foodservice jbp guidebook the partnering group operator-manufacturer joint business planning process...

FOODSERVICE JBP GUIDEBOOK

The Partnering Group

Operator-Manufacturer Joint Business Planning Process Guidebook and Worksheets

October 2015


PURPOSE

This Guidebook is intended to provide Joint Business Planning Practitioners with the process, principles and worksheets to guide their work as business partners.

The Guidebook was developed through the work of an Industry Board made up of 15+ companies led by TPG and IFMA.

It is our intention that the worksheets will be used by the industry as a Best Practices approach to building Joint Business Plans.

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DEFINITION - JOINT BUSINESS PLANNING

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Foodservice Joint Business Planning is an

ongoing collaborative process for partners

to identify, prioritize and execute mutually

advantageous initiatives intended to

improve patron’s experience and drive

financial results.


CONTENTS

• Foodservice Joint Business Planning (JBP) Best Practice Process

• Process Relationship Diagram

• Process Inputs & Outputs

• The Worksheets

1A. Approvals Tracker

1B. Category Insights Summary

1C. Prioritized Opportunity Summary

1D. Opportunity Insights Summary

3A. Tactical Development Roadmap & Testing Plan

3B. Tactical Development Feedback & Approvals Tracker

5A. Scorecard Performance Analysis (2B)

5B. JBP Learnings & Impact

5C. Plan Communication and Refinements Summary

2A. Key Initiative Summary

2B. Scorecard & Targets

2C. Initiative Team Grid

2D. Key Initiative Summary

4A. Launch/Roll-out Plan

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FOODSERVICE JBP BEST PRACTICE - THE PROCESS

The Partnering Group5

Discovery& Strategic Alignment

Goal Setting &

Initiative Design

LaunchReview

&Refine

① Share Corporate strategies

② Understand capabilities & requirements

③ Identify & prioritize common opportunities

④ Analyze & identify relevant insights

① Leverage opportunities & agree on priority initiatives

② Build scorecard & align on goals & timing

③ Identify development teams

① Collect & assess progress vs. scorecard

② Discuss successes & opportunities for improvement

③ Make plan adjustments

Tactical Development

& Testing

① Build tactical roadmap & testing plan

② Complete tactical development & testing

① Create and communicate launch plan

② Implement/ roll-out/ launch initiative

Align & Proceed

Align & Proceed

Align & Proceed

Align & Proceed

FOODSERVICE JBP BEST PRACTICERepresenting the Ongoing Work of a JBP Relationship


Goal Setting &

Initiative Design

LaunchReview

&Refine

TacticalDevelopment & Testing

LaunchReview

&Refine


LaunchReview

&Refine


Relationship & Opportunity EvolutionInitiative Execution

The Partnering Group6

FOODSERVICE JBP - PROCESS INPUTS/OUTPUTS


Goal Setting &

Initiative Design

LaunchReview

&Refine

TacticalDevelopment

& Testing

Inputs

Outputs

Inputs

Outputs

Inputs

Outputs

Inputs

Outputs

Inputs

Outputs

•Corporate strategies•Capabilities summary•Data and insights•Understanding of Pyramid

•List of key opportunities from your organizations perspective

•Strategic alignment•JBP Insight Summary

•Prioritized opportunities

•Insights summary for priority opportunities

•Prioritized opportunities and summary of insights

•Method to set reasonable targets

•Understanding of resources and what each organization is prepared to invest in

•Resources, tools and capabilities needed to bring initiatives to life

•Testing protocols & success criteria

•Alignment on:•Tactical roadmap & testing plan

•Timing •Feedback & approvals mechanism

• Complete tactical development & testing

•Understanding of launch resources including:•Responsibilities•Capital investment•Training•Marketing support•Supplier alignment•Timing

•Performance data vs. targets

•Qualitative feedback from stakeholders

•Scorecard analysis •JBP Learnings & Impact

•Communication of plan & execution refinements

•Agreement on• Key initiative(s)• Scorecard/targets• Initiative team

members

•Create launch plan•Communicate launch plan

•Execute launch plan

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FOODSERVICE JOINT BUSINESS PLANNING


WORKSHEETS

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Worksheets Worksheets Worksheets Worksheets Worksheets

1A. Approvals Tracker

1B. Category Insights Summary

1C. Prioritized Opportunity Summary

1D. Opportunity Insights Summary

3A. Tactical Development Roadmap & Testing Plan

3B. Tactical Development Feedback & Approvals Tracker

5A. Scorecard Performance Analysis (2B)

5B. JBP Learnings & Impact

5C. Plan Communication and Refinements Summary

2A. Key Initiative Overview

2B. Scorecard & Targets

2C. Initiative Team Grid

2D. Key Initiative Summary

4A. Launch/Roll-out Plan


Goal Setting &

Initiative Design

LaunchReview

&Refine

TacticalDevelopment

& Testing

JBP PROCESS WORKSHEETSFOODSERVICEJBP Worksheets

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JBP PROCESS WORKSHEETS

1C. Prioritized

Opportunity Summary

2A.Key Initiative

Summary 3A.Tactical

Development Roadmap

4A. Launch /

Roll-out Plan

Planning Logic FlowOpportunity > Initiative > Tactics > LaunchFour worksheets form the foundation of the plan

FOODSERVICEJBP Worksheets

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1A: APPROVALS TRACKERApprovals stage-gate tracker to be used throughout the JBP process

