| The following provides some more detail on this meeting, including an
almost final agenda, with abstracts for the breakout sessions. FYI and
possible attendance.
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I N T E R O F F I C E M E M O R A N D U M
Date: 18-Sep-1992 02:33pm EDT
From: EILEEN CUFF @TTB
CUFF.EILEEN
Dept: CPG Marketing
Tel No: 264-2787
TO: Distribution
Enter SH (Show Message Status) to see distribution list
Subject: CPG SALES STRATEGY & TRAINING AGENDA
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THIS INVITATION IS FROM LARRY GREENE AND DAVID GUTMAN
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FY'93 CONSUMER PACKAGED GOODS U.S. SALES STRATEGY AND TRAINING MEETING
OCTOBER 13 - 15, 1992
DIGITAL EQUIPMENT CORPORATION, ELK GROVE VILLAGE, IL
Attached please find the agenda, abstracts and initial announcement for the
CPG U.S. Sales Strategy and Training Meeting scheduled for October 13 - 15,
1992. Registration response has been tremendous! If you've already
registered - WELCOME! If you are currently not registered and are planning
to attend, please register yourself at your earliest convenience. See the
attached original announcement for complete registration and logistical
details.
Please watch your mail for forthcoming breakout session registration forms!
Complete details and instructions will be included.
If you should have any questions, please contact Eileen Cuff @TTB or DTN:
264-7798.
Don't miss this opportunity to learn how to win with Digital's latest CPG
solutions!
AGENDA
FY'93 CONSUMER PACKAGED GOODS U.S. SALES STRATEGY AND TRAINING MEETING
OCTOBER 12, 1992
Time
7:00-9:00 PM Registration and Welcoming Reception
Sheraton Suites, Elk Grove Village
AGENDA
FY'93 CONSUMER PACKAGED GOODS U.S. SALES STRATEGY AND TRAINING MEETING
OCTOBER 13, 1992
ACI AUDITORIUM
Time Session Speaker
7:30-8:00 Coffee and Danish
Digital Elk Grove Auditorium
8:00-8:15 Welcome and Business Review Eli Lipcon
8:15-8:30 Digital. The Information Link David Gutman
- Theme for all CPG marketing programs.
- How you can use Information Linking
to create sales opportunities.
8:30-10:00 Digital's Technologies and Products Wes Melling
- Why are they the perfect fit for CPG
customers.
10:00-10:30 Break
10:30-11:30 Why Digital is the leader in Open Jean-Claude
Monney
11:30-12:30 Alpha Ready and Alpha Systems Chris West
12:30-1:30 Lunch in ACI Cafeteria
PRODUCT AND TECHNOLOGY BREAKOUTS
1:30-3:00 Breakout Sessions: (90 minutes each)
(A) Winning The Desktop With Products
(B) Linking The Desktop For Business Excellence
(C) Winning The Desktop Through Services
3:00-3:30 Break
3:30-5:00 Breakout Sessions: (90 minutes each)
(A) Winning The Desktop With Products
(B) Linking The Desktop For Business Excellence
(C) Winning The Desktop Through Services
5:00 Adjourn
6:00-7:00 Reception - Sheraton Suites
7:00-10:00 Recognition Awards Dinner
AGENDA
FY'93 CONSUMER PACKAGED GOODS U.S. SALES STRATEGY AND TRAINING MEETING
OCTOBER 14, 1992
ACI LAKEVIEW I&II
Time Session Speaker
8:00-8:30 Coffee and Danish
8:30-9:00 Digital's CPG Solutions Framework David Gutman
o Sales/Marketing Dennis Arsenault
o Logistics G.D.J. Dorai
o Manufacturing Tom Moore
9:00-10:30 Breakout Sessions:
(D) Winning The Networks
(7) SAP - The Opportunity
(4) Trade Promotion Management
(9) Consilium - Partnering To Beat POMS
10:30-10:45 Break
10:45-12:15 Breakout Sessions:
(D) Winning The Networks
(7) SAP - The Opportunity
(4) Trade Promotion Management
(9) Consilium - Partnering To Beat POMS
12:15-1:00 Lunch (ACI Cafeteria)
1:00-2:30 Breakout Sessions:
(3) Real Time Manufacturing - Digital's Integrated
