Industry News

Join us on March 17 - Contract Collaboration Webinar

Answers Systems — Thu, 11 Mar 2010 20:34:11 GMT

Navigating the various systems required to complete and execute an agreement between trading partners in the foodservice industry grows more complex by the day. As more distributors and operators implement their own contract management solutions, manufacturers - not to mention their broker users - face a seemingly insurmountable task of learning to use and meet format requirements of various contract and trade promotion management software.

Answers Systems and our ContractPro User Community are transforming these change management challenges in to collaborative opportunities between trading partners.

We invite you to join our ContractPro Community webinar featuring discussion of how we have developed a win-win situation for foodservice manufacturers working through the new US Foodservice (USF) contract portal, developed by FSE Inc.

In this webinar, we will discuss how foodservice manufacturers can save time and resources and reduce rebill deductions in the long term when working with USF.

Technorati tags: ContractPro, US Foodservice, FSE Inc., contract collaboration, foodservice contract management, foodservice trade spending

Answers Systems Releases the ContractPro® v4.2 Application

Answers Systems — Mon, 08 Mar 2010 16:23:09 GMT

Release offers enhanced security options, time-saving features, and powerful analytical tools for foodservice manufacturers

Answers Systems, the leading provider of foodservice trade promotion management solutions, deployed the ContractPro® version 4.2 release this month. The version 4.2 release provides features aimed at enhancing security of client instances of the ContractPro portal, increasing user productivity, and providing access to robust new analytical reports in the new ContractPro 3D reports module.

Enhanced Security Feature
Password reset and strength policy at the client level: because each client may have varying standards of password strength and reset frequency, the ContractPro version 4.2 release rolls out new, client-managed password security policy management. Broker users who represent more than one ContractPro customer will still be able to use the ContractPro User central sign-on, and their password set up rule will default to the client's policy that has the most rigorous standard.

Increased Productivity Features
The majority of features in the ContractPro version 4.2 release will represent major time-savings and productivity increases for clients. Among this feature set are:

Auto load estimated volume from actuals: volume for renewed contracts will be auto-populated in the new contract version based on historical purchase activity from a previous version. Users can use the historical purchase volume as the estimate or adjust them based on growth or other factors that may impact the customer's purchase behavior.
Spreadsheet pricing: the ContractPro spreadsheet pricing feature allows users to leverage the power and familiarity of products such as the Microsoft® Excel® spreadsheet application to price contracts in either online or off-line mode.
Additional time-saving features include new Workflow Rules Engine and various enhanced search capabilities.

New Contract Reporting Capabilities
The ContractPro v4.2 release also includes the launch of the ContractPro 3D reporting v1. ContractPro 3D reporting provides users with both static and dynamic reporting options to analyze trade promotion data in a more robust and efficient way than ever before. With this new version, Clients will be able to designate "super users" who can create and deploy custom reporting across their organization.

"We continue to provide the most mature workflow solutions available in Foodservice TPM and we've established ourselves as a dominant leader in that space. Now, the release of ContractPro 3D Reporting capabilities marks a pivotal step in Answers Systems evolution where we expose the full potential of the information produced by these systems," said Shawn Cady, Vice President of Marketing at Answers Systems.

Since 1986, Answers Systems has been meeting the unique trade promotion management needs of the Foodservice industry. The company stays on the leading edge of software development and service delivery with the ContractPro® solution for Foodservice manufacturers and the ValuTrak® solution for multi-unit Foodservice operators. Answers Systems solutions provide real-time visibility into the performance of trading partner agreements and support quantifiable ROI improvements for its client base.

ContractPro(R) Version 4.2 Release

Answers Systems — Wed, 03 Mar 2010 16:44:15 GMT

Shawn Cady sat down with Greg Hilton and Tom Tipps to discuss some of the highlites of the new 4.2 release of the ContractPro trade promotion management application, released on March 1, 2010.

Apple iPad - Game Changer for Contract Management

Answers Systems — Wed, 27 Jan 2010 18:06:39 GMT

by Shawn Cady & Stacy Jackson

If you monitor Twitter, Apple-related news, or technology gadgets in general, you probably know that the Apple tablet is being revealed - about right now, in fact (1:00 EST).

