Transcript - The American Logistics Association

2011 Commissary Council
Issue Oriented . . . Solution Driven
Driving Sales
2011 Commissary Council
Collaboration
n (often followed by on, with, etc )
1. the act of working with another or others on a joint project
2. something created by working jointly with another or others
3. the act of cooperating as a traitor, esp with an enemy occupying one's own
country
Every Sin is the result of collaboration
L.A. Seneca
Strength is derived from Unity. The range of our
collective vision is far greater when individual insights
become one. A. Carnegie
Collins English Dictionary
2011 Commissary Council
Council Mission:
Enhance and Ensure the viability of the Commissary benefit for the
most deserving customers in the world
• Partner
•
•
•
•
with DeCA to:
Drive Sales
Increase Patron Awareness
Drive Patron Transactions
Promote Health & Wellness
2011 Commissary Council
Chris Burns
Cindy Dulik
CAT
Greg Kochuba
Jim Frost
Ops/Systems
Eric Swayzee
Cat. Management
Michelle Frost
Perishables
Brad McMinn
Chair:Ron Ritchie
Chair:Randy
Hardee
Chair:Joe Kovac
Chair:Bob Hybki
Consumer Trends
Industry Trends
Innovations
Outreach
Co-Chair:
Ginesa Madar
Data Accuracy
System Changes
System Updates
VCM Automation
Co-Chair:
Lauren Elkin
Cat Reviews
Training
Standards –
Templates
Co-Chair:
Randy Meador
Store Support
Joyce Chandler
Chair:Steve
Lamkin
Meat
Produce
Freeze/Chill
Dairy
Deli-Bakery
Co-Chair:
Jim Herring
Directorate of
Operations
issues
Co-Chair:
Mike Hatfield
Promotions
Charlie Dowlen
Chair:Frank
Glotfelty
Club Packs
Displays
Shippers
Compliance
New Items
Co-Chair:
Tommie Draper
2011 Commissary Council
Composition
Manufacturer - 8
Tim Atwood – P&G
Frank Glotfelty – General Mills
Jim Herring – John Morrell
Bob Hybki – Conagra
Kathleen Snydstrup – Kellogg’s
Mark Orzolek – Pepsi
Kurt Hall – Unilever
Randy Meador – Kraft
Distributor - 3
Ron Ritchie – MDV
Craig Murphy – SuperValu
Al Oliver - MPG
Broker - 9
Steve Lamkin – Dunham & Smith
Don Goetz - Highplains
Randy Hardee – Elite Foods
Chris Lee - Acosta
Lauren Elkin – L&M Marketing
Joe Kovac – Alder Foods
Mike Hatfield – S&K
Tommie Draper – OSC
Kent Blue - Webco
Media/Data - 2
Tom Fehily – CommEx
Tim Brown - EmpowerIT
Process for 2011 Council Make up:
2011 6 departing (attrition). Six new members added
2012 8 original members depart/8 new added
2013 8 original members depart/8 new added
2011 Commissary Council
Consumer Awareness Committee
2011
Consumer Awareness Team (CAT)
Committee Members
Industry
Bob Hybki – ConAgra Foods
John Bradbury – Military Media
Ainsley Everhart – Dunham & Smith
Joe Forrester – Seafood America
Mike Goeztmann – General Mills
Kurt Hall – Unilever
Mike Hatfield – S & K
Michelle Harthill – Harthill Marketing
Steve Hazlett - Merck
Christine Huie-Roy – Kraft
*Ginesa Madar – Nestle USA
Kris Plum – ConAgra Foods
Joe Proudfoot - Clorox
Steve Stella – Maxi Saver
Lori Stillman – Webco GP
Carla Williams – P & G
Nadja Stein - Nielsen
*Co-chair in 2011
DeCA
Jim Frost
Sallie Cauthers
Alan Flowers
Greg Kochuba
Karen McComas
ALA
Russ Moffett
American Logistics Association
ALA Commissary Consumer Awareness Team Mission Statement
Strengthen DeCA’s outreach and marketing
efforts with the goal of bringing in new
customers who may not be using their
shopping privileges along with educating
young
service
members
about
the
commissary benefit and making them
lifelong commissary shoppers.
