New England District

BDP’s

Instant Consumeables- Standard Bars, King, Tins, etc.

Take Home- Packaged candy, 6 packs, Twizzlers, Etc.

4

Giant Bar Success Wal-mart #1868

Store: Wal-mart #1868

City: Auburn , me.

RSR Name: Phil Hannan

District: New England

# of Cases: 84 total cases Giant bars

Date Built: November 4th 2009

Situation: Initial shot of Giant bars came in right after Halloween; needed to get on display as soon as possible.

Task: Try to get multiple display location s and keep it going with re orders through the beginning of January.

Action: Spoke with the Zone manager and used fact based selling in regards to Giant bars;+55% with 14,500 in sales through 10/31.I asked for a department one end cap and our front end lane blocker for dual locations till the first of the year

Result: I was granted the department one end cap and the lane blocker; through 12/11/09 we are +78.55 on Giant bars and have done 18,350 worth of business. I have received a 20 case re order on 12/16 and will keep it going as long as possible.

5

Wal-Mart 1856 Bangor, Me.

Situation/Task

Action

Results

Gained this S'more Display in Produce. Product featured on four of our Hutches around a campfire with camping items needed for this time of year.

Six locations from GM cart rail to Seasonal, Produce, Dairy Lawn and Garden and Sporting goods. LW POS Sales $on 6 Packs $1,344 +40.5% 35 POI TOTAL

Joanne Cain, RSR

New England District

Keeping our Hershey Milk Chocolate 6 Packs out in front of the customers in multiple locations in this SC.

6

Situation: Last Year Augusta had a S'mores sell thru of about 82% and Wal-Mart has a goal sell thru of 100% for this summer season. Augusta was faced with obstacles with a remodel and post grand opening drop in foot traffic and overall store sales.

Task: To ensure optimum sell thru, early execution and in the best locations was necessary. RSR Phil Hannan and I met with the Market Manager for District 180 , David Murray, a month in advance.

Action: My conversation with my KDM focused on last year’s performance and a need for a 100% sell thru. I discussed missed sales with an extended Easter season as well as the support of the Market Manager for 3 displays.

Results: Augusta now has three key displays in high traffic areas/ areas that make sense plus a few smaller displays throughout the store. I gained commitment to keep the displays full and to keep S'mores on display throughout the summer season. Milk 6pks are up 10% so far this year

S’mores 2011 Game Plan

Wal-Mart Augusta, ME

RSR Fern Strasser

New England

Sporting Goods

7

GM Entrance

8

Grocery Cart Rail

9

10

8 packs on endcap

Store: Wal*Mart 2903

City: Chelmsford, MA

RSR Name: Brett Jula

District: New England

# of Cases: 26

Date Built: June 20, 2011

Situation: Surplus of 8-pack cases in back room while store had dwindling performance against the rest of the district in 8-pack sales (store down 11% while district was +23%)

Task: Get 8-packs in front endcap in high-traffic area to boost sales

Action: Met with Dept. 1 manager and ZMS to address large number of 8-pack cases in back room and how the store was underachieving vs. other Wal Marts in the district in 8-pack sales. Also stressed the great value of 8-packs at their $1 EDLP. Convinced them to clear off an endcap that was running low on product near tobacco checkout lane to make room for 8-packs.

Result: From the previous week, the endcap boosted 8-pack sales from $257 to $544 – a 111.6% increase. Working with managers to keep it up for extended period of time and perhaps move to cartrail if sales continue to show improvement.

11

RSR – Jason Roberts

District - New England $1 Pallet- 3549 Keene

Situation/Task: King bar pallet selling down- utilize display

for other $1 items- 8 pks, Theater Boxes, and King Drops/Minis.

Action: Basically, I just would not let it run down!

I kept filling with other $1 items and reviewed sales numbers with KDMs.

Result: This “free” display has been up for about 2

months now. Over the last 4 weeks, we are averaging about $1,000 per week and 8 packs are up 199%. New emphasis stores have on tracking performance of features and validating the space has made this display impossible to eliminate due to the tremendous results!

