T01 Solution demo & value workshop

Conversation (turn by turn)

1. turn 1 · 1:04 · 1:04 Marco Rossi 2024-03-20

   Thanks for the time today. Can everyone hear me?

2. turn 2 · 1:11 · 1:11 Lena Fischer 2024-03-20

   Yes.

3. turn 3 · 1:20 · 1:20 Marco Rossi 2024-03-20

   Good. So we will walk through forecasting first, then replenished,

4. turn 4 · 1:34 · 1:34 Lena Fischer 2024-03-20

   Yeah, yeah.

5. turn 5 · 1:35 · 1:35 Marco Rossi 2024-03-20

   then then the fresh-food capability Lena flagged in the call last

6. turn 6 · 1:44 · 1:44 Lena Fischer 2024-03-20

   Mm-hm.

7. turn 7 · 1:46 · 1:46 Marco Rossi 2024-03-20

   month.

8. turn 8 · 1:53 · 1:53 Lena Fischer 2024-03-20

   Mm, okay.

9. turn 9 · 1:56 · 1:56 Lena Fischer 2024-03-20

   That That order is fine but I want to say something before before you

10. turn 10 · 2:05 · 2:05 Sofia Almeida 2024-03-20

    Yeah.

11. turn 11 · 2:08 · 2:08 Lena Fischer 2024-03-20

    start.

12. turn 12 · 2:15 · 2:15 Marco Rossi 2024-03-20

    Please.

13. turn 13 · 2:18 · 2:18 Sofia Almeida 2024-03-20

    Right.

14. turn 14 · 2:22 · 2:22 Lena Fischer 2024-03-20

    The fresh waste is our... biggest pain. That is why you are here. We throw away too much produce and dairy and it is not a rounding error,

15. turn 15 · 2:43 · 2:43 Lena Fischer 2024-03-20

    it is the thing my board asks me about. If you can move that fifteen

16. turn 16 · 2:53 · 2:53 Lena Fischer 2024-03-20

    to twenty percent, like this pays for itself and I do not need to argue about anything else.

17. turn 17 · 3:04 · 3:04 Marco Rossi 2024-03-20

    Understood.

18. turn 18 · 3:09 · 3:09 Sofia Almeida 2024-03-20

    Okay.

19. turn 19 · 3:13 · 3:13 Lena Fischer 2024-03-20

    I mean I say that now because in my experience the demo goes through everything else first and then we run out

20. turn 20 · 3:28 · 3:28 Lena Fischer 2024-03-20

    of time.

21. turn 21 · 3:31 · 3:31 Marco Rossi 2024-03-20

    Yeah, yeah.

22. turn 22 · 3:32 · 3:32 Marco Rossi 2024-03-20

    right That is a fair warning.

23. turn 23 · 3:35 · 3:35 Sofia Almeida 2024-03-20

    Should I introduce myself?

24. turn 24 · 3:39 · 3:39 Marco Rossi 2024-03-20

    Sorry, what? Yeah so, please.

25. turn 25 · 3:48 · 3:48 Sofia Almeida 2024-03-20

    Sofia Almeida, I manage the fresh categories. All of them, currently, yeah which is a longer story.

26. turn 26 · 3:56 · 3:56 Lena Fischer 2024-03-20

    And, we lost someone in January and have not replaced them.

27. turn 27 · 4:05 · 4:05 Sofia Almeida 2024-03-20

    sort of Tobias Ekström. He did chilled and I did produce, and now I do,

28. turn 28 · 4:12 · 4:12 Marco Rossi 2024-03-20

    Yeah.

29. turn 29 · 4:14 · 4:14 Sofia Almeida 2024-03-20

    both.

30. turn 30 · 4:20 · 4:20 Lena Fischer 2024-03-20

    He went to a competitor, which we are not supposed to say out loud.

31. turn 31 · 4:33 · 4:33 Sofia Almeida 2024-03-20

    He went to Hemtorget. Everyone knows. So today it is all manual and gut feel. That is... not me being I mean... and my judgement. Shelf life is not in any system properly.

32. turn 32 · 4:57 · 4:57 Marco Rossi 2024-03-20

    Can I get your email so I send you the follow-up directly?

33. turn 33 · 5:06 · 5:06 Sofia Almeida 2024-03-20

    sofia.almeida@acme-org.example. Two Ls in Almeida, no, you know one L. Sorry. A-L-M-E-I-D-A.

34. turn 34 · 5:14 · 5:14 Lena Fischer 2024-03-20

    Yeah.

35. turn 35 · 5:15 · 5:15 Marco Rossi 2024-03-20

    sort of a direct line?