2011 Consumer Awareness
•
Consumer Outreach
– Military Spouses – May 5, 2011
– CAT Team provided 5 DeCA Gift Certificates for $100 Each
– Consumer Awareness Month – September 2011
– Project Leads - K. Plum @ ConAgra / K McComas @ DeCA
– CAT Team provides $100 for each organization groups competing
– Total of 6 winners with Prize Money totally $3,925
– Army 10 Miler – October 8-9, 2011
– Project Leads - / S. Cauthers @ DeCA
–
–
–
–
2 Day Event @ the Pentagon
DeCA is securing Tent & Location
CAT Team will provide funds for DeCA & Industry T-Shirts
Send letter in July to industry for support
– ALA volunteers for event
– Contributions - Trial Size Samples (Warehouse)
2011 Consumer Awareness
•
Consumer Outreach
– DeCA’s 20th Year Anniversary Celebration
– Project Lead – Michelle Hartill
– Shop your Commissary and Win
– 360 Marketing and Advertising campaign
– Consumer Awareness Golf Outing– September 12, 2011
– Project Leads – Ainsley Everhart / Ginesa Madar
– Golf Club of Petersburg
– Social Media Outreach
– Project Leads - M. Goetzmann/L. Stillman/K. Hall
– Assist DeCA in efforts to reach young military members and
retirees through Social Media
– Competitive landscape evaluated – activation within DeCA next
steps
2011 Commissary Council
May 12, 2011
Operating Committee
Operating Systems Committee
2011 Members
Industry
DeCA
Eric Swayzee *
Gordon Jones **
Ivey Beres
Cheryl Brown
Ron Freeman
Larry Hahn
Lisa Jones
Lou Kennedy
Beverly Kenney
John Madar
Shirley Marshall
Jack McGregor
Del Myrick
Tom Owens
Larry Peck
Robert Robin
Eric Stegmann
Fredrich Stein
Terry Sorrell
Wayne Webb
Lauren Elkin* – L&M Marketing
Ron Ritchie* – MDV
Joanne Boutelle – Deloitte Consulting
Tim Brown – EmpowerIT
Mike DiFilippo – S. Schwartz Sales
Jerry Fox – ASE Smithfield
Erica Ford – Highplains Marketing
Mike Hatfield – S&K
Jan Hellmann – Dunham & Smith
Terri Klein – P&G
Larry Lemma – Advantage Sales Military
Craig Murphy – Supervalu
Mark Orzolek – PepsiCo
Phil Richardson – Coca-Cola
Mike Skinner – ERUPAC
Nadja Stein – AC Nielsen
Ron Smith – Coastal Pacific Distributors
Brenda Steinberg – Nash Finch Distributors
Don Stickles – Bisek & Company
Rob Whitmore – Empower IT
Chairman
* Co-Chairman
** MBU Advocate
Operating Systems Committee
2011 Structure
• Operating Systems Committee
• Working Groups:
Provide technical expertise
to Operating Systems Committee.
– Global Data Synchronization
– Container Redemption Value
– Electronic Data Interchange
– Financial Systems
– Radio Frequency Identification
– Systems Standards & Technology
Operating Systems Committee
Key Objectives for 2011
 Systems:
– DIBS, DIBS-DOORS, Warehouse Management System (WMS)
– DSD, DSD-S, FDS, CAO
– EDI, WEB Pricing, Price Locking, CARTS
 2011 Initiatives:
–
–
–
–
–
–
–
–
–
–
–
Global Data Synchronization (GDS) - Target July for test
Container Redemption Value (CRV)’s initiative – May start up
Forms Management – Revised 40-15’s
Price Locking
Data dictionary & business rules
Data quality & standardization
Standardizing Price Look Up Codes (PLU’s)
Vendor Credit Memo (VCM) automation
DoD (E-verify, Wide Area Workflow, RFID, CCR, NIST standards, TWIC)
Security & Food Protection (Contractor portal, facility, systems)
Enterprise Business Solution
Operating Systems Committee
Initiatives
• Price Locking: DeCA will be releasing a notice to the trade
advising industry prices will now be “locked” once the presentation
has been accepted. Payments for items on the promotional
package will only be paid at the price on the presentation form.
• Price Look Up (PLU’s): DeCA has finalized the price look up
listing an stores have a tentative August 30th date to insure the
front end system, store scales, and store files only utilize the
standardized PLU’s.
• Computer Assisted Ordering: A test to evaluate the benefits
of CAO in the produce department is currently being staffed.
Expectation is produce department will see similar benefits to
grocery department.
• Random Weight: Once validation of the data quality of random
weight items has been completed, DeCA will determine when
random weight data will be available to data providers.
