Greg Hilton

Street Operator Coupons and More in ContractPro v. 5.0

Answers Systems — Mon, 02 May 2011 15:06:14 GMT

Thank you to everyone involved in the recent ContractPro® 5.0 release. This release (that went to production over the weekend) was delivered in a tremendously high quality, low impact manner. It took lots of folks thousands of hours of careful planning, development, months of QA and product release rollout prep. to deliver this great release.

I cannot begin to name everyone involved in this great release, but to everyone (because I think pretty much everyone at Answers was involved in some way) I say THANK YOU and congratulations!

What a tremendous release. Some of the big name features include the new capability to include street reach operator promotions on a ContractPro contract. This is allows us to deliver our vision of easy-to-adopt programs for our manufacturers as Street Coupon is now part of our flagship product/services.

In addition to this huge feature, there were over 60 other incredibly powerful enhancements to ContractPro and supporting systems to deliver an ever improving product for our customers.

This is a tremendous accomplishment folks and my hat goes off to everyone that worked so hard to achieve this.

Congratulations!

Check out the Feature Release Notes.

Frequent Flyer Programs, a Study in Confusion

Answers Systems — Tue, 12 Apr 2011 15:49:18 GMT

By Greg Hilton

Wow, I’m amazed how far technology has come in recent years. As I type this, I am cruising on a SouthWest Airlines flight headed west. I have spent the morning glued to email and have responded faster to email in the air than if I was sitting with both planted on the ground surround by the craziness that is an office environment.

With so many miles traveled annually, like most business travelers, I signed up for every frequent flyer program I could find. I’m currently signed up to receive hotel, car and, of course airlines rewards. I do not dare miss an opportunity to receive my points either. Even if I am standing at the front desk, I’ll have the person behind the reservations/check-in desk enter it for me. And yes, they always ask why a “Hilton” would stay at a Marriott. All these years later and I still do not have a quick comeback for that.

While each frequent flyer program has its pro and cons, with each, I am constantly confused by how many things I have to track just to keep on top of the points process. I tried several sights over the years that seek to consolidate your mileage programs, but realized, at the end of the day, the points programs do (I guess) what is intended; they create loyalty between the customer and the company. Loyalty, in the form of….. “it is just too much of a hassle to track so many points, so I will try to stay with one airline, hotel, car rental, etc.” Brilliant!

The foodservice industry has a bit of a points system. No, there are no frequent purchaser points in foodservice. I am talking about the vast number of places that a typical sales person, broker, region manager, etc. for a manufacturer has to enter a contract. That’s what Answers Systems is all about. Our trade promotion management software equips the foodservice industry with one location that keeps track of where to enter your point when there are so many places to enter them.

To further demonstrate Answers Systems commitment to providing the foodservice industry with one location for their trade promotion management needs is the future use of portals. We talk about this upcoming change a lot, but it is true. . .The portals are coming. Within the span of the next three years or so, manufacturers are going to be asked to enter their contracts in lots of different portals. The introduction of contract portals has a tremendous amount of positive merit for all of the trading partners. What is needed (and what is at the heart of the Answers Systems’ ContractPro® offering) is our commitment to partner with the portal offerings so our customers (using ContractPro®) can come to one place, enter the deal one time, and have that contract flow to the portal automatically. Now that truly is Brilliant.

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.

Technorati tags: trading partners, trade promotion management, loyalty, commitment

Things No One Has Ever Asked Me

Answers Systems — Wed, 23 Feb 2011 19:43:52 GMT

By Greg Hilton

As I pass and continue to approach some age milestones, I am becoming much more reflective about life. From time to time, I realize how little I know and how much I wish that I had listened better in grade school and college. Maybe a little more study time would have enabled me to better answer some of the questions that I get asked.

Questions like:
1. Is Steven Tyler a better American Idol judge that Simon Cowell?
2. Where did Myspace.com go wrong and Facebook.com go right?
3. Is their life after working in the Foodservice industry?
4. Does anyone actually read my blog?
5. If I ask “Does anyone read my blog?” Does that make me egocentric or just insecure?

Yeah, pretty darn reflective huh?