36. turn 36 · 5:18 · 5:18 Sofia Almeida 2024-03-20

    My mobile is easier. Zero seven, six two, four four one, actually nine oh three.

37. turn 37 · 5:31 · 5:31 Marco Rossi 2024-03-20

    Okay so, actually Thank you.

38. turn 38 · 5:38 · 5:38 Marco Rossi 2024-03-20

    Say more about that.

39. turn 39 · 5:45 · 5:45 Sofia Almeida 2024-03-20 · cited by shl-range-2024

    We have a shelf life field in the product master. It is populated for maybe half the range...

40. turn 40 · 6:03 · 6:03 Sofia Almeida 2024-03-20 · cited by shl-range-2024

    and it is but... nobody has owned it since it was set up. So when the store orders, nothing in the process knows whether the thing has three days left or three weeks.

41. turn 41 · 6:34 · 6:34 Lena Fischer 2024-03-20

    Right.

42. turn 42 · 6:38 · 6:38 Marco Rossi 2024-03-20

    And you compensate manually.

43. turn 43 · 6:44 · 6:44 Sofia Almeida 2024-03-20

    I compensate manually. On the categories where it matters most, I go in and adjust. On the rest, we accept

44. turn 44 · 7:00 · 7:00 Marco Rossi 2024-03-20

    Mm.

45. turn 45 · 7:03 · 7:03 Sofia Almeida 2024-03-20

    the waste.

46. turn 46 · 7:07 · 7:07 Marco Rossi 2024-03-20

    Which categories are the worst?

47. turn 47 · 7:11 · 7:11 Sofia Almeida 2024-03-20

    There are about four where it is bad. The obvious ones are —

48. turn 48 · 7:21 · 7:21 Lena Fischer 2024-03-20

    Sorry, Marco, is that your screen or ours?

49. turn 49 · 7:28 · 7:28 Marco Rossi 2024-03-20

    like That is mine, one moment. Let me share properly.

50. turn 50 · 7:41 · 7:41 Lena Fischer 2024-03-20

    actually Now it is coming through.

51. turn 51 · 7:48 · 7:48 Marco Rossi 2024-03-20

    Right. So this is the forecasting engine. What you are looking at here is a store-level forecast

52. turn 52 · 7:59 · 7:59 Sofia Almeida 2024-03-20

    Yeah.

53. turn 53 · 8:00 · 8:00 Marco Rossi 2024-03-20

    for a single product, and this line is what our model produced

54. turn 54 · 8:07 · 8:07 Lena Fischer 2024-03-20

    Mm-hm.

55. turn 55 · 8:10 · 8:10 Marco Rossi 2024-03-20

    versus this line which is actual. And you can see the uplift here.

56. turn 56 · 8:18 · 8:18 Lena Fischer 2024-03-20

    Right.

57. turn 57 · 8:19 · 8:19 Lena Fischer 2024-03-20

    Against what baseline?

58. turn 58 · 8:26 · 8:26 Sofia Almeida 2024-03-20

    Yeah, yeah.

59. turn 59 · 8:27 · 8:27 Marco Rossi 2024-03-20

    you know Against their previous system. It is on the chart, this figure here.

60. turn 60 · 8:46 · 8:46 Lena Fischer 2024-03-20

    basically Right.

61. turn 61 · 8:49 · 8:49 Marco Rossi 2024-03-20

    And then if I scroll down, this is the same view aggregated, and you can see the pattern holds. This column is the one that matters.

62. turn 62 · 9:01 · 9:01 Lena Fischer 2024-03-20

    1 second Okay, yeah.

63. turn 63 · 9:03 · 9:03 Sofia Almeida 2024-03-20

    Is that a fresh product or ambient?

64. turn 64 · 9:10 · 9:10 Marco Rossi 2024-03-20

    Yeah.

65. turn 65 · 9:13 · 9:13 Marco Rossi 2024-03-20

    This particular one is embient. But the mechanism is the same.

66. turn 66 · 9:19 · 9:19 Sofia Almeida 2024-03-20

    kind of like It is not the same though.

67. turn 67 · 9:25 · 9:25 Lena Fischer 2024-03-20

    Sure.

68. turn 68 · 9:29 · 9:29 Marco Rossi 2024-03-20

    like No, you are right, the fresh case is harder and I will come to it.

69. turn 69 · 9:43 · 9:43 Lena Fischer 2024-03-20

    Please do come to it.

70. turn 70 · 9:46 · 9:46 Sofia Almeida 2024-03-20

    Okay.

