Page 197 - Binder

Nomination Recognition 2017

Report by Cross Functional Team

CATEGORY: CROSS FUNCTIONAL TEAM AWARD

PROJECT: Foodservice/Bunzl team

CATEGORY: CONTINUOUS IMPROVEMENT

NOMINATOR: Kerry Bingham
SPONSOR:

LEADER: 671

PROFILE:
Describe the situation or event related to the individual's or team's performance.
Prior to becoming a combined team, not everyone was familiar with all the GOJO
processes and it wasn?t a priority to follow the processes. Once the team was
newly formed, there was an emphasis on re-training and development. There was
constant communication on sales planning, total solution thinking and the
foodservice vision. The team participated in the Team Effectiveness training. This
allowed everyone to get to know each other better and become more comfortable
with one another; therefore, making it easier to ask for help from one another when
needed. The team also had reoccurring conference calls, in which everyone was
kept informed of results and available tools. All of this helped the team to become
more customer focused and sales savvy.

Describe in detail the individual's or team's notable behaviors.
Before this team was formed and under new leadership, not everyone was familiar
with the sales processes and tools that were available to the sales team.
Additionally, some members weren?t familiar with each other and many operated
on their own. Over the past year the team learned the value of team work and
communication and realized the success they could have when utilizing the tools
and people available to them. The team is now equipped to bring PURELL Peace
of Mind to all its customers and potential customers.

What were the results of the individual’s or team’s behaviors?
As it relates to sales numbers, Distribution sales were up 7.7% and Chain sales
were up 5.9%; compared to years? past where growth was minimal. The team
received a Meets + on their PMP BDP goal, meaning that all foodservice BDPs
were updated monthly; thus leadership could always know what was happening at a
particular customer if wanted. The team became regular users of SalesForce.com
and had reoccurring pipeline review meetings. On strategic opportunities in which
deviated pricing was needed, P&Ls were requested and necessary approvals were
given before providing pricing to the customer; previously pricing was sometimes
provided before determining the financial impact. Lastly a chain strategy was
developed and out of a list of 74 chains, 71 chains were contacted.

NOMINEE DEPARTMENT
Kerry Bingham (7448) Sales - Foodservice 100840

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