Manufacturing Solution
(6) Order Fulfillment in the Supply Chain
(10) Laboratory Opportunities in Manufacturing
2:30-2:45 Break
2:45-4:15 Breakout Sessions:
(3) Real Time Manufacturing - Digital's Integrated
Manufacturing Solution
(6) Order Fulfillment In the Supply Chain
(10) Laboratory Opportunities in Manufacturing
4:15-5:15 "What's On Your Mind?" - Panel Discussion
6:00-10:00 Evening Affair - "Medieval Times"
Departure, via coach, front lobby of Sheraton
AGENDA
FY'93 CONSUMER PACKAGED GOODS U.S. SALES STRATEGY AND TRAINING MEETING
OCTOBER 15, 1992
ACI AUDITORIUM
Time Session Speaker
8:00-8:30 Coffee and Danish
8:30-9:30 Breakout Sessions:
(2) Digital's Opportunities In Warehouse Management
Systems
(5) PROMIX - Competing With MARCAM and Winning
(1) EDI - Giving Our Customers What Their Customers Want
(8) Consilium - Partnering To Beat POMS
(11) WANG & PROFS Coexistence/Conversion Programs
9:30-9:45 Break
9:45-10:45 Breakout Sessions:
(2) Digital's Opportunities In Warehouse Management
Systems
(5) PROMIX - Competing With MARCAM and Winning
(1) EDI - Giving Our Customers What Their Customers Want
(8) Consilium - Partnering To Beat POMS
(11) WANG & PROFS Coexistence/Conversion Programs
10:45-11:00 Break
11:00-12:00 Breakout Sessions:
(2) Digital's Opportunities In Warehouse Management
Systems
(5) PROMIX - Competing With MARCAM and Winning
(1) EDI - Giving Our Customers What Their Customers Want
(8) Consilium - Partnering To Beat POMS
(11) WANG & PROFS Coexistence/Conversion Programs
12:00-1:00 Lunch
1:00-2:00 Customer Speaker on "Why I did/did not buy from Digital"
2:00-3:00 Guest Speaker
3:00-3:15 Break
3:15-4:15 Guest Speaker
4:15-4:30 Wrap-up and Departure
GENERAL SESSIONS
"DIGITAL'S TECHNOLOGIES AND PRODUCTS"
Moderator/Presentor: Wes Melling, Consultant, Gartner Group
Hear an independent consultant's view of the advantage of DEC's current and
emerging technology. Learn how you can and should avail yourself of this
advantage in everyday activities.
"WINNING WITH OPEN"
Moderator/Presentor: Jean-Claude Monney, European Open Systems Marketing
Manager
Recently, Marc Shulman, Industry analyst of UBS Securities, said:
"Digital is providing a broader implementation of Open Systems than any
other vendor. This is not the first time that Digital has had a capability
in advance of a general recognition of its value".
The Europeans have already adopted and committed to Open Systems. Learn at
this session how to compete and win from Jean-Claude Monney, our European
Open Systems Marketing Manager: Jean-Claude will address:
o What are Open Systems?
o Where are the opportunities?
o Why is Digital competitive in Open?
o How do you use the infrastructure to win?
This will then be followed by breakout session "Open Systems" where you
will have the opportunity to strategize about how to win the Open Systems
business.
BREAKOUT SESSIONS
(A) "WINNING THE DESKTOP WITH PRODUCTS"
Moderator/Presentor: Jim Brierley, ACCESSWORKS Product Manager
John MacGilvary, US DESKtop Marketing Manager
Charlie Liberty, US DESKtop Programs Manager
The PC has become the most pervasive DESKtop device and Digital is quickly
becoming known as one of the leaders in PC Sales. Digital is the number
one catalog seller of PCs and the fastest growing PC vendor in the world.
In this commodity market, we need answers on:
o What is our strategy?
o What are our products and their positioning?
o What's the competition's position?
o How does Digital address the competition?
o What does the future hold in this arena?
This session will also address ACCESSWORKS, your linkage to corporate
databases.
