Your Player Snips Are Ready to Copy: Watch the Getting Started Video
Hover over each one to get the Player Snip code. Then in another window, open your course curriculum. Find the lesson you wish to place the snip into and put the editor into code view. After putting the editor in code view, paste in the Player Snip. Once the snip is pasted, get out of code view, save the course and then preview the lesson sinde the course player.
See the latest updates
Welcome To Player Snips
Please watch the getting started video below before you begin using your new superpowers
CL-002 - 80% Content Width
This is layout snip will not be visible inside of this window. Hover over here to copy the snippet and then place inside your course lesson.
CL-002
ES-001 - Confetti Cannon
This is effect snip that will is set to trigger on lesson start. Hover over here and click the Show Effect button to see the effect in action.
ES-001
Clorox NRM Program
Module 1
PU-003 - Avatar Bar
This is popup snip that is set to trigger on lesson start. Hover over here and click the Show Popup button to view the popup now.
PU-003
PU-003 - Avatar Bar
This is popup snip that is set to trigger on lesson complete. Hover over here and click the Show Popup button to view the popup now.
PU-003
NRM Program Introduction
Welcome to the NRM Training Program – an online learning journey to build and consolidate knowledge and capability in Net Revenue Management.
All Modules in the program are “self-paced” and are part of a connected online learning journey. The self-paced nature of the modules means you’ll be able to complete the online content at your own pace and when convenient to you, whether in one session or multiple smaller sessions. It also means you can take and apply learnings that work for you in your role, at your pace.
Take a look below for some quick guidance points on planning your learning journey...
PS-042
Each module follows a consistent structure as outlined below:
- Module Introduction: A short overview of the learning journey covered in the Module
- Module Content: Modules may be divided into sections (depending on the subject matter), with each section containing bite-size videos typically of between 5 to 7 minutes duration per video.
- Additional Resources: This area contains a Resource Library that you can access to download additional reference materials and Reference Packs (see below) related to the Module. It also includes a Tips and Take-outs area linked to core topics covered in the video content.
Reference Packs are available for download in the “Additional Resources” section of each Module. The purpose of the packs is to give a quick visual reference guide to the key concepts covered during the videos, so that following the module you can visually connect back to the learning you gained. You may also wish to use the packs as stimulus or as a “memory jogger” when you encounter topics or challenges in your role and wish to revisit a relevant area covered during a particular Module.
The online time commitment for the Introduction Module is approximately 30 minutes, which rises to approximately 60 minutes each for Modules 2 and 3. These guidance times exclude any additional time you may spend reviewing the resource library, or reflecting on learnings and applications for your role.
Note: Some programs may be deployed in a “blended learning” format, meaning that they will include webinar interventions alongside the self-paced Modules. This is of course an increased time commitment, and you will be notified in advance if you are joining a blended program.
You will need to complete all sections in each Module as you will not be able to move to the next section in the learning journey until you have completed all items in the current section. Simply click "Complete & Continue" as you finish each topic item. You can check your progress status in the learning journey flow on the left, as a "tick" will appear in each topic area as you complete it.
PS-040
WEBINAR
Make sure you've completed all the preceding online sections prior to the webinar. The webinar will focus on un-packing and discussing key concepts covered in the online materials / videos, so it's important you've had a chance to review the content first.
PS-042
PS-023
Click on link below to join webinar
PS-018
NRM Framework & Landscape
Use the resources below as stimulus to deepen your awareness of some of the areas that shape the NRM landscape and impact our thinking on the NRM levers.
Get a Reference Pack that provides a visual and headline summary of key content areas covered in the Module videos.
Gain some perspective and context on the Clorox NRM journey and ambitions.
Review an example of a KPI driver tree to start seeing the links between NRM levers and the drivers of sales value.
Access a deep dive stimulus guide covering each of the 4C's that helps build a structured understanding of the commercial landscape for NRM, as well as for other strategic applications.
Templates and examples to consolidate your understanding of the OBPPC framework and help ensure your NRM activities are consumer and shopper centric.
