Treasury Wine Estates Case Study

• Go beyond the Commercial Due Diligence & Integration
• Planning work to help the EMEA business unit navigate the process of harmonising Trade Terms
• Use one common, proven way to deliver the planned synergies
• Instil confidence across the Sales team
• On-boarded new recruits from Diageo in the Treasury way of working
• Keep the Project Steerco informed throughout the process
  – Oliver Horn, Integration Director EMEA

Having the flexibility to adopt differing approaches to both key Director’s sectors, enabled a highly targeted approach to risk profiles & mitigation planning. For Grocery, this meant key stakeholders focus on individual retailer demands. Of significant benefit through the process, has been the ability to get new Diageo personnel rapidly up to speed with the key stakeholder dynamics, SWOT+, end goal requirements, and negotiation levers.
– Jonathan Caton, Grocery Sales Director

Break the project into 3 distinct parts.

• Integration: Project Manage Due Diligence & Induct new staff
• Harmonisation: Support teams in developing robust approaches for key accounts.
• Negotiations: Ensure the TWE methodologies are applied with consistent rigour.

• Offset double digit $m Gross Profit exposure resulting year being 200% higher than prior year
• Excellent engagement and feedback from entire sales teams
• Positive customer feedback on approach and supply continuity, shown in the UK via continued improvements in Advantage Group Survey scores