SER Intern Report OutAugust 3, 2016

Shanteria HinesBrian Bolton, Unit Sales Manager

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Agenda

About Me/Summer Experiences

Location Overview

Critical Experiences

Key Projects

Takeaways/Feedback

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About Me

• Hometown: Hinesville, GA• School: University of Georgia• Graduation Date: Spring 2017• Major: Business Marketing with

Emphasis in Professional Selling & Digital Marketing

• Interests: Mentoring, cooking, and reading

Category Category

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Summer Fun Toruk : The First Flight

Cirque du SoleilBraves Game Volunteering BFF Birthday

Adventure

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Location Overview

Location: PBC- Atlanta, Ga• Built 1956• Sales

– 5.5MM Cases Annually– Large Format

• 29 Routes– Small Format

• 14 Routes

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Critical Experiences

Retail Merchandiser Manager Route Ride

• P.E.P.S.I. and P.R.E.M.I.E.R. methods• Preselling and merchandising execution of product• Maximizing volume, share, and revenue

• Merchandising store shelving, coolers, and displays with assigned products

• Display promotional material• Product rotation

1 Large Format BCR Route Ride

Small Format Route Ride • Generating sales by increasing shelf facings• Identifying customer sales opportunities • ARA contract and survey

Bulk Delivery Manager • Ensuring all routes are run and every stop is serviced• Building individual and organizational capabilities• Leveraging data systems to track data performance

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Critical Experience Learnings

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Intern Projects

• Large Format Sales • Publix Account consisting of 66 stores• Selling key priorities using the 6 week snapshot • Gaining additional IOD with cold drink focus

Key Projects

• Kroger Grand Opening• Atlanta Food Service Sales Blitz

Additional Projects

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Additional Projects

• Assist in the pre-opening phase of store opening• Learn to utilize display space in a productive way• Develop organizational display skills with limited

space

Kroger Grand Opening

• Learn to build and maintain partnerships with customers

• Acquire food service accounts via cold calling and leads

• Develop skills in setting reasonable expectations

Atlanta Food Service

Sales Blitz

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Key Project: Publix Take-over

Objective: ‒ Grow profit, share, and revenue within the Publix accounts ‒ Gain and maintain points of interruptions throughout the stores (Super Seven)‒ Serve as a mediator between Publix representatives and our sales district

managers and representatives

Execution:‒ Service 66 Publix locations on a rotational basis within a 6 week period‒ Develop relationships with Publix managers to effectively sell products‒ Assist SDLs by providing feedback on sales representatives performance

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Key Project: Publix Take-over197

Display

s 16.9oz 6 pack22 displays

Dr. Pepper 20oz15 displays

Pure Leaf 64oz18 displays

Take HomeCSD:

‒ Displays: 61

Non Carb:‒ Displays: 69

Cold DrinkCSD:

‒ Displays: 28

Non Carb:‒ Displays: 39

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Project Overview

8 Week Store Performance

Total Volume:

‒75,000Net Revenue:

‒ $756,000MC$:

‒$330,000

Cold DrinkCSD:

‒ Volume: 5,000‒ Revenue: $118,000‒ MC$: $91,000

Non Carb:‒ Volume: 5,000‒ Revenue: $104,000‒ MC$: $44,000

Take HomeCSD:

‒ Volume: 44,000 ‒ Revenue: $393,000‒ MC$: $161,000

Non Carb:‒ Volume: 22,000‒ Revenue: $141,00‒ MC$: $33,000

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Project Findings: A Closer Look

15 Dr. Pepper Displays Sold In

-12 Dr. Pepper Shippers-2 Dr. Pepper Baskets-1 Dr. Pepper Tie in

Case Volume- 993 Revenue- $8,300

MC$- $2,200

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Project Photos

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Recommendation for Maintaining

Shipper Basket End CapTie-in

19 Publix Stores

15 Publix Stores

16 Publix Stores

16 Publix Stores

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Challenges & Successes

Challenges• Different store layouts

– Understanding size• Enemy Territory

– Overcoming • Educating managers on

PepsiCo brands– Understanding PepsiCo

non-carb brands– Understanding geographic

areas and product clusters

Successes• Maximizing space• Selling and delivering

products in a timely manner– Using window of opportunity– Automatic replenishment

system • Selling vision

– Understanding manager likes/dislikes

– Knowing when to sell

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Takeaways/Feedback

FeedbackTakeaways

• Strengths:‒ Real work experience‒ Support system

• Opportunity:‒ Conference Calls‒ Intern/New hire

networking opportunity

• Communication and listening skills

• Selling and executing displays

• Building sweat equity• Self management

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Thank You!!

Questions?