For years we’ve all tried to get the sales force to stop using the cocktail napkins as a preferred contract delivery method. Now with the advent of Apple’s revolutionary tablet computer, the game is changing for contract management. The new tablet (and future generations of tablets) will allows our apps to become a "digital cocktail napkin" - easy to carry but far more powerful than a flimsy piece of paper.

Why we think tablet is the beginning of a foodservice contract management revolution:

Availability/portability of hardware: iPhone and Android phones have started the revolution because of their "always connected/always on" nature and ease of portability. Business apps abound for these devices, yet there has not been a robust contract management solution yet. Sales reps could bring their laptop to customer meetings, to enter pricing and contractual data, but it can be cumbersome to lug it around. And, you have to wait for it to boot up, you wait for a file to open or wait for it to connect to wifi. Natural and spontaneous interactions between customers and sales people get interrupted with a laptop - social momentum gets lost. The new Apple tablet probably won’t instantly change this, but will make it easier and more natural to include the equivalent of the electronic piece of paper in contract negotiation.
Network: better access to 3G networks is already and most places have wifi. With the advent of the tablet, more network providers and businesses will be clamoring to serve the masses who will be using these tablets now and into the future.

Here at Answers Systems we have been anticipating this evolution in mobile computing, and we have been waiting for hardware and network technology to catch up to our vision for always-on contract management. The sales process in is often a loose negotiation setting that doesn’t necessarily involve a laptop where the sales person and customer to agree to purchase and rebate terms together. With the new tablet and/or future generations of tablets, this will be more of “natural fit” into the sales interaction. If like Apple's iPhone/Touch, it will be “always on/connected” users can keep the momentum going during a sales call. Users will be able interact directly with the computer by touch screen and stylus or direct touch – much more like paper and pen. There will be less interruption to the social interaction – no waiting for the laptop to turn on, one can potentially physically signing the screen (electronic version of the contract) as you would a piece of paper – no waiting for the printer. A tablet would be much easier to pass back and forth for users to discuss and edit.

Manufacturers and service providers like Answers Systems have to acknowledge the impact that this technology and future iterations have on the sales process and communication of contract data. With evolution of sensory computing platforms, GPS, and accelerators (spatial orientation and movement), there are many imaginative and useful applications to trade promotion and contract management.

One example: Imagine if you are driving down Main Street, USA, and your tablet (or even your smartphone) alerts you that equipment velocity is 50% under where it should be for the large local leverage operator you are just three miles from? Just follow your GPS turn-by-turn instructions, go educate the customer on how to use your products more effectively with your equpiment program, and increase sales.

After we see what Apple presents today at their press conference, we will definitely be back with more thoughts. Stay tuned.

Technorati tags: Apple Tablet, foodservice, contract-management, trade-promotion-management, GPS, ContractPro, ValuTrak TTPCAV2BGRGU

Ruling in Favor of Michael Foods, Sodexo

Answers Systems — Tue, 12 Jan 2010 19:45:24 GMT

by Stacy Jackson

If you haven't already heard, a federal appeals court reversed the ruling on the Feesers vs. Michael Foods and Sodexo case. You may remember last summer (here's a link to that post) a lower court found Michael Foods and Sodexo guilty of violating the Robinson-Patman Act. Last week, Friday, January 8, that ruling was reversed.

Below are some links to that latest news:

Appeals Court Reverses Foodservice Pricing Pricing Ruling, Food Management

Third Circuit Rules that Food Service Management Companies and Distributors are Not Competitors for Robinson-Patman Act Analysis, USLaw.com

Michael Foods wins pricing case appeal, Minneapolis/St. Paul Business Journal

Technorati tags: Feesers v. Michael Foods, Robinson-Patman Act, Sodexo

Where have all the recycling bins gone? Collaboration on Trade Promotion for Going Green

Answers Systems — Mon, 14 Dec 2009 19:06:41 GMT

Posted by Janet Zlokovich

As we wrap up the 2009 year, I want to leave you one thought as you have discussions with your supply chain partners on trade promotion . . . .

