RedCentral:
Automating Coke Consolidateds Salesforce
Jody Billiard / Shawn Olsen
Coca-Cola Bottling Co. Consolidated
Questions you might be asking
Who in the world are these guys?
What is Coke Consolidated?
What is RedCentral?
What is R.E.D.?
What are our learnings?
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Who in the world are these guys?
Jody
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Shawn
What is Coke Consolidated?
Coca-Cola (KO) Highlights
Coke Consolidated (COKE) Highlights
COKE Innovation
What sets COKE apart?
Principal Risks for COKE
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Coca-Cola (KO) Highlights
Worlds Largest Beverage Company
Owns 500+ Sparkling / Still Brands
Coca-Cola itself is the worlds MVB (most valuable brand)
Other Billion $ Brands include
Diet Coke
Sprite
Fanta
Coca-Cola Zero
Vitaminwater
Powerade
Minute Maid
Simply
Consumers in 200+ countries enjoy KO beverages at rate of 1.7 billion
servings per day
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Coke Consolidated (COKE) Highlights
We began operations in 1902
We are the largest independent bottler in the U.S. (in both Coca-Cola and Pepsi systems) (approximately
130 million cases of product sold annually)
KO has a 35% interest in COKEs stock (1 Board member)
KO products represent 88% of our total volume
We manufacture and/or distribute products other than Coca-Cola products:
Dr Pepper
Diet Dr Pepper
Sundrop
Monster Energy
Campbell V8 Juice Products
We operate in 11 states, primarily in the Southeast U.S. (one of the highest per capita consumption rates
in the world)
We have ~2,000 SharePoint Users
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Innovation in the Industry
First bottler to manufacture & distribute Dasani
First bottler to package & distribute fridgepacks (because we invented fridgepacks!)
First bottler to introduce automated load-building system used primarily in the
alcoholic beverage industry
First bottler to introduce $.99 / 16 oz. bottle in convenience stores
Only bottler to establish separate subsidiaries to support
consumer data mining
distribution technology and process consulting
transportation management
brand innovation
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Brand Innovation - Fuel
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Brand Innovation - Fuel
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What Sets COKE apart?
OUR PURPOSE
Grow Profitably
Pursue Excellence
Serve Others
Honor God in All We Do
http://www.cokeconsolidated.com/
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Principal Risks for COKE
Because of these ever changing risks, COKE
has to place the right technology in the
hands of our people, from the street level
to the C-Suite.
Raw material/product costs
Concentrate/finished goods (purchased from brand companies)
Sweetener (volatility impacted by corn and corn by-product markets)
Aluminum/Plastic Bottles/Fuel
General Economic Conditions
Fuel prices impact convenience store channel significantly
Price elasticity
Government Regulation/Public Policy
Consumer preference (sparkling vs. still beverages)
Customer needs/wants
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What is RedCentral?
Home
Page
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Data about
customers
Workflow
for
with
multiple
payments
locationsto
customers
Customer
and
vendors
issue
Management
resolution
Employee
Performance
Metrics
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Commonly
Used Apps
Sales &
Delivery Site
Collection
R.E.D.
(Right Execution Daily)
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What is R.E.D.?
Right Execution Daily
Management Tools Used to Help
Deliver Consistent Service to Customers and Consumers
Change Salesforce Behavior as Appropriate
Produce Improved Profitability for our Customers and COKE
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Dashboard
R.E.D.
Navigation
R.E.D.
(Right Execution Daily)
R.E.D.
Reports
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Dashboard
Types of
Surveys
Surveys in
Last 30 Days
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Stop Light
Performance
Indicators
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Large Store Database
Survey Score
List of Large
Store Surveys
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Large Store Survey
The Survey and Results
are automatically
delivered to Customer
Account Manager
The Survey and Results
can be delivered to
different levels of
Management
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Auto Notification to Customer Account Manager
Customer Account
Manager
Link to Survey
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Other Survey Types
28 Different
Survey types
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Customer Surveys
Job Performance Surveys
Customer Product Ordering
Large Store Analysis Reports
Survey Questions
Grouped into
Categories
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Slicers Used to Drill
Down into Performance
Measurement
Large Store Analysis Reports
Line Charts Used to
Measure Progress
Over Time
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Slicers Used to Drill
Down into Performance
Measurement
Large Store Analysis Report
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Customer Data Search
Account Number or Asset
Number may be Entered
via Smart Phone or
Computer/Tablet
Within Seconds, User Receives
Email Detailing the Following
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Customer Data Search
COKEs Salesforce Has
Unprecedented
Immediate Access to
Pertinent Customer
Data
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What are our learnings?
Historically, COKEs Communication Tools, Collaboration Methods and
Performance Measurements Were Manual in Nature and VERY Decentralized
SharePoint has become our single-most critical technology environment for
our salesforce (and COKE, for that matter) by providing
1.
2. Email
Platform
notifications
foraccess
employees
and/or
toalerts
shareinformation
(34,000+)
best in class
toand
3.
Ubiquitous
to
customer
employees
performance
concerning
initiatives
asmobile
well asdevice
from
collaboration
changes
on
in
performance
via
a hosteverything
of
platforms.
customer
tasks frompricing
customer
to customer
contractsR.E.D.
to check
stats.
requests.
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Questions
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Jody Billiard
Coca-Cola Bottling Co. Consolidated
[email protected]
Shawn T. Olsen
Coca-Cola Bottling Co. Consolidated
[email protected]
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