Operating Systems Committee
System’s Initiatives
• Global Data Synchronization:
– Create “H” code for holiday items in addition to “O” codes
– Establish delete date to automatically drop item from DIBS
– Establish seasonal start and stop dates to revert RSL code and
department code to status prior to holiday.
– Automatically archive holiday items for reactivation for next
holiday
• Produce Ordering & Accounting:
– Establishes unified system
– Enables great control over pricing and ordering
– Increased ability to analyze trends, inventory, sales
• Distributors:
– Increase lead time notice 30 days to clear inventory
– ECA PKI certificate for to provide source load container data
2011 Commissary Council
May 12, 2011
Category Management Committee
2011
Category Management Committee
Members
Industry
DeCA
Randy Hardee – Elite Brands
Chris Lee – CLJ Acosta
Don Goetz – Highplains
Larry Thomas – ConAgra
Diane Maxwell – S&K
Mark Orzolek – Pepsi
Tim Brown – Empower IT
Bob Peacher – P&G
Randy Meador – Kraft (Co-Chairman)
Nadja Stein – AC Nielsen
Michelle Frost
Steve Arland
Angel Ramos
Bill Wood
LaRue Smith
Chairman
2011
Category Management Committee
Goals
• Review Store & Category layout to include:

Category Adjacencies

Merchandising Synergies
• Club Packs to include
Best
location for merchandising
Impact
on Category Sales
2011
Category Management Committee
Goals
• Review Store & Category layout to include:

Category Adjacencies

Merchandising Synergies
Thought Process – Objectives
• Address categories that are declining in Share of Wallet
(SOW) at DeCA based on panel data.
• Using Cross-Interaction Indices, look at categories that
have high interaction with each other AND also
considered major retailer’s aisle alignments.
• Observation: Re-aligning select sample of DeCA’s
grocery categories/aisles to increase the likelihood of
retention and conversion of Patron’s spending at
Commissaries.
21
Shopping Basket Cross Category Purchase Grid
Basket Analysis: % Likelihood of Product Y being in the basket
•When Product X is in the BASKET, Product Y is ALSO in the basket XX% of the time.
Cross Purchase Analysis: Dollar Share index of Product Y versus all Households
•Household’s that buy Product X index at XXX% versus all households for dollars spent on Product Y
Source, IRI Symphony, Total US Foods
A household that purchases JELLIES/JAMS is
15% more likely to purchase FRESH BREAD
than an average household.
South Central Chain - Layout #1
23
2011
Category Management Committee
Goals
• Club Packs to include:

Best location for merchandising

Impact on Category Sales
Observations for the 52 Week Period Ending 4/16/11:
• Club pack show the highest sales around May, and the lowest Oct-Dec
• Club Pack $ sales up almost 7% vs. YAG
• Total DeCA $ down -1.5%, however, non-club pack items down slightly more at -1.8%
• All DeCA departments increased club pack $ vs. YAG, with the exception of Chill (-2.3%)
• Total $ sales in all DeCA departments were down, with the exception of Chill (+2.9%)
• The largest decline in total $ sales occurred in Grocery Non-Food, where non-club pack sales
declined -3.9%, despite an 11.4% increase in club pack $
• Club packs contribute 46% more to total store sales in stores with dedicated club pack
sections, despite carrying the same number of club pack items.
• However, total store sales are down slightly more (-1.5%) in stores with dedicated club pack
sections vs. stores w/o club pack sections (-1.1%)
• In the Grocery and HBC depts, total $ declined at a greater rate in stores that generated fewer
$ sales from club packs than stores that did a greater percentage of sales from club packs
• In the Grocery-Non Food department, stores where club packs contribute less to total sales
are trending better than stores that do a greater percentage of sales via club (-1.8% vs. -3.3%)
• Club Packs contribute much more to total stores sales in Groc NF (14.1%) than they do
in Grocery (5.4%), negatively effecting overall sales.