Collaboration on data exchange should be a key factor when you establish the core objectives for your trade program model. A requirement of the model must include the submission of electronic billback reporting to the manufacturer for claim settlement. It is simply the only way vendor partners will have the proper insight into their business so they can better meet the needs of their customers, distributors and operators.

Answers Systems Eclaim^SMhas been our technology solution in production since 2006. All our clients benefit from this service. The ongoing advancements to enhance Eclaim capabilities for managing data continue with each new release. This month we introduced another new feature for loading electronic claim data. We also have dedicated IT resources staffed to retrieve and monitor the file transmissions, standardize the data load, and apply automation for a seamless flow into our ContractPro® solution for claim settlement and Athena^SM reporting.

Some manufacturers who are leading the foodservice industry with this initiative have already implemented this framework to target their company’s objectives. Others are beginning to ask me more questions to better understand how they can incorporate this component into their trade program negotiations. There are already foodservice industry standards in place by GS1 US for the preferred method of reporting billback transactions so the model doesn’t need to be invented, just implemented. I have worked with several distributors who needed guidance or have questions on this document. Others are looking for an interim solution for this format that will be an acceptable alternative.

Overall, I am seeing more companies becoming trading partners rather than partners in business to eliminate paper and drive waste from the supply chain. There can be a tremendous savings for all when the supply chain is synchronized and embraces collaboration to reduce costs.

Technorati tags: GS1 US, contract collaboration, supply chain synchronization, contract collaboration, trade promotion management, claim settlement

Greg Hilton Named President of Answers Systems

Answers Systems — Mon, 07 Dec 2009 13:32:39 GMT

Bud Hilton, Chairman and Chief Executive Officer of Genesis Group, Inc., dba Answers Systems, the leading provider of foodservice trade promotion management solutions, announced the promotion of Greg Hilton to President of Genesis Group, Inc., dba Answers Systems. Bud Hilton, founder of Answers Systems in 1986 and whose career spans over 46 years in the foodservice industry, will continue in his role as Chairman of the Board and CEO. Bud will become even more involved in foodservice industry initiatives and new visionary concepts for Genesis Group and Answers Systems.

Greg Hilton has been with Answers Systems since 1995 and has served the company in various capacities including the role of Vice President and CIO. Greg developed the Answers Systems' Information Technology department and the team responsible for the best-in-class software and systems applications available to manufacturers and operators in our industry. Prior to Answers Systems, Greg had deep experience in the financial industry, serving in several information and financial roles in the Mortgage Servicing segment for leaders such as ERA/Chase Manhattan Bank, Amsouth Bank, and Carteret Mortgage. Greg holds a Bachelor of Science Degree in Business Management from the University of Tampa.

"Greg spent most of his life preparing for this role and his strength in information systems, technology, his financial background and his overall foodservice experience places him in a unique position to lead and enhance our company's future," said Bud Hilton.

Additional executive staff promotions announcements:

Tom Tipps has been promoted from VP Sales & Marketing to VP & Chief Marketing Officer
Rhonda Harms has been promoted from VP Finance to VP & Chief Financial Officer
Brian Maloney has been promoted from VP Business Development to VP & Chief Development Officer
Roth Block will continue as the Senior VP& Chief Operating Officer
Kevin Hart has been promoted from Product Manager to Chief Information Officer

Since 1986, Answers Systems has been meeting the unique trade promotion management needs of the Foodservice industry. We stay on the leading edge of software development and service delivery with our ContractPro® solution for Foodservice manufacturers and ValuTrak® solution for multi-unit Foodservice operators. Our solutions provide real-time visibility into the performance of trading partner agreements and support quantifiable ROI improvements for our client base.

Contract Collaboration: Automation for Electronic Contract Supply Chain Efficiencies

Answers Systems — Wed, 11 Nov 2009 22:03:38 GMT

Posted by Janet Zlokovich

Trade Spend Management collaboration means calibrating terms for contract negotiations.