PS-008
KEY RESOURCES
Download the Module Reference Pack and additional resources below linked to the NRM Framework and Landscape
PS-018
TOP TIPS
Click on an image below for some tips to building structured understanding of the NRM Landscape
PS-018
Have an "Unconstrained" mindset
Make sure you have an "unconstrained" mindset when reviewing the NRM landscape. It will help you see the NRM Landscape how it is, rather than how we might perceive or like it to be. An honest and fact based assessment of the landscape challenges and opportunities is crucial if we are to develop the right strategies and actions under each of the NRM levers.
Master the high level NRM KPIs for commercial context
Make sure you understand the flow from gross to net sales (or base to net customer sales), as well as the use of Net Revenue Realisation (NRR) to quantify the trends from volume to Net Customer Sales. Practice using these metrics to tell the commercial NRM story, based on an awareness of where different NRM levers impact the gross to net sales journey.
Develop a robust 4C Factbase
Build a fact base that consolidates your knowledge across the 4C's and identifies any key gaps. Ensure you have a comprehensive 4C's landscape assessment so that you can generate the best observations and implications to fuel NRM insight generation.
Synthesise for compelling NRM insights
Synthesise the facts and key implications from your 4C's factbase to identify NRM insights. Iterate and apply the "Why, Why, Why" test to strengthen your NRM insights so that you can make the most informed decisions for each NRM lever.
Use OBPPC to frame opportunities for the NRM levers
Draw on the key data and insights synthesised from your 4C's landscape and view through the lens of the OBPPC framework to identify validated NRM opportunities. OBPPC will also help you identify potential strategies for relevant NRM levers.
PS-038
Module 2
PU-003 - Avatar Bar
This is popup snip that is set to trigger on lesson start. Hover over here and click the Show Popup button to view the popup now.
PU-003
PU-003 - Avatar Bar
This is popup snip that is set to trigger on lesson complete. Hover over here and click the Show Popup button to view the popup now.
PU-003
Get a brief introduction to the NRM Price Management module and familiarize with some key consumer psychology concepts that help inform our understanding and application of the NRM Price levers.
Understand how Strategic Pricing can help us to optimize consumer value and our potential to capture consumer demand opportunities in the marketplace.
Familiarize with the concept of Price Elasticity, the implications it has for the Strategic Pricing landscape, and some of the resulting economic consequences.
Explore key Price Pack Architecture (PPA) analytical concepts that help us manage the price pack offer to consumers and shoppers, such as price curves, ladders and pianos. You can familiarize with others in the Reference Library section of the Module.
Understand how NRM Price levers can impact the P&L across the supplier to customer margin chain.
PS-035
NRM Price Management
Use the resources below as an opportunity to further explore and consolidate your understanding of the two NRM price levers of Strategic Pricing and PPA.
Get Reference Packs that provide a visual and headline summary of key content areas covered in the Module videos.
Gain an overview on the Clorox Strategic Pricing framework and some related examples of anaytical tools and reports.
Access curated content from the PPA Compass to get a structured introduction to the PPA NRM lever and key PPA analytical tools (including some not covered in the module video content).
PS-008
PS-014
Understanding consumer psychology influencers is key to successful price management
The "consumers willingness to pay" is informed by how our brains process information. We do this in a couple of key ways, but our natural tendency toward easier and faster decisions means that consumer perception of price and value is skewed by their immediate context, and by various cognitive biases that typify human psychology. What consumers say…. and what they do…. are different things!
Identify strategic pricing opportunities to optimize consumer value in the category
The Value Curve captures the relationship between consumer perceived benefit and price and is one way to define “value”. It can help us understand value "givers" and "takers" in the category. It can also help inform how we might segment our brands - eg vs the "good / better / best" value tiering concept.
Ensure price positioning of brand and product portfolio is optimized for consumer demand
Recognise the relationship between price and volume (the Demand Curve) and segment the brand and product portfolio accordingly so that we are best able to meet all areas of consumer demand in the category in the most efficient way.
Use price elasticity knowledge to make better strategic pricing decisions
Ensure you have a good understanding of base and promotional price elasticities in the category across our brand portfolio and key competitor products. Avoid over-pricing (for profit) or under-pricing (for volume) and seek out a value based price position that drives profitable sales growth that will enable portfolio investment and differentiation.