12

Twizzlers and S’mores on the Cart rail in Scarborough WM

Store: WM #1788

City: Scarborough ,Me.

RSR Name: Phil Hannan

District: New England

# of Cases: 65

Date Built: 5/21/10

Situation: I received the ok at the District meeting to promote these two pack types; now I have to sell it at store level for the location.

Task : Convince the manager using his store numbers from last year to let us get this on the cart rail

Action: At first he was reluctant to give us this territory but I kept reinforcing the potential using fact based selling.

Result: I was granted the cart rail and set up on 5/21.Through the last 4 weeks Twizzlers have done $1,460 +200%.Milk 6-packs have done $6,512 +5% 0n a very high base! Projected out over 12 weeks we could potentially do $23,900+ !!

Take Home- Packaged candy, 6 packs, Twizzlers, Etc.

14

Incremental Syrup racks WM #1788 ScarboroughPhil Hannan New England District

Store: WM #1788

City: Scarborough ,ME.

RSR Name: Phil Hannan

District: New England

# of Cases: 10 extra cases ordered a week

Date Built: 5/21/10

Situation: We attended a D.M. meeting in May and asked for incremental syrup activity

Task :The dollars were layed out on the table what syrup had done and we lobbied for what it can potentially do with a little bit of incremental activity besides the end caps and saddle bag racks-above and beyond!

Action: Jim ,Bethany and I had the physical rack there and explained the easy extra business we could garner.

Result: I took this to my Scarb oro Super center and put up 8 racks.I have moved an average of 70 bottles a week out of these vehicles or $$117.60 incremental easy dollars per week! Projected out over 52 weeks-over $6,000 dollars of incremental business.

15

Cart Rail: WOW Display and Syrup

Wal-Mart Farmington, ME

Situation: WOW Display was built in GM action alley….syrup hadn’t arrived in time to build into display….Milk Chocolate 6pks had sold $647 in one week and Sell thru was only at 33% while the district was at 35%.

Task: The opportunity for better sales and increasing the customer’s purchase existed with a better location and incorporating the syrup sso’s.

Action: I spoke with the assistant manager and presented the current sell thru standing along with upcoming sso information for the 3 rollbacks…6pks, Twizzlers and Syrup. The KDM agreed that a better location was needed and acknowledged the incoming shipments; he also wanted to incorporate syrup.

Results: The WOW Display was moved to the front of the cart rail and bonus syrup was placed next to it. Milk 6pk sales were up 72%; sell thru is at 44% and the district is at 41%. Bonus syrup is up 77%.

RSR Fern Strasser

New Enlgand

16

Wal-Mart 5076 Brewer, Me.

Situation/Task

Action

Results

Store wanted to do a Summer theme display and we were able to gain a cooler end featuring 16 cases of Hershey bonus Syrup, Whipped cream, Bananas and Cherries.

As of LW 6/17/11 regular Hershey 24oz syrup was up 93%. Bonus Hsy syrup + 61.7% and Hershey caramel + 200%. Now 15 POI on this key pack type.

Joanne Cain, RSR

New England District

Raising the bar once again in this SC. We have had 14 locations of Syrup including home, saddleback, 2 restricted syrup racks and 9 cooler door racks for most of 2011.

17

18

Bake Chip Display WM #1939

Store: Wal-mart #1939

City: Brunswick, Me

RSR Name: Phil Hannan

District: New England

# of Cases: 50

Date Built: November 18th 2010

Situation: We need a force in order to counter the pallet of Nestle chips in the back room.

Task : Sell the benefits of having Hershey and Nestle both displayed in mass quantities.

Action: Convinced the Co-manager based on our price $1.78 vs. Nestle at #1.94 and the 20 % margin on our product ;they have Coke and Pepsi merchandised side by side why not us?

Result: I was granted an initial 50 case semi sweet punch in order with a follow up of another 50 cases. Merchandised on the end cap side of the bake center.Intial sales $3,950 for an increase of +14% vs. last year.

Seasonal-Halloween, Holiday, Valentines, Easter,

Summer