(B) "LINKING THE DESKTOP FOR BUSINESS EXCELLENCE"
Moderator/Presentor: Bill Carlisle, TeamLinks Marketing Manager
Jim Deasy, PathWorks Marketing Manager
TeamLinks, PathWorks, PathWorksLinks. Each has many elements, some shared,
some specialized. In this session, we answer issues, including:
o How do you sell our most robust DESKtop linkage applications?
o What are your customer's concerns?
o What are the key questions and where do you start?
o How do you tell the customer what is needed and the best for
their business?
o How do we stack up against the competition?
o What programs are available?
o What are your resources today?
(C) "WINNING THE DESKTOP THROUGH SERVICES"
Moderator/Presentor: Rick Dyers, Central Area DESKtop Business Manager
Art Keckeissen, Industry DESKtop Sales
Mike Lindstrum, CPG Account Support Manager
As more and more compute power is being moved from the glass house to the
DESKtop, keeping that environment up and running is more crucial than ever.
Today, 65% of IS budgets are allocated to the DESKtop, from hardware and
software acquisition to PC and LAN support. The desktop is the fastest
growing segment of our industry today with projected annual growth of 22.9%
($8.1B to $15.2B through FY'94).
Digital is uniquely positioned to take advantage of that growth. With our
new Tiger II PC Line, newly designed service portfolio, the Desktop is
truly ours to win! This session will provide you with:
o The ability to position our Services against the competition.
o An understanding of Digital's goals and objectives in the Desktop
market.
o An overview of the competition, their strength and weaknesses.
o How to identify "bad" business and when to walk away.
o Resources available to you.
(D) "WINNING THE NETWORKS"
Moderator/Presentor: Cheryl North, WIN Marketing Manager
The Worldwide Information Networking (WIN) Group will present a session
focused on eight business capabilities that CEO's, CFO's and CIO's have
identified as being crucial to successfully competing in the global economy
in the 1990's. They include:
o Mail
o Meetings
o Finance
o Corporate Planning & Development
o Asset Management
o Sales & Marketing
o Program & Project Management
o Network Management
This session will detail what these capabilities are, Digital's ability to
deliver, customer examples of results achieved and how Digital is
positioned against the competition. We will define the rules of engagement
and explain how your account can maximize WIN. The WIN Program delivers
its Digital messages directly to the executive suite in terms senior
decision makers can understand and value.
(1) "EDI - GIVING OUR CUSTOMERS WHAT THEIR CUSTOMERS WANT"
Moderator/Presentor: John Zinchak, CPG EDI Consultant
G.D.J. Dorai, CPG Logistics Marketing
This workshop will provide you with an overview of Why & How to sell EDI to
the Consumer Packaged Goods Industry.
Participants in this session will receive the following:
o A Primer on EDI from the Uniform Code Council (UCC).
o CPG-specific customer Presentation with text.
o Competitive Profile against PC and IBM solutions.
o Product and Reference Information.
o A Resources Road Map.
(2) "DIGITAL'S OPPORTUNITIES IN WAREHOUSE MANAGEMENT SYSTEMS"
Moderator/Presentor: Rich Durheim, V.P. McHugh Freeman
Peter Losacano, SCS Marketing
Marty Lenow, Digital Chicago Practice
This presentation will provide an overview of the warehouse management
opportunity, including examples of wins in the CPG Industry and competitive
information. Digital's Service Offerings will be discussed and attendees
will receive a copy of the "Warehouse Management Systems Sales Guide".
(3) "REAL TIME MANUFACTURING - DIGITAL'S INTEGRATED MANUFACTURING SOLUTION"
Presentor/Moderator: Peter Yanofsky, Manufacturing Business Consultant
Tom Moore, CPG Manufacturing Applications Manager
Rick Scheid, MRM Marketing Manager
Dan Sweeney, Chemical IBU Business Manager
Our customers are facing more and more and more issues in their
manufacturing operations. They have more products to make, more materials
to manage, more planning, more scheduling, more recordkeeping, and more
problems to solve than they can possibly handle. While this may sound like
a perfect opportunity for automation and computer systems, IS departments
are already overwhelmed by daily operations. Discover how Digital's Real
Time Manufacturing Solutions can help meet this challenge - now and for the
future.
This session will address:
o The overall industry.
o What is Real Time Manufacturing.
o Digital's vision and future direction.
o What is available today.
o How you can get started today.