Output StepOperator Approval /

DateOperator Comments

Supplier Approval /Date

Supplier Comments

1C. Prioritized Opportunity Agreement

2A.Key Initiative Worksheet Review

2B. Scorecard & Target Alignment

2C. Team Assignment Agreement

3A. Tactical Roadmap Review+ 3B

Feedback/Approvals Mechanism Agreement

4A Launch Plan Alignment

5A,B,C. Scorecard Review & Refinement

Agreement


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1B: JBP INSIGHTS SUMMARY

Sources Insights

JBP Opportunities

• xxx

MACRO - Business environment, FS industry, Consumer/operator/distributor/trends, Menu/eating trends and behaviors

• xxx

• xxx

CATEGORY - Size, Growth, Trends in flavor/format, Segment importance

• xxx

• xxx

CONSUMER - Consumer demographics trends, Attitudes and usage, Path-to-choice

• xxx

• xxx

OPERATOR - Segmentation, Attitudes and usage, Frustrations, Path-to-purchase

• xxx

• xxx

SUPPLY CHAIN / SOURCING – Trends, Advantages, Constraints, Distribution route, Capabilities, Programs

INTERNAL (OPERATOR & MANUFACTURER) – Resources, Skills, Capabilities


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1C: PRIORITIZED OPPORTUNITY SUMMARY

Priority Alignment Opportunity Name Description Foundation / Rationale

for OpportunityDesired

Outcome

1 xx xx xx xx

2

3

4

Mutual opportunities are identified based on a sharing of strategies, insights and the areas of leverageable value


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1D: OPPORTUNITY INSIGHT SUMMARYOPPORTUNITY: ___________________

Observations from Research & Data Analysis

InsightsStrategic Implications

for JBP• xxx• xx

• xxx

• xx

• xxx

• xx

• xxx

• xx

• xxx

• xx

• xx

• xx


• xxx

• xxx

• xxx

• xxx

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2A: KEY INITIATIVE OVERVIEW

Opportunity (from Worksheet 1C) Initiative Name

XX Translate opportunity into a specific & actionable initiative

Initiative Description

• XX• XX• XX• XX

Key Elements (High Level Tactical Overview)

• XX• XX• XX

Success Criteria Elements Out of Scope

e.g. $xM in Sales in first 6/12/18 Months

e.g. $xM in Cost savings by y date

e.g. x% increase in patron satisfaction scores by y date

Resource Needs (People, Capital, External Support) Key Milestones

e.g. Supplier Culinary e.g. Concepts Complete: June 1

e.g. Operator’s Advertising Agency e.g. Test Complete: Sept 1

e.g. Packaging Redesign Cost Estimate: $50,000 e.g. Full Launch: Jan 1


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2B: SCORECARD & TARGETS

Initiative Name:

Leading / Lagging Key Measures Goal Actual (Through XX/XX)

Status

Leading Measures of Activity

e.g. # of Restaurants Launched into

e.g. 100

e.g. % of Full Truck Shipments

e.g. 85%

Lagging Measures of Outputs

e.g. Units Sold Weekly e.g. 1,000

e.g. Efficiency savings e.g. $500,000


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2C: INITIATIVE TEAM GRID

Initiative Name:

Supplier / Operator

Name FunctionInitiative

RoleTactical

Responsibilities Email Phone

Operator

Supplier


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2D: KEY INITIATIVE SUMMARY Combines Worksheets 2A, 2C and 3A

Initiative Name Initiative Description

‘Translate opportunity into a specific & actionable initiative’

Success Criteria Team Members & Roles

e.g. $xM in Sales in first 6/12/18 Months

e.g. $xM in Cost savings by y date

e.g. x% increase in patron satisfaction scores by y date

Tactical Plan

Tactic / Description Owner Key Dates


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3A: TACTICAL DEVELOPMENT ROADMAP & TESTING PLAN

Initiative Name:

Tactic Owner Support Resources

Milestone? (Y/N)

Week (or Month/add dates)

1 2 3 4 5 6 7 8 910

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3B: TACTICAL DEVELOPMENT FEEDBACK & APPROVAL TRACKER

Initiative Name:

Milestone Tactic (from 3A)

Approver & Date Feedback


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4A: LAUNCH / ROLL-OUT PLAN

Initiative Name:

Launch Step Owner Support Resources Comments

Week (add dates)

1 2 3 4 5 6 7 8 910

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e.g. Training

e.g. Merchandising Support

e.g. New Equipment

e.g. Product delivered to units


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5A: SCORECARD PERFORMANCE ANALYSISAdd Actual Results to 2B Scorecard

Initiative Name:

Leading / Lagging Key Measures Goal Actual (Through XX/XX)

Status

Leading Measures of Activity

e.g. # of Restaurants Launched into

e.g. 100

e.g. % of Full Truck Shipments

e.g. 85%

Lagging Measures of Outputs

e.g. Units Sold Weekly e.g. 1,000

e.g. Efficiency savings e.g. $500,000


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5B: JBP LEARNINGS & IMPACT

LearningBased on Scorecard Results

Short-Term Initiative Related Long-Term Relationship Impact

Initiative Adjustment Recommendations

Implications to Relationship – New Opportunities & Areas of

Leverageable Value

xx xx xx


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5C: PLAN COMMUNICATIONS & REFINEMENTS SUMMARY

Agreed Upon Areas to Change

Priority / Timing of Deliverable / Change

Owner Resources / Cost

xx E.g. Immediate, required in-store in 7 seven days

xx xx


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foodservice jbp guidebook the partnering group operator-manufacturer joint business planning process...

Documents

joint business plans

business partners

opportunity insights

key opportunities

refinements summary

key initiative summary4a

summary of insights

category insights summary