25
Total Volume Trends
$ % Chg
Total
Non-Club Pack
Club Pack
Dollars
-1.5%
-1.8%
6.9%
Packages
-1.7%
-1.8%
4.4%
UPC Count
-4.2%
-4.5%
2.1%
•Highest Volume in May timeframe
•Trough in Oct/Nov timeframe
Volume By 4-Week Period
Source: Empower IT - 52 w/e 4/16/2011 - Worldwide
26
Total Volume Trends
Total Dollar sales by Department
Total
Non Club Pack
$ Volum e
$ % Chg
YAGO
$ Volum e
$ % Chg
YAGO
(1.5)
4,419,862,261
(1.8)
152,493,663
6.9
472,199,506
(2.2)
458,225,152
(2.3)
13,974,354
3.6
1,958,469,278
(2.2)
1,897,505,375
(2.3)
60,963,904
2.2
FROZEN
501,671,591
(2.0)
490,178,904
(2.4)
11,492,687
24.4
GROCERY NON-FOOD
686,413,746
(2.8)
628,695,398
(3.9)
57,718,348
11.4
CHILL
722,259,150
2.9
714,041,269
3.0
8,217,880
(2.3)
TOTAL CATEGORIES
HBC
GROCERY
$ Volum e
$ % Chg
YAGO
4,572,355,923
Club Pack
• Chill Dept up almost 3%, but sales of club items are down.
• Non-Club pack sales in Groc Non-Food down the most at -3.9%,
despite club pack increases of 11%
• Frozen club packs had the biggest gains over 24%
Source: Empower IT - 52 w/e 4/16/2011 - Worldwide
27
Store Sales
Club Pack Contribution to Store Sales
Comm/Ex Audit on Presence of CP
# of stores
15
73
24
49
• Stores without a dedicated Club Pack Aisle appear to stock as many CP items
as stores with dedicated space, but those items provide less impact to overall
store sales.
• Stores that disperse CP into more than a single aisle have the highest
contribution to sales and stock assortment.
Source: Empower IT – ConUS DeCA, 52 w/e 4/16/2011
28
Store Sales
Store Dollar Trends
Comm/Ex Audit on Presence of CP
$ % Chg
# of stores
15
73
24
49
• Overall store sales down slightly less in audited stores where there is no Club
Pack Aisle compared to those where there is dedicated space
• Non CP items performing better in these stores
• Stores with dedicated space for CP show the most growth on CP items but
these stores experience slightly greater declines in total store volume
Source: Empower IT – ConUS DeCA Inc AK/HI, 52 Week End 4/16/2011
29
Store Sales
Grocery Department
Stores sorted by $ % Contribution from CP
Top 15 Stores Grocery - CP % Contribution
Bottom 15 Stores Grocery - CP % Contribution
Excl Keesler
-3.2
-2.9
• The top Grocery Dept stores, on average, are stocking considerably more CP items
than the stores that have the lowest portion of Grocery sales from CP
• Top stores are clustered in the west
• Excluding Keesler, stores in the bottom 15 are down -3.2% while CP’s are down 2.9%., underperforming against the top club stores
Class 3-5 Stores
Source: Empower IT – ConUS DeCA, 52 w/e 4/16/2011
30
Store Sales
Top & Bottom 15 CP Stores HBC Department
% Contribution
Top 15 Stores HBC - CP % Contribution
Bottom 15 Stores HBC - CP % Contribution
• On average, dollar and package declines are trending worse in stores
where club sales contribute less
Class 3-5 Stores
Source: Empower IT – ConUS DeCA, 52 w/e 4/16/11
31
Store Sales
Top & Bottom 15 CP Stores Grocery Non-Food Department
% Contribution
Top 15 Stores Grocery NF - CP % Contribution
Bottom 15 Stores Grocery NF - CP % Contribution
• Club pack contributions to total sales are greater for Groc – NF, and
significantly higher in the top club stores
• Overall, sales in the stores in the bottom 15 are trending better than those in the
top 15
Class 3-5 Stores
Source: Empower IT – ConUS DeCA, 52 w/e 4/16/2011
32
2011 Commissary Council
May 12, 2011
Perishable Committee
FY 2011 Perishable Committee
Members
Industry Members
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
Joe Kovac - Alder Foods - chair
Jim Herring – John Morrell – co chair
Ainsley Everhart – D & S
Randy Meador – Kraft
Julian Stovall – S & K
Keith Eubank – Sara Lee
Kent Blue – Webco
Rob Denecke – Elite Foods
Paul Blocker – General Mills
Rusty Crenshaw – OSC
Rick Jones - Acosta
Bob Hill – Sarvis
Dave Linder – Produce Group
Chris Obst – Land O Lakes
Andi Mash – Nestle
Sharon Slettebo—Dixon
Steve Ganzert—First Wave Sales
Steve Patterson –ConAgra
Ed Klien—Chiquita Brands
Bonita Moffett—Alder Foods
Max Goldfarb – MGCI
Milt Ackerman –Global
Chris Moore --Dixon
DeCA Members
• Brad McMinn
• LaRue Smith
• Leslie Simpson
• Craig Cleaveland
• Regina Johnson
• Bridget Bennett
• Randi Robinson
• Kay Blakley
• Karen Hawkins
• Lou Kennedy
FY 2011 Perishable Committee
Focus Areas
• Elevate Perishable Promotions
– Investigate increasing perishable Power Buys, Primaries and Manager Specials
and recommend the best mix for effectively increasing sales.
