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ProcterGambleandWalgreensCaseRubricSpring2020.docx
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Procter & Gamble / Walgreens Case

Assignment, Grading, and Feedback (Spring 2020)

DePaul University, Department of Marketing

Driehaus College of Business

Sales team #

Student names

1.)

2.)

3.)

4.)

5.)

Total points available

150

Total points earned

PLEASE NOTE

1. This is a GROUP PROJECT to be completed as an integrated, fully collaborative sales team. Each sales team member is expected to understand and be able to represent the various components of your proposal specifically including, though not limited to, the analytics and customer presentation key talking points.

2. Your team must post to D2L your PowerPoint slide deck, Excel workbook, and any other proposal components before the start of class on the date of your proposal presentation.

3. All electronic files posted to D2L must be in Microsoft Office (Word, Excel, and PowerPoint) file formats. Under no circumstances will .pdf or Google docs files will be accepted.

4. The team is accountable for any loss of formatting errors should you choose to create your content using different tools (e.g. Google docs) before converting to the required Microsoft Office file types.

5. Your team must submit to your instructor a printed and stapled copy of your PowerPoint slide deck, Excel workbook, and any other proposal components at the start of class on the date of your proposal presentation. In addition, the team must provide enough copies of the materials for the corporate partners / role players (assume 4 total role players, plus extra copies in case others show up).

6. You are encouraged to ask questions to reduce ambiguity and ensure your proposal specifically addresses the customer’s interests in a manner clearly superior to your competition.

a) Your instructor is available to role play as your manager at Procter & Gamble to help clarify objectives, set-up your solution, evaluate your competitive sales strategy, audit your analytics, and review your deliverables.

DELIVERABLES

1. Excel workbook detailing the analytics supporting your value proposition and recommendations. This workbook must be set up in such a way that you can easily change key variables (e.g. cost-of-capital, annual growth rates) “on the fly” during the Q&A portion of your proposal presentation. The workbook should address the specific questions identified below.

2. PowerPoint slide deck representing your customer proposal using the template provided for this case.

3. Team presentation

a) 15 minute presentation

b) 5 to 10 minutes of Q&A with instructor and guests role-playing customer contacts (live presentations)

c) 5 minutes of feedback from sales team, student peers, guests, and instructor (live presentations)

ADDITIONAL MATERIALS AND INSTRUCTOR ADVICE

The deliverables as mentioned above will be based on the “Procter & Gamble / Walgreens Case” which is a separate document. Please note, there is no Excel workbook provided for this group assignment. You should use the data (e.g., cold/flu medicine market share, P&G/Vicks product pricing) from the case scenario. While the data is somewhat dated, assume the issues and data are relevant today (i.e., you do not need to update data in the case) . Your team may want to do some additional research into the companies and industry to ensure you have a good knowledge of the case background and the industry, but it is not required.

HYGIENE Points Available 5 Points Earned______

Guidance

Expectations

Comments

Not Met

Met

Exceeded

N/A

Each deliverable identified with case, student names, class, section, date

Posted to D2L prior to due date

1 point penalty each minute late

Printed/stapled copy at start of class

1 point penalty each minute late

Analytics prescribed layout

· WHAT FACTS ARE PROVIDED

· WHAT QUESTIONS ARE ASKED

· APPLICABLE FORMULAS

· ASSUMPTIONS (if any)

· SOLUTION (step by step)

Excel workbook tabs named

Analytics answers clearly identified

PowerPoint slides numbered

PROPOSAL SLIDES Points Available 45 Points Earned______

Sections

Points

Comments

Available

Earned

COVER SLIDE

0

AGENDA / TODAY’S TOPICS

TEAM

CUSTOMER

5

Current State

Goals, Priorities, and Strategic Initiatives

VALUE

20

Solution Summary

By the Numbers

Differentiators

RECOMMENDATIONS / NEXT STEPS

15

QUESTIONS

0

THANK YOU

APPENDIX

5

Return on Investment for P&G

Other Analytics and Supporting Materials

PRESENTATION Points Available 40 Points Earned______

Sections

Points

Comments

Available

Earned

Introductions – sales team and customer names and roles

3

Use of Slides – clarity, quality and effectiveness

4

Presenters – clarity, quality and effectiveness

20

Transitions – coordination between presenters across sections

Q&A – prepared for and effective in answering customer questions

8

Close – ask for the business in a professional manner

2

Time management – optimization of available time

3

CONTINUED ON NEXT PAGE

ANALYTICS Points Available 60 Points Earned______

Questions

Points

Comments

Available

Earned

#1 - Rationale for promotion - Demonstrate to Walgreens the research indicating incremental demand exists, but is not realized by Walgreens due to poor timing and product availability.

5

#2 - Demonstrate the dominance of NyQuil and DayQuil in the cold and flu market by summarizing market share by major brand.

3

#3 - Display margin analysis - Analyze the financial data for Walgreens and P&G on a “$/display basis”. Specifically, what is:

N/A

N/A

#3A - Walgreens’ Sales Revenue

3

#3B - Walgreens’ Cost-of-Goods-Sold

3

#3C - Walgreens’ Gross Margin

3

#3D - Walgreens’ Mark-Up

3

#3E - P&G’s Net Sales Revenue. Any distribution charges and discounts are subtracted from Gross Revenue to determine Net Revenue.

3

#3F - P&G’s Cost-of-Goods-Sold

3

#3G - P&G’s Gross Margin

3

#3H - P&G’s Mark-Up

3

#4 - Increased sales revenue and gross margin - Summarize the financial impact on total sales and gross margin for Walgreens.

N/A

N/A

#4A - What is the incremental revenue in US$ dollars?

5

#4B - What is the incremental gross margin in US$ dollars?

5

#5 - Increased cash flow - Summarize the financial impact (in $ dollar terms) of the extended dating program. Walgreens interest rate is 4.5%.

5

#6 - Return on investment for Walgreens - Summarize the return on investment in % percentage terms for the overall promotion to Walgreens.

5

#7 (APPENDIX) - Return on investment for P&G - Summarize the return on investment in % percentage terms for the overall promotion to P&G. P&G does not include interest costs in their promotional analysis.

4

Accurate re-calculation of Excel analytics “on-the-fly” during the “Questions and Feedback” section of your team’s presentation. Examples of variables include, but not necessarily limited to, P&G’s product cost-of-goods sold, Walgreen’s product selling price, and Walgreen’s interest rate.

4

2