One of my “Best Practice” recommendations for foodservice is to Promote trading partner collaboration for maximizing efficiencies by improving the claim processing timeframe and driving waste from the supply chain by eliminating paper. The way to achieve this objective is with technology such as Answers Systems Eclaim^SM; calibration occurs when the claimant submits all billbacks in an electronic format. To learn more about what the industry is doing to support this initiative: Foodservice GS1 US Standards Initiatives

Every foodservice Manufacturer, Distributor and Operator wants to know they are a valuable asset to their trading partners. All parties need to be able to understand their business and make decisions on how to implement the most comprehensive terms for embracing and growing supply chain partnerships. Understandably, every company has their own strategies and core objectives but when the approving hierarchy is ready to sign off on the contract, they need to know they can achieve measurable ROI results.

Trade Spend for Distributor Earned Income, Deviated Pricing, Fixed Rate Allowances and Operator Headquarter Rebates are an effective way for manufacturers to incent their Distributor and Operator customers on purchase compliance. It opens the door for Manufacturers to have discussions with their customer and review expectations on their spend attainment and tracking volume milestones for new and future negotiations. An important consideration for these negotiations is to incorporate language to ensure the billback reporting is in an electronic format. It eliminates paper from the supply chain and allows Eclaim to automate the file load.

Distributors and Operators want to be able to sit down with their suppliers to understand the expectations for earning the incentive. Remember, not everything can be accomplished the first year. Begin with benchmarks that can be measured based on your current business while setting expectations to incent future milestones. This will lead the way toward new collaboration.

ContractPro® is the Trade Spend technology used by Answers Systems clients who choose claim settlement and reconciliation as a service – it is an important tool and provides visibility for the entire supply chain. Claim settlement and reconciliation is most effective when the billback reimbursement request is provided in an electronic format and provides all the required supporting information down to the unit level. This will yield the maximum benefit for everyone because there is visibility to the entire supply chain business.

When I think about the basics for trade spend contract management negotiations, I apply some valuable knowledge I received years ago during management training about how to develop SMART goals. It sounds easy and makes sense but it takes considerable time to be realistic and know you will be able to execute the terms of the contract. The reality is if you don’t negotiate correctly prior to signing the contract, you might not be able to make the Contractee accountable to your terms. Always be sure to validate that it is truly electronic reporting according to the specifications below. For example a PDF sent via email is not valid for electronic reporting.

Specifications for Electronic Reporting:

I. File Type

A flat file is the minimum requirement for sending reporting in an electronic format. This would include 1 header row for column labels.

a) EDI 867-Billback

b) Text file formats (delimited-character)

c) Excel

II. File Content

a) Detailed sales transaction records for every invoice

b) Location level summary that qualifies for a pricing, allowance, or rebate incentive

III. File Transmission Delivery

a) File Transfer Protocol (FTP) used to exchange files

b) Email

Here are some tips on how you can apply SMART goal criteria:

Specific: Goals must be clear and unambiguous.

All billback claims should be submitted in an electronic format – the standard method for Billback claim settlement.

Measurable: You need to be able to measure your goal.

Include specific language that outlines the terms and conditions to qualify.

Don’t negotiate terms that cannot be executed and measured. Make sure your Trade Spend technology solution such as ContractPro can accommodate the terms you negotiate with your trading partner.

Attainable: Implement tier components for your distributor Earned Income and Operator Headquarter contracts. Allow multiple qualifying components for eligibility but remember to validate that the Contractee’s compliance to a certain tier before entering the contract into your Trade Spend software.

Relevant: Apply enough flexibility to the goal in case your Distributor or Operator has system limitations. This will give distributors and operators that require technology improvements the motivation to enhance their current capabilities while rewarding those that have already made the investment to support supply chain efficiencies.

Time-bound: There is no time like the present. Electronic reporting must be in place before agreeing to the terms of a contract. Answers Systems clients will use ContractPro.

A Simile Is Like A Song

Answers Systems — Mon, 09 Nov 2009 21:50:55 GMT

Posted By Greg Hilton

Here is a simile for you . . . Buying a reporting solution and not considering the cleanliness, accuracy and timeliness of the data being analyzed, is like installing a beautiful water faucet in your kitchen and hooking the plumbing directly to your sewer line.

Good data is like a filet mignon!