– Seek to improve perishable promotions and categories to Patrons.
• Club Pack & Case Lot Promotions
– Will recommend perishable club pack promotional structure.
– Seek opportunities to increase perishable participation in case lot sales
• Explore Opportunities for Sales Advances
– The Committee will suggest to DeCA opportunities to achieve their 2011 dollar
goals and objectives.
• Examine Current Retail Trends
– The Committee will examine current retail trends and report findings to DeCA
by category and make suggestions to keep pace.
FY 2011 Perishable Committee
Focus Areas
• Industry Promotions/Cross Merchandising
– Group will research available industry funding for promoting
perishable categories and recommend how DeCA can take
advantage of these industry programs.
– Group will look at how we increase DeCA’s participation in
industry merchandising contests to increase sales and promote
these categories.
– Group will also research ways to formalize cross merchandising
efforts between perishable & semi perishable categories.
• Merchandising Investments
– Group will research ways for DeCA to improve the quality and
quantity of perishable display cases.
– Group will use financial discipline in order to qualify any possible
recommendations.
FY 2011 Perishable Committee
Current Projects
• Sub Committee
Frozen
Chill
Meat
Produce
•
•
•
•
•
Healthy Eating Campaign
Perishables in future store designs
Frozen / Chill Truck Load Sales
July Farmer’s Market
Trends
2011 Commissary Council
May 12, 2011
Store Support Committee
2011
Store Support Committee
Members
Industry
DeCA
Steve Lamkin – Dunham & Smith
Rob Wilson – P&G
Tommie Draper – Overseas
Tom Fehily – Commex
Mike Hatfield – S&K
Craig Murphy – Supervalu
Kathleen Snydstrup – Kellogg’s
Joyce Chandler
Herb Winchester
Co-Chair
Mike Hatfield
Chairman
Joyce Chandler
Herb Winchester
Steve Lamkin
2011
Store Support Committee Initiatives




•
•
Item Transition Implementation
• Understand the process
• Get new item on shelf without loss of sales
Item Upgrade Implementation
• Understand the process
• Get upgraded items to the shelf quicker
Execution – Improved Store Support Merchandising
• OTB / Shipper Promotions – Work with stores on case commitments.
Plan-o-gram Implementation – Develop Process:
• Set Sections Quicker
• Execution of Scorecard and 60 day implementation policy
• Maintenance of Sets Is Essential
CAO Implementation
GS1 Data Bar Coupon – DECA Implementation
2011 Commissary Council
May 12, 2011
Promotions Committee
2011 Promotions Committee
Members
Industry
Frank Glotfelty – General Mills (Chair)
Tommie Draper – OSC (Co- Chair)
Tim Atwood – P&G
Tim Brown – Empower IT
Jason Burnett – MDV Nash Finch
JD Fenessy – Del Monte
Sandi Ferguson – Acosta
Jeff Mitchell – ConAgra
David Morgan – Nestle
Craig Murphy – Supervalu
Sharon Slettebo – DMI
Steve Sones – Alder Foods
Nadja Stein – Nielsen
MaryAnne Sullivan – Sarvis
David Waybright – Heinz
Randy Hardee– Elite Brands
Phil Kerry– D&S
Randy Meador – Kraft
Diane Maxwell – S&K Sales
Lance Batson – Hershey
Jim Glynn – Unilever
DeCA
Charlie Dowlen
2011 Promotions Team
Initiatives
• Next Generation Shelf Media Sign Project
• Status:
• DeCA NTT 11-37 Published February 25, 2011
• Program Outline, Specs/Sign Content, 6/1/11 Req. Conversion Comp. Date
• DeCA Marketing Campaign Being Executed.
• Will work through any potential issues as they come up.