Identify and capture PPA opportunities based on Price Curve insights
The PPA lever is about the management of price at the pack level. Make sure you understand the relationship between price and pack size (the Price Curve) across the category so that you can identify price pack opportunities in the category and in key channels or customers. Seek to join the dots vs Strategic Pricing insights from the Price and Demand Curves, linked to the consumers willingness to pay.
Leverage additional PPA analytical tools to maximize PPA opportunities
Price Ladders and Price Pianos are two simple visual tools that can be used at a category, segment and customer level to identify opportunities for range addition or rationalisation. They can also be used to inform promotional depth or frequency. Take time to familiarize with these two tools, and see others in the Resource Library.
Use NRM Price Management levers to positively impact the P&L
Be informed on how the NRM Price levers impact the top and bottom line P&L of both suppliers and customers and how they can shape the size of the overall "profit pool" and how it's shared. Price is a powerful commercial lever and it's critical to be informed and agile in its use to optimize profitable sales value growth.
PS-038
Module 3
PU-003 - Avatar Bar
This is popup snip that is set to trigger on lesson start. Hover over here and click the Show Popup button to view the popup now.
PU-003
PU-003 - Avatar Bar
This is popup snip that is set to trigger on lesson complete. Hover over here and click the Show Popup button to view the popup now.
PU-003
ES-001 - Confetti Cannon
This is effect snip that will is set to trigger on lesson complete. Hover over here and click the Show Effect button to see the effect in action.
ES-001
NRM Mix Management
Use the resources below as an opportunity to further explore and consolidate your understanding of the Mix Management NRM lever.
Get Reference Packs that provide a visual and headline summary of key content areas covered in the Module videos.
Gain a Clorox overview on the Mix Management lever and on some headline strategic and tactical uses of Mix.
PS-008
Check your Mix thinking is joined-up vs the other NRM levers
Mix is a powerful and agile lever as it works in partnership with the other NRM levers of Price, Trade and Promotion. It's critical that when you start making Mix plans that you first ensure they are consistent with the Strategic Pricing and PPA NRM levers so that your Mix plans work in harmony with the power of the pricing levers. Check out Module 2 for a refresh on the Price levers and to ensure joined-up Mix plans.
Understand your NRM landcape and financial context to Set the Scope for Mix Management
The 4C's landscape and P&L context helps define the breadth and depth of the Mix exercise you need to conduct and whether it's strategic or tactical. Take a look back to Module 1 to help ensure your Mix Scope is correctly targeted and that it will be consumer, category and customer centric. Checkout this Module 3 to recognize where in the P&L you're looking to make a Mix impact.
Use multiple lenses and commercial metrics when completing Mix Analysis
Use the NRM metrics of NRR and Gross to Net Sales covered in Module 1 to help you complete high level diagnosis of where financial mix opportunities exist. Complete drill down analysis using a selection of other relevant metrics to deepen your analysis. Leverage visual analytical tools to help identify the key drivers of accretive or dilutive sales or profit performance.
Choose the right analytical tools for the job
If your Mix Scope extends from Sales Mix into Profit Mix, use the CTM (Contribution To Margin) as a simple but powerful tool to assess and plan the impact of sales mix changes on profitability. Consider CTM impact from both an internal and external lens, so that you understand the sources of accretive and dilutive profit for both ourselves and the customer.
Identify insightful Mix opportunities and Strategies
Leverage the Data into Insight funnel approach discussed in Module 1 and in this Module to generate quantified and insightful Mix opportunities. Re-frame your opportunities as Strategic Mix priorities, defined in "call to action" terms.
Checkstep: this is a good point to validate that your Mix Strategies align to the NRM Price levers from Module 2.
Build a documented Mix Tactics plan for real clarity on Strategy into action
Mix Tactics (or execution plans) for a particular Mix Strategy should not be the same for all brands or products. For execution plans that take place in a customer, your Mix tactics need to take account of both the Clorox and the Customer lens and of distribution opportunities, if they are to have the best chance of commercial success. It pays to be granular when developing Mix Tactics.