71. turn 71 · 9:48 · 9:48 Marco Rossi 2024-03-20

    So. Shelf-life optimisation. This sits in the allocation module. What it does is take remaining... life as an input to the order calculation, so a product with three days left is treated differently from one with three weeks, which addresses exactly what Sofia described.

72. turn 72 · 10:17 · 10:17 Sofia Almeida 2024-03-20

    Where was I. That is the thing I have been asking for since I started.

73. turn 73 · 10:30 · 10:30 Marco Rossi 2024-03-20

    sort of Good. Now, you know the way we would normally sequence this is core replenished first, then fresh as a second, phase. The reason is de-risking. Core replenished lands value quickly and it establishes the data flows that fresh depends on.

74. turn 74 · 11:01 · 11:01 Lena Fischer 2024-03-20

    1 second How long

75. turn 75 · 11:06 · 11:06 Marco Rossi 2024-03-20

    Yeah.

76. turn 76 · 11:09 · 11:09 Lena Fischer 2024-03-20

    is a second phase.

77. turn 77 · 11:15 · 11:15 Marco Rossi 2024-03-20

    Realistically a few months after the first golive.

78. turn 78 · 11:24 · 11:24 Lena Fischer 2024-03-20

    Understood. But fresh is the reason we are here. Do not let

79. turn 79 · 11:32 · 11:32 Marco Rossi 2024-03-20

    Yeah.

80. turn 80 · 11:33 · 11:33 Lena Fischer 2024-03-20

    it become a someday item.

81. turn 81 · 11:36 · 11:36 Marco Rossi 2024-03-20 · cited by ph2-commitment,ph2-commitment

    Noted, and I will commit it as Phase 2 in the statement of work with... a target window rather than leaving it open.

82. turn 82 · 11:47 · 11:47 Lena Fischer 2024-03-20 · cited by ph2-commitment

    In writing.

83. turn 83 · 11:54 · 11:54 Marco Rossi 2024-03-20

    Yes.

84. turn 84 · 11:58 · 11:58 Marco Rossi 2024-03-20 · cited by ph2-commitment

    In writing.

85. turn 85 · 12:04 · 12:04 Sofia Almeida 2024-03-20

    Can I raise something awkward.

86. turn 86 · 12:11 · 12:11 Lena Fischer 2024-03-20

    Go ahead.

87. turn 87 · 12:15 · 12:15 Sofia Almeida 2024-03-20

    Okay, yeah.

88. turn 88 · 12:19 · 12:19 Sofia Almeida 2024-03-20

    If fresh is a second phase and that lands late in the year, I have surgery scheduled. but... It is me. If the fresh work happens while I am, gone, it will happen without anyone who understands what we actually need.

89. turn 89 · 12:46 · 12:46 Lena Fischer 2024-03-20

    Mm.

90. turn 90 · 12:47 · 12:47 Lena Fischer 2024-03-20

    We will manage it.

91. turn 91 · 12:50 · 12:50 Sofia Almeida 2024-03-20

    I am not asking you to manage it, I am telling,

92. turn 92 · 13:00 · 13:00 Sofia Almeida 2024-03-20

    him so it is on the record.

93. turn 93 · 13:06 · 13:06 Lena Fischer 2024-03-20

    Mm-hm.

94. turn 94 · 13:09 · 13:09 Marco Rossi 2024-03-20

    It is a real risk and I am glad you said it. Single point of knowledge on, the most important part of the scope.

95. turn 95 · 13:26 · 13:26 Sofia Almeida 2024-03-20

    Yes.

96. turn 96 · 13:30 · 13:30 Sofia Almeida 2024-03-20

    sort of Yes.

97. turn 97 · 13:34 · 13:34 Robert Kahn 2024-03-20

    Mm.

98. turn 98 · 13:37 · 13:37 Marco Rossi 2024-03-20

    I will note it.

99. turn 99 · 13:40 · 13:40 Lena Fischer 2024-03-20

    Sure.

100. turn 100 · 13:44 · 13:44 Robert Kahn 2024-03-20

     Sorry I am late, I and...

101. turn 101 · 13:47 · 13:47 Marco Rossi 2024-03-20

     Okay, yeah.

102. turn 102 · 13:50 · 13:50 Robert Kahn 2024-03-20

     thing that overran.

103. turn 103 · 13:55 · 13:55 Marco Rossi 2024-03-20

     Yeah, yeah.

104. turn 104 · 13:57 · 13:57 Lena Fischer 2024-03-20

     Sorry, go ahead. Robert, right this is Marco from relics. Robert is our CFO.