(4) "TRADE PROMOTION SOLUTION"
Presentor/Moderator: Dennis Arsenault, CPG Sales/Marketing Manager
Peter Lustiber, Glendinning Associates
Frank Pringle, Glendinning Associates
Robert Liptrot, Manager CPG Industry Practice
How much of your account's marketing expenditures go to trade promotion?
Chances are, it could be over half ($200-800M) per year.
Do they know whether they are getting the most value possible from those
dollars? Learn the specifics of Digital's Trade Promotion Solutions and
meet the delivery resources. At this working meeting, we will discuss the
selling strategies and sales cycle and will being to qualify the
opportunities at your own account.
(5) "PROMIX - COMPETING WITH MARCAM AND WINNING"
Presentor/Moderator: Rick Marquardt, Manager, ROSS Systems Manufacturing
Product Line
Next to POMS, MARCAM is probably the most recognized application that IBM
has to offer in manufacturing. It was the first process MRPII package,
that runs on AS400, and is IBM's preferred system for level III
manufacturing. MARCAM can be beaten. Customers who are MARCAM candidates
and will explain their campaign to beat the MARCAM threat.
(6) "ORDER FULFILLMENT IN THE SUPPLY CHAIN"
Presentor/Moderator: John Kuczynski, Logistics Practice
John Fontanella, Manufacturing & Logistics
Integration Services
This workshop will provide an overview of opportunities in the Supply Chain
and address REALISTICALLY where Digital can win today. Participants in
this session will receive:
o A Customer White Paper on "Order Fulfillment".
o A Sample Response to an RFI for a Supply Chain Project
o A Resources Road Map
(7) "SAP - THE OPPORTUNITY"
Presentor/Moderator: Al Burroughs, Finance and Business Systems Group
Phil Morrison, Finance and Business Systems Group
SAP is a major force in CPG accounts. With a strategy to aggressively
enter the U.S. market, they are an emerging factor in major accounts.
This session will cover:
o An overview of SAP, the company and its products.
o SAP's current sales and marketing strategies.
o Product delivery timelines.
o How Digital can generate revenues from SAP sales.
o How our competitors (HP and IBM) are reacting to and working with
SAP.
This session will end with a discussion of winning strategies for Digital
when customers are evaluating SAP solutions.
(8) "CONSILIUM - PARTNERING TO BEAT POMS"
Presentor/Moderator: Jonathan Golivan, President
It's true that POMS is not quite the major threat it started out to
be...but it and IBM have created a need that we can fill it better than
they can! At the POMS session, meet with Consilium and learn about
FLOWSTREAM and the anti-POMS campaign, and how together we can satisfy the
unfilled need.
(9) "OPEN SYSTEMS"
Presentor/Moderator: Jean-Claude Monney, Director of European Open
Systems Marketing
This session will detail Open Systems issues and address specifics of how
we compare with IBM's and HP's approaches to Open. We will also explore
how to set an offensive strategy for Open which effectively blocks the
competition.
(10) "LABORATORY OPPORTUNITIES WITHIN MANUFACTURING"
Presentor/Moderator: Cathy Wrick, Arthur D. Little and Sue Kennedy,
Digital Research Business Systems
Jim Steiner, CPG Marketing
John Newton, VG/Fisons
Next month, major new FDA regulations will change the way CPG
companies label, market and substantiate claims about their products.
This is just one of the many issues and trends affecting expenditures on
laboratory systems.
This session will cover:
o How regulations, quality initiatives, packaging changes, and
other trends affect the lab.
o Who to sell to in the lab. (Anatomy of a recent win.)
o How integrated lab and manufacturing systems and industry
targeted solutions help you win business.
o The resources available to assist you.
The session will be followed by a panel question and answer period.
(11) "WANG & PROFS COEXISTENCE/CONVERSION PROGRAMS"
Presentor/Moderator: Don Booth, Manager of the WANG Coexistence/Conversion
Program
David Bourque, Manager of the PROFS
Coexistence/Conversion Program
"WANG will only go out of business once." "PROFS will only be discontinued
once." So say the sages. With the perverseness of WANG OFFICE and PROFS
Office Systems in CPG accounts, how can you capitalize on our competitions'
problems? What are the resources? How do you contact them? This session
will provide answers to these questions and more.