I was on a phone call with a potential customer the other day. I love being involved in the sales process because you really get energized by offering answers to the problems that your potential customers are facing. It is a really neat experience when a potential customer has one of those “ah-ha” moments.

We were demonstrating our trade spend reporting and analytics tool, ContractPro^® with Athena^SM, and the question came up, “How do you set yourself apart from your competition as far as reporting? Isn’t ContractPro with Athena just a reporting tool? I think my answer was something like, “No it is not just a reporting tool and SteakUms^® are not just another fine cut of steak.”

Data is like a foundation!

I was a bit more political with the individual on the phone but it underscores one of the most misunderstood and often missed differences in trade promotion and trade spending solutions in the industry. Long before there were standard contract management software solutions like ContractPro and ValuTrak^®, Answers Systems was working on standardizing data collection. We understood that the foundation of reporting and information solutions must be built on rock solid data from distributors and operators.

Build a “trick” suite of software with cool analytics… and then lay it on top of inaccurate and delayed, unmapped generally ugly data… and you get a really pretty picture of the aforementioned sewage plant. In other words, do not make your solution selection based on the beauty of the analytics sales presentation. Consider the big three elements of data…

The big three is like the big 2 plus 1!

1. Most any solutions provider (most) can work with you to get your own manufacturer data into the solution software. If you are a manufacturer, you sell product into distribution, you have customers in a database, you have products in a database, etc. These are all pretty easy to get to (since they sit in your database), and they are all needed to make any trade spending solution work.

2. Contracts should come from somewhere. For Answers Systems customers, we store customer contracts in the industry leading ContractPro product. You track all of your deals, you interact and get deals approved, you analyze the performance of the contract. . . all the cool stuff software can provide.

3. Claiming data is pretty important in this mix. Actually, this is where lots of other solution providers miss the boat. Getting claim data from the distributors and operators, cleaning it, matching it to your sku, contract, customers, etc. helping to reconcile discrepancies is not just a “nice to have” in this equation, it is the lifeblood of the whole process.

Data is NOT like a cute little fluffy bunny!

Remember, if you are not getting your claim data coming into your trade spending solution within 5-7 days after the delivery date. . . If you are not matching every piece of unit-level data to a real operator. . . If you are not embracing electronic claiming data initiatives . . . do not try to lay a reporting or analytics solution on top your data. Unless you are a fan of balcony seating at the county waste disposal site.

Want to embrace the issue, consider the solution and really improve your organization’s trade promotion management? Contact us. Answers Systems' ContractPro and ValuTrak solutions are software and outsourced services designed for the unique and specific needs of the foodservice industry.

E-claim vs. Paper, What Is All The Hype?

Answers Systems — Thu, 05 Nov 2009 21:34:52 GMT

Posted by Tracy McQuilkin

E-claims are claims that come in an electronic format to Answers Systems and can be loaded into our processing system behind the scenes. This is a completely paperless process that eliminates the need for printed claims and manual claim entry.

The benefits of the Eclaim^sm process are two-fold. Naturally, as members of the global business community, we have a certain responsibility to contribute to the preservation of our environment. By introducing and encouraging clients to use this greener, more accurate process, we reduce the amount of paper needed for the claims process. And when you’re processing more than 400,000 claims per year, this is a significant opportunity! Secondly, the Eclaim process eliminates human intervention when it comes to keying in line items. By eliminating manual entries, you eliminate the chance of erroneous entries. Also, when an Eclaim is processed in our system, typically every line will clear on the claims and the claim will move straight to the review and approval process. This bypasses multiple days of work within verification, which is required for a paper claim. E-claims are not only quicker to process through our system but the data captured is more accurate because it is loaded systematically from the original file. Normally, a verifier manually inputs all of the lines of data and then the claim is processed. If there is an issue with data on an Eclaim, the verifier is responsible for setting up the missing cross references from the Eclaim data. A bonus of Eclaim is that Eclaim data includes unit level detail which allows more detailed reporting.

So, in a nutshell, why are E-claims with Answers Systems better than paper claims? Less room for error, more information, quicker processing, and more accurate data. Priceless!!!