Answers Systems is a 25-year old Software and Services firm specializing in helping Foodservice Companies understand their customer markets better. We believe firmly in our vision of providing the most critical data to the Foodservice industry with easy-to-use, easy-to-adopt solutions. In the almost 16 years that I have worked in this industry and with Answers Systems, I have been asked some great questions over the years. Our team wakes up every morning trying to anticipate the questions that you are asking and then spends the other waking hours building solutions to answer the questions.

Here are a few questions that our products and services answer for our customers:

1. Did my contract volume do what I expected?
2. How many contracts do I have SKU XYZ on, and what is my potential exposure?
3. How much of what I sold distributor ABC came from my trade dollars, and how much came from my contracted activity?
4. Is my foodservice team focused on manufacturing and selling my products or are they doing administrative claim entry work that is not part of our core competency?
5. My deduction balance is X. How can I lower it and should it even be lower?

Now, one question I have for you:
If you could answer these five questions above at any moment in your business day. . . and the answers did not disappoint you. . . would that be a good thing?

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.

Technorati tags: Foodservice, trade promotion management, Trade Spend

Google “GS1 and Foodservice”

Answers Systems — Tue, 11 Jan 2011 17:19:19 GMT

By Greg Hilton

The ultimate display of vanity, I have heard said, is to “Google yourself”. Meaning, run a Google search with your own name and find out how popular you are in the world of search. I do not think I am particularly vain (I hope that is a true statement), but I have tried it. Turns out, I am pretty much nobody, but I do share my name with a bunch of other folks (some more “popular” than others). If, after reading this blog, you Google your own name, as Carly Simon once sang, “You’re so vain.”

Answers Systems has a new webinar coming up this month (we do community webinars on important Foodservice topics just about every month. The topic for this month is related to the GS1 US standards initiative in foodservice. I Googled the following phrase (GS1 and Foodservice) and got the following first hit in my result list: http://www.gs1us.org/sectors/foodservice.

Here at Answers Systems, we know a ton about the work being done to standardize foodservice data. One way that we stay current on such work is being a part of the technology subcommittee on Contract/Trade Management and technology using the GS1 standards. I recommend taking some time when you can, and check out the above web site. You will learn, according to GS1, “The goals of the initiative are to drive waste out of the foodservice value chain, improve product information for customers, and establish a foundation for improving food safety and traceability that companies can choose to adopt.”

In an industry where data cleanliness is a challenge and information chaos is sometimes considered the norm, the GS1 initiative seeks to help unify the product and customer data attributes in a way that improves the overall flow of information. It’s an important endeavor and one that has many of our customers are asking, “So, what does this mean for me?” Tune in for the Answers Systems GS1 community webinar this month held on January 12 at 2:00 pm for foodservice manufacturers. If you are interested in learning about the GS1 initiative in foodservice, please register today.
Our speakers, all GS1 representatives, will provide you with the foundational knowledge you need to understand the importance of the GS1 initiative and the problems it solves for foodservice.

This session will be led by:

Peter Alvarez, Senior Director GS1, GDSN Industry Engagement for GS1 Global
Dennis Harrison, SVP GS1 US and newly appointed leader of the Foodservice GS1 US Standards Initiative Lead

Check out the registration information online.

Here is a test, “Google” the following phrase “Foodservice Trade Spend”. You will find us, Answers Systems listed as the first result. This has less to do with the upcoming GS1 webinar and more to do with the pride we take at being the first result searched on by these three key words. Ok, I think that does make me vain. I can live with that.

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.

Trade Promotion Management for the Holidays

Answers Systems — Tue, 14 Dec 2010 21:27:05 GMT

by Greg Hilton

There are certain times of year when, no matter what, you can feel a certain amount of peacefulness and happiness in the air. For my wife, it is the eve of the new school year (when our 10 and 12 year old boys truck off for their first day of school). It happens to me around the same time in August and September, when college football and the NFL are about to crank up for a new season (man, talk about peace on earth).

To many people (really me, too), the most wonderful time of year is Christmas! It is this time of year when, regardless of the struggles and challenges that life may bring, the world around you begins to transform—literally if you watch the decorations that go up beginning around October 1st. The holidays are also a time of reflection for our team here at Answers Systems to think about the incredible relationships that we share with our customers and this industry.

