKU mix and display inventory for maximum sell-down, reduced over-stocking, and minimal category cannibalization. Evaluate New Product SKUs & Product Mix Track the effects of new products on vendor and category performance and shows exactly how much a each product is worth. Easily see which products can or can t support their carrying, distribution, and marketing costs. 4 Salient Corporation

5 Measure market penetration, trial, and retrial of new products. See the effect new products have on existing product lines, and how successful salespeople are at getting products into the marketplace. Have multiple visual perspectives to best judge the useful life cycle of products and product lines. Measure sell-thru and potential sell-thru of active customers to find opportunities for new placements. Optimize Price Points Margin Minder provides a continuous visual feedback loop that enables managers to test different merchandising and pricing strategies with minimal risk. Immediate feedback allows in-time corrections. Pay for Performance Does an increase in sales volume have expected effects on profits? Measure the whole performance equation: volume, growth, and margin contribution enabling wholesalers to build comp and bonus plans based on actual value added by each person. Facilitate Communications with Trading Partners Daily SKU level sales facts can be securely shared over the web with Suppliers, Retailers, Wholesalers or other Trading Partners to help in the collaboration and synchronization process. Margin Minder makes it easy and delivers the facts using a method that makes the knowledge productive and usable rather than just inflexible custom reports. Salient Corporation 5

6 Introducing WebView Salient WebView lets you find the answers to all your daily business questions, with no boundaries. For Hands-on Interactivity and On-the-fly Business Flexibility While Salient Dashboards offer a simplified view and standard measurement of business performance, Salient WebView provides a more flexible web-based solution that enables business professionals to see business facts in any context, compared to any other indicators without having to predict what question or what direction someone may want to go in a dashboard. 6 Salient Corporation

7 Margin Minder WebView for Revenue Management Anywhere Anytime Set your drill path on the fly; you decide what to question next. In this example maybe you want to list the customers not meeting margin expectations Choose the time frame being monitored: individual days, fiscal calendars, weeks, months, or quarters Any Metric Any Path Choose any performance metrics you have integrated into the management system Choose a group of, or list individual business entities Any Comparison Any Trend Visually select items to investigate why; for example, one may use this chart to see which key accounts are driving growth in the territory in question Question trends visually to see what s behind the numbers; finding the specifics you can act on Any Detail Rubberband to list exactly which products, customers, assets or other business entities are out of range from the norm Salient Corporation 7

8 A New Way to Work with Information PUSH dependent long delay inaccurate guesswork time-consuming PULL autonomous quick-fire accurate fact-based efficient The Salient Difference: Salient is pioneering a whole new information paradigm one more flexible and simpler than the old push method of reports. It s a zero-overhead, self-service, facts-ondemand approach. For the first time, managers and workers can help themselves quickly and regularly to meaningful facts. This fundamentally changes how work gets done. Interactive data-mining technology gives you the most powerful forensic tool on the market today. Payments and events outside the norm immediately pop out at you in a graphical presentation. You get a powerful telescope into business performance. You ll see a clear, coherent picture of where spending works and where it does not. You ll see details instantly, exactly customized to the situation of the moment. Some call our technology a hybrid of the best in performance management, business intelligence, and content management. What you ll get from Salient: Coherency an ability to make sense out of all of the data generated every day by every business activity Transparency an ability to see immediately exactly how every action and every person contributes to the mission at every level Controllability a way for every contributor to use the same data to continually improve his or her practices 8 Salient Corporation

9 How Salient Technology is Different At Salient we understand economics and we know how businessminded individuals need to relate to business activity to measure and improve results. Salient Performance Management Business-Ready The solution is already built to be business-logical enabling rapid deployment, and greater ease-of-use Flexible Business-Driven Capability Business users know what question they want to ask, how to frame the question, and what they want to ask next Typical Business Intelligence (BI) Tools Tool-Kit The views, analytical capabilities, and more need to be built by an IT team before a solution is ready Flexible Report Writing Inflexible resulting views are pre-determined assuming the business question is always the same Built for the Information Consumer Instead of traditional push reporting, Salient enables situational pull access Associative, Flexible Drill-Path Built the way people think, performing new context selection and calculations on-thefly rather than having to pre-set Fully Interactive All the visualizations let you list items of interest, see more about them, focus in on them, or change how you framed your Bookmark or business question Built for the Information Producer Typically the solutions are built so that technical staff can create and maintain reports for management. Reporting-Based, Pre-Set Hierarchy If you may want to see it, it needs to be thought of and created ahead of time or redesigned on an ongoing basis Partially Interactive Has some visual interactive capability; but most interactive capabilities are too technical and difficult that they are reserved for IT report-writers to develop views Immediate Access to Details All un-summarized details are easily available; it is the details that makes facts actionable. Scaleable without sacrificing detailed facts Minimal Consulting or Technical Services Consulting focuses on logically grouping your business information and then Mission- Based training Complete Autonomy vs. Ongoing Set-up Requires no consulting or technical services to create or modify views once data is loaded in the application. It is business-user driven; simply Bookmark standard views Departmentalized Most reporting-based solutions summarize or departmentalize data to increase speed / response time Required Set-up Depending on the number of individuals being served, technical resources are needed to create all potential views Modification Assistance Services are needed from an internal or external technical resource to create new or modify existing drillable report views on an as-needed basis Salient Corporation 9

10 Next Action Regardless of your type of industry, we can help drive up your margins and returns. Very quickly, your enterprise will expose waste and behaviors that detract from value. Your people will control the levers to add value, swiftly responding to business opportunities and constraints, and making continuous improvements in performance. To discuss how Salient can help, call (607) , or the Salient Management Institute at 10 Salient Corporation

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12 Salient Corporation 203 Colonial Drive Horseheads, NY USA phone: fax: salient.com 2009 Salient Corporation