Did you know that the WANG program converted WANG's largest customer to
Digital? Learn how it can be done if you have WANG in your account. At
least one of our major accounts is in the process of dealing with a PROFS
installation. Here's your opportunity to learn what is available to you.
ORIGINAL ANNOUNCEMENT
How can you win more in CPG? We have some answers for you. Join us
for three days of strategy, discussion and information that you can
leverage for success.
Who planned the meeting?
In effect, you did. With the help of our field advisory team, we have
put together a meeting that addresses your key concerns -- in products
and technologies, applications and solutions, and services and support.
The scheduled topics are a direct result of field input.
What will be happening?
The three days will feature speakers, workshops, roundtable discussions
and breakout sessions. And, in between a lot of very hard work, we
expect to have some fun and build some networks (no, not LANS/WANS, the
people kind!).
Participants?
This is a meeting for consumer packaged goods selling team members in
the U.S. and Canada. We have invited account managers, sales
representatives, sales support specialists, SME and Digital services
people, among others.
What will we discuss?
o Wes Melling from the Gartner Group will discuss why Digital's
products and technologies represent the best fit for our CPG
customers' needs
o Our CPG theme, "Digital. The Information Link," and how we
will drive that theme this year
o Our FY'93 strategies for winning and the key platforms and
solutions frameworks
o How to win the desktop -- with our hardware products, software
products and services
o The role of EDI in helping our customers achieve an integrated
supply chain
o Our plan to win CPG manufacturing -- through real-time
manufacturing
o How to beat the competition: POMS and MARCAM
o How to solve one of your customers' toughest problems -- trade
promotion management
... and more from both key Digital personnel and our partners
Whether you are an old-time CPG account rep or a relatively new
assignment, we look forward to seeing you at this meeting.
Confirmation: Send a note to Eileen Cuff @TTB (or MRKTNG::CUFF), with your
name, location, DTN, title, accounts (if any) letting us know that you will
be joining us.
Logistical Information: To ensure the lowest airline rates and to confirm
hotel accommodations, we suggest you make these reservations ASAP.
FY'93 CPG U.S. SALES STRATEGY AND TRAINING MEETING
October 13-15, 1992
DIGITAL EQUIPMENT CORPORATION, ELK GROVE VILLAGE, IL
LOGISTICAL INFORMATION
WHERE WE'RE MEETING:
Digital Equipment Corporation
1OO Northwest Point Blvd.
Elk Grove Village, IL 60007
Switchboard Phone: (708) 806-0200 DTN: 474-0200
WHEN TO ARRIVE: The meeting dates are October 13, 14 and 15.
Please plan your travel for an October 12th
arrival and a post-5 p.m. departure on the 15th.
WHERE TO STAY:
Sheraton Suites
121 Northwest Point Blvd.
Elk Grove Village, IL 60007
Telephone: (708) 290-1600
Digital Corporate Rate: $69.00 per night
All attendees of this Digital-sponsored meeting may receive
the Digital Corporate Rate of $69.00. To do so, identify
yourself as a Digital employee and attendee of the CPG
Sales Strategy and Training Meeting when you make your
reservation.
NOTE: Rooms have been reserved, but are only available
until September 21, 1992. So please make your reservations
before that date.
Transportation: The hotel and meeting are 20 minutes from Chicago's
O'Hare Airport. Therefore, rental cars aren't necessary. We recommend
using American Taxi (708-253-4411) or Limousine Ride (708-397-3666)
from the airport. It is less expensive than renting cars.
DRESS CODE: Business Casual
AIR FARES:
At this time, Digital has no special contracts in place for
meeting/training special airfares. However, Digital's
contracted agencies (Continental, TWA, Southwest, Business
Express) continue to offer the lowest available airfares on
any carrier for Digital employees. The travel counselors will
be able to explain in detail the best fares.
To obtain the reduced airfare:
* Contact your Digital-authorized travel vendor
* Identify yourself as a Digital employee
* Tell them what airport you are flying into, the
meeting dates, the name of the event and any other
particulars
American Express Group Department at 1-800-634-4959.
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