105. turn 105 · 14:07 · 14:07 Marco Rossi 2024-03-20

     Mm-hm.

106. turn 106 · 14:08 · 14:08 Robert Kahn 2024-03-20

     I have about twelve minutes and one question, which is what does this cost and when do I see it back.

107. turn 107 · 14:22 · 14:22 Marco Rossi 2024-03-20

     We have, not talked commercials yet today.

108. turn 108 · 14:32 · 14:32 Robert Kahn 2024-03-20

     Yes.

109. turn 109 · 14:33 · 14:33 Robert Kahn 2024-03-20

     Then let me be clear about the frame. Whatever we,

110. turn 110 · 14:41 · 14:41 Sofia Almeida 2024-03-20

     Yeah.

111. turn 111 · 14:45 · 14:45 Robert Kahn 2024-03-20 · cited by roi-frame

     sign, I need return on investment inside twelve months. Ambient efficiency is nice. I understand it is real. But the board cares, about waste, because waste is what

112. turn 112 · 15:03 · 15:03 Sofia Almeida 2024-03-20

     True.

113. turn 113 · 15:06 · 15:06 Robert Kahn 2024-03-20

     was in the newspaper, so that is what the case has to be built on.

114. turn 114 · 15:14 · 15:14 Marco Rossi 2024-03-20

     Sure.

115. turn 115 · 15:18 · 15:18 Marco Rossi 2024-03-20

     Then we will structure the value case around fresh waste plus inventory reduction, measured

116. turn 116 · 15:29 · 15:29 Robert Kahn 2024-03-20

     Sure.

117. turn 117 · 15:33 · 15:33 Marco Rossi 2024-03-20

     against your current and then the...

118. turn 118 · 15:38 · 15:38 Robert Kahn 2024-03-20

     Measured how.

119. turn 119 · 15:45 · 15:45 Marco Rossi 2024-03-20

     We agree the baseline with you before go-live and report against it.

120. turn 120 · 15:52 · 15:52 Robert Kahn 2024-03-20

     Fine. Twelve

121. turn 121 · 15:56 · 15:56 Lena Fischer 2024-03-20

     Mm, okay.

122. turn 122 · 15:58 · 15:58 Robert Kahn 2024-03-20

     months.

123. turn 123 · 16:01 · 16:01 Lena Fischer 2024-03-20

     1 second Robert, the fresh module is phase two.

124. turn 124 · 16:06 · 16:06 Robert Kahn 2024-03-20

     But, then phase,

125. turn 125 · 16:12 · 16:12 Lena Fischer 2024-03-20

     Okay.

126. turn 126 · 16:14 · 16:14 Robert Kahn 2024-03-20

     two needs to be inside the twelve months, kind of like does it not.

127. turn 127 · 16:27 · 16:27 Marco Rossi 2024-03-20

     That is a tighter constraint,

128. turn 128 · 16:34 · 16:34 Sofia Almeida 2024-03-20

     Yep.

129. turn 129 · 16:38 · 16:38 Marco Rossi 2024-03-20

     than I had understood.

130. turn 130 · 16:41 · 16:41 Robert Kahn 2024-03-20

     It is the only constraint I have.

131. turn 131 · 16:53 · 16:53 Lena Fischer 2024-03-20

     We should let Robert go.

132. turn 132 · 16:58 · 16:58 Robert Kahn 2024-03-20

     Thank you. Send me one page, not forty.

133. turn 133 · 17:06 · 17:06 Marco Rossi 2024-03-20

     Understood.

134. turn 134 · 17:12 · 17:12 Sofia Almeida 2024-03-20

     He does that.

135. turn 135 · 17:18 · 17:18 Lena Fischer 2024-03-20

     He is not wrong though.

136. turn 136 · 17:25 · 17:25 Marco Rossi 2024-03-20

     Let me...

137. turn 137 · 17:28 · 17:28 Sofia Almeida 2024-03-20

     Mm, okay.

138. turn 138 · 17:32 · 17:32 Marco Rossi 2024-03-20

     give you my mobile so you are not going through the mailbox. It is plus three five one, Ohh, that's not the one I wanted to share. so nine one two, four four seven, oh two six.

139. turn 139 · 18:00 · 18:00 Lena Fischer 2024-03-20

     you know Got it.

140. turn 140 · 18:07 · 18:07 Marco Rossi 2024-03-20

     right I will send a written summary and the value case structure this week.

141. turn 141 · 18:14 · 18:14 Robert Kahn 2024-03-20

     Right.

142. turn 142 · 18:17 · 18:17 Lena Fischer 2024-03-20

     Thank you.