Use the agility of the Mix lever to positively impact the P&L
Mix is a unique NRM lever given it can directly impact both the top and bottom halves of the P&L. It is also powerful when working in combination with the other NRM levers. Investing time in a structured 4 step Mix plan is a big first step toward successful Mix Management and multi-level P&L impact.
PS-038
Archive Snips
Retailer 201
retailer commercial profiles
Program Introduction
Welcome to the Retailer Commercial Profiles program – an online learning journey to build commercial understanding and insight into selected Clorox LER's.
This is a blended program, meaning that it consists of a blend of self-paced and webinar based content. The self-paced nature of the online content means you’ll be able to preview and prepare ahead of your LER webinar at your own pace and when convenient to you.
Take a look below for some quick guidance points on planning your learning journey...
PS-042
Three short videos are provided that will help you navigate and interpret the commercial profiles provided in the Resources & Preparation section:
- Video #1 provides an introduction on the Financial Roadmap framework we use within the Retailer Commercial Profiles and which will help you familiarize with the key concepts and KPIs used. We will also be using this framework within the upcoming webinar, so it's a good opportunity to get oriented with it in advance.
- Video #2 gives a headline overview of a Retailer P&L and connects back to some of the Financial Roadmap concepts, so that you can get a brief introduction to some of the metrics you will see in the Retailer Commercial Profiles.
- Video #3 provides an introduction to one selected but important retailer financial metric - GMROI (Gross Margin Return on Inventory). It will help you understand the drivers of GMROI, how they link to the earlier Financial Roadmap video, and why this financial metric has high relevance to retailer and distribution businesses.
The videos are not intended to provide a comprehensive overview of all key financial KPIs, but they will give you a lens and mindset so that you can more efficiently read and review the Commercial Profiles provided.
Timing Guidance: This section will take 15 minutes in total to view the 3 videos, though of course you have the option to replay the videos in full or in part if you wish.
During the upcoming webinar we will be reviewing the Retailer Commercial Profile for your LER, so you'll find it helpful to get familiar in advance with the resources provided and any initial opportunities or challenges that you see.
We provide an optional workbook that is structured around the materials provided that you can use to capture your thoughts, observations or questions ahead of the webinar.
As you read through the relevant Retailer Commercial Profile for your role, if you come across KPIs that you are not familiar, just make a note to raise this in the webinar, as there will be an opportunity for Q&A.
Timing Guidance: Clearly you only need to view the Retailer Profile that is relevant to your LER. As a guideline, you'll likely want to allocate approximately 30-45 minutes to review relevant materials and to identify key observations, implications or questions that arise. Investment of this preparation time in advance will maximise your readiness for the webinar.
The Webinar is designed to provide understanding and insight in how your retailer is performing commercially in terms of key financial metrics. It will improve your understanding of how your customer makes money, the relative importance of key financial drivers, and where there may be commercial challenges or opportunities. As such, it provides additional customer commercial insight that you can use to add value to customer planning, selling and negotiation activities.
A workbook resource is provided that contains selected templates and which you can download and use a reference and support tool during (or after) the webinar.
PS-040
Access bite-size videos on the Financial Roadmap, the Retailer P&L and GMROI to get oriented on selected topics relevant to Retailer Commercial Profiles.
Download and preview the Retailer Commercial Profile for your LER so that you can prepare in advance for the Retailer Commercial Profile Webinar.
Join the relevant webinar for your LER to get a review of the Retailer Commercial Profile, to explore key take-outs and themes, and to participate in Q&A.
PS-035
WEBINAR
To maximize value from this Retailer Commercial Profile webinar, please make sure that you have first completed the preceding online sections.
PS-042
PS-023
Click on link below to join webinar
PS-018
Retailer Commercial Profiles
The resources below are made available as downloads to support preparation ahead of the Retailer Commercial Profile webinar that you'll be attending.
Access the Retailer Commercial Profile for your customer so that you can preview the content ahead of the webinar.
Download the workbook as an optional support tool to help you structure your thinking and capture ideas and implications as you read through the Retailer Commercial Profile.
PS-008
KEY RESOURCES
Download the Module Reference Pack and additional resources below linked to the NRM Framework and Landscape