We are fortunate to work with some of the best manufacturer and operator brands in the world. Our customers have a tremendous knack for “getting it” . . . understanding that, in order to really excel in the trade promotion arena and differentiate yourself from your competition, you need to think differently. As a manufacturer, you cannot rely on the old “Contract filing cabinet” mentality for success. You must think broader/larger and see the big picture.

Great trade promotion management requires leaders to see past the quick fix contract filing cabinet and think, instead, about collaborative relationships, great data collection, super-easy to use software and, above all else, expertise to guide you toward best practices. Truly GREAT trade promotion management (the kind that delivers real $$$ to the top and bottom line) requires world-class expertise and best in class solutions.

If I could give three gifts to every manufacturer and operator in our industry this Christmas I would give them in this order:

Recognition that great trade promotion is achievable, and it is OK to ask for help,
Great software that is great, because it enables effective trade promotion management,
World Class Service that means you have an expert hand to guide you.

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.

Merry Christmas!

Contract Management is Scary

Answers Systems — Wed, 27 Oct 2010 21:33:13 GMT

by Greg Hilton

During this time of year at Answers Systems, our office decorates and participates in Halloween festivities. We wear costumes on the last business day before the big day, we decorate offices and we generally just have a little fun. Amid all of the fun, we are serious about helping our customers get past the fear that is contract management.

Manufacturers and operators face the same basic dilemma: how to harness all of their contract management activities, keep track of the data and make decisions based on this information. It is scary! That is why manufacturers and operators need help navigating the haunted house that is our industry.

Using some pictures from around our corporate office, I wanted to list out some scary areas that Answers Systems helps answer for our clients:

Boo! Where is my contract? Often, the first step in getting our new customers to clean up their current Trade Promotion graveyard is to just get all their contracts stored in one place. You have to get your hands on the contracts, store them in one place, and work with your organization to begin to adopt a standard for storage and approval.

Where are the bodies buried? You’ve got to get 100% of your trading data. Have you ever thought about how much easier your life could be if EVERY CLAIM in the market was coming in a standard

format, clean and mapped to your item number and customer? That is what we do here at Answers Systems, and that is the only way to gain confidence that you are not leaving any skeletons in the closet (yeah, I know, the “skeleton thing” was a bit of a stretch).

Harvest the data! Now you know what happened, let’s get started predicting the future! With near real time activity and a standard method to analyze the information, you can have a perspective that lets you be better at predicting your operator and distributor claiming trends.

Thank you to the Answers Systems’ teammates that did some festive Halloween decorating this year and inspired my scary blog.

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.

Contract Management Software, a bicycle for your trade promotion management

Answers Systems — Wed, 18 Aug 2010 21:01:38 GMT

by Greg Hilton

“A computer, is like a bicycle for the mind,” Steve Jobs, Founder/CEO Apple.

I always liked that quote. Humans have a difficult time keeping up with the other creatures that inhabit this earth. Thanks to opposable thumbs, our early ancestors could grasp a wooden club and “evolve” to create more advanced technology through the ages. What sets us apart from every other known species is our ability to build tools. These mechanical extensions make difficult jobs easier and make the complex easier.

One of the greatest compliments that we receive at Answers Systems is, “your contract management software is really easy to use.” It is truly a daily struggle to make incredibly complex processes easy to understand through our products and services. It cannot be clearer: foodservice customers are looking for easy-to-use solutions that get them the information they need to manage their business. Oh, and make sure it is easy for the customer to get started.

We are super excited about some upcoming ContractPro® trade promotion management software releases that target ease of use and ease of adoption. In the next few releases, we are driving improved claim pending reconciliation, report deployment, improved auto-population of volume (based on past performance) and a ton more evolutionary, yet easy to use, improvements.

At Answers Systems, we believe in the technology and service trifecta:

Deliver critical information
Make the products easy to use
Help our customers adopt solutions quickly and easily

If you are a manufacturer in the foodservice industry and are currently asking questions like the ones below . . .

“Am I getting all of my claims from distributors and operators?”
“Do I really know whether or not my Aramark contract is in compliance?”
“Am I paying earned income to distributors where I am actually driving the volume through my contract management decisions?”
“Is one distributor performing better (i.e., supporting my growth into street penetration) better than another?”

. . . we can help.

In the coming weeks, look for news from our product development team about these incredible new features targeting improved contract compliance, improved trade promotion measurement and generally, really cool, easy-to-use features.

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 services designed for the unique and specific needs of the foodservice industry.

Technorati tags: contract compliance, trade promotion management, software management software

The Answers Systems' Vision

Answers Systems — Wed, 14 Jul 2010 18:33:54 GMT

by Greg Hilton

In the short time that I have had an opportunity to serve as President of Answers Systems, I have been reminded (from this new perspective) of the exciting destination that Answers Systems--and the customers we serve--are heading toward. In an industry with so many complications and challenges, it is important to reflect on the vision on which our our team is focused.

The Answers Systems' Vision . . . To provide critical information to the Foodservice Industry with easy-to-use, easy-to-adopt solutions.

Quite simply, we believe completely that to succeed in the Foodservice industry, our customers need to:

A. Get the essential information needed to manage and lead.
B. Get there using tools and solutions that are elegant and easy to use.
C. Get there as quickly and in as easy a manner as is possible.

At Answers Systems, we believe that everything we do is governed by these core philosophies. We believe that our destination and the successful destination of our clients and partners are contingent on each of us believing the same thing.

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

Putting a “Cap” on Data spills

Answers Systems — Tue, 15 Jun 2010 13:54:50 GMT

by Greg Hilton

There is a tremendous amount of energy and focus placed on organizations to select and implement great reporting and analytics tools to help plan and analyze their trading relationship data. The need to select a great reporting and analytics platform for information analysis is paramount to managing a superior business. It is, in fact, no longer a differentiator but a requirement to stay competitive.

So much energy is often placed on the reporting side that the process of gathering information from the field, establishing rock solid processes for keeping the information clean and pertinent and then integrating it into the reporting system sometimes takes a back seat to “tool” selection. It is as though many organizations select their reporting tools for trade promotion management with very little emphasis on the importance of actually collecting the data and avoiding spilling data.

Tight controls/processes yield the best data

You want to be successful at planning your trade spending activities? If so, you had better be collecting pertinent information about your trading relationship's historical activities (in other words, “plan on renewing or rejecting the relationship in subsequent contract using real data). If your partner or your own internal team is not collecting 100% of your contract trading data from the marketplace, then you have data spillage! Let it continue and you will be making trading partner relationships without understanding the full view of the information.

Do not forget to properly sew up the patient!

Analytics are critical, but great reporting and analytics tools without the processes, software and controls in place to contain your data for analysis is like a doctor failing to properly sew up the patient properly and then wondering why the vital signs are not improving. Contain the data and then look for your analytics tools to help you answer the information questions.

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.

Technorati tags: data acquisition, data synchronization, trade promotion management, contract management

The National Restaurant Association show is upon us

Answers Systems — Mon, 17 May 2010 18:09:16 GMT

by Greg Hilton

Each May, professionals from all around the food industry make the annual pilgrimage to the National Restaurant Association show in Chicago. I have attended on and off for around 15 years or so and each year, I meet an incredibly fascinating group of individuals and learn a tremendous amount. I am also in awe of the shear magnitude of the planning process and what must go into putting on a show of that size. Kudos to all of the individuals involved.

It is not (fill in the blank) as it used to be
For each show I have attended over the years you always hear folks saying something like…. “It is not as big as it used to be.” Or, “The NRA show does not cater as much to manufacturers as it used to.” Or maybe, “The NRA has far too many people wearing purple shirts.” Or…. Something else that misses the point.

Yeah, maybe in a challenging economy the NRA show has had to adjust its agenda and perhaps its approach. It is a good thing they do. Keeping the exact same agenda regardless of the industry needs and conditions would be a recipe for failure.

IFMA, the National Restaurant Association, and others provide fantastic programs during the National Restaurant Association event--education, networking, relationship building--that aid foodservice trading partners. Wow, that is a hard goal to hit, and it is one that (regardless of the economic conditions), IFMA really does a great job at each year.

Where else, and at what other venue can you attract so many individuals from around our industry for one event? The NRA show is a great place to come together and network, maybe promote a product or an idea and, ultimately, to educate yourself about the goings on in our industry.

Our team will have representatives visiting the show again this year. As always, I expect to learn a lot and to promote our products and services to an industry that desperately needs a contract and trade management solution.

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.

Technorati tags: National Restaurant Association, International Foodservice Manufacturer Association