• Once New Signs are in Place…Possible Next Generation Sign Objective:
• Score DeCA items…which Items fit FDA requirements to be considered “Healthy”
• Example: Green Sign that indicates an Item is Organic, All Natural,
Low in Sugar or Low Salt.
• Savings Measures on signs-% vs Cents Off
• Investigate DeCA Savings vs AVG Grocery Retail Price
2011 Promotions Team
Initiatives
• 2012 Promotional Matrix
• April ‘11 NTT to Trade requesting input
• POC Russ Moffet (ALA)—Feedback Due Back by May 30, 2011
• NTT Targeted FINAL Release Date (Late June ‘11)
• 2012 Promotional Calendar with New Themes
• Adjust Promotional Display/Pricing Timing
• Annual Easter Shift
• Leap Year for 2012
• Minimize 45-Day Pricing Periods (3 vs 7 LY)
• Major Theme Events—DeCA Requests Industry Input
•POC Tim Atwood
• NTT Targeted Release Date (June ‘11)
Rev 7/19/10
2011 Promotions Team
Initiatives
• Mandates
• Do the Mandated Packages have too many items in them?
• Some Stores reporting having difficulty executing all mandatory Mandated
Items (PB, P, Mgr Spc)
•What is a reasonable amount of Mandatory Promoted Items in Each Package?
• Power Buys, Primary, Manager Specials
• How does Retail “Competition” Operate?
• Are they Reducing Promoted Item Count?...or are they increasing this #?
• Ads: Hourly, Daily, Weekend, Weekly, Monthly
• If you Reduce the Package size (lower the bar for all stores)…Will you get less?
• Do you lose sales at those Stores that can stretch…and want to do more?
• How do you get to $6 Billion in Sales if you lower the bar?
COMPLIANCE PER PROMOTION CODE
POWER BUY
POWER BUY FRZ
POWER BUY REF
MANAGER SPECIAL
MANAGER SPECIAL
FRZ
MANAGER SPECIAL
REF
PRIMARY
SECONDARY
FEATURE FROZEN
FEATURE
REFRIGERATED
FEATURE HBC
CLUB PACK
2006
2007
2008
2009
2010
2011 YTD
97.7%
96.6%
94.3%
97.0%
96.0%
93.2%
92.4%
88.3%
86.5%
91.5%
89.5%
85.2%
78.7%
87.3%
81.7%
75.6%
65.3%
75.1%
89.3%
78.6%
65.3%
86.0%
90.0%
5.2%
9.5%
76.0%
85.0%
6.1%
8.7%
66.3%
73.1%
7.2%
7.0%
8.3%
7.9%
11.5%
8.8%
8.6%
10.1%
8.5%
11.3%
11.2%
98.4%
8.8%
17.8%
96.8%
7.7%
15.6%
93.8%
5.7%
13.4%
12.8%
9.3%
11.6%
5.3%
9.9%
8.2%
AVERAGE NUMBER OF ITEMS SCANNED IN EACH DeCA STORE - 2010
1118
1200
Periods 1 - 18
1100
Periods 19 - 23
1000
777
900
695
800
700
600
500
Periods 1 - 23
AVERAGE NUMBER OF ITEMS SCANNED IN EACH DeCA STORE – 2011 YTD THROUGH
PERIOD 6
815
850
800
750
700
650
600
550
500
Periods 1 - 6
AVERAGE NUMBER OF ITEMS IN DeCA PROMO
PACKAGE
2000
2007
2008
1500
2010
1000
500
1110
1332
+20%
2009
1464
+10%
1733
+18%
2010 – TOTAL AVERAGE NUMBER OF ITEMS IN DeCA
PROMOTION PACKAGES
MANDATED PROMO CATEGORIES
3063
125
7.7%
ADDITIONAL PROMO CATEGORIES
36806
1610
92.3%
TOTAL
39869
1735
100.0%
2011 Promotions Team
Initiatives
•Club Packs
• On-going Development/Analysis
• Frequency of Club Pack Promotional Periods
• Variety and Number of Items Selected
• Possibly look at Minimum $ Sales Entry Requirements
• Continue to Highlight Top Sellers
• Mandated Quantity End Caps
• Successful mandated End Cap Program Test In 2010
• Program being continured in 2011
• Targeting 5-6 Mandated End Caps
• POC Charlie Dowlen
•Holiday Program 2011
• Create Stronger Seasonal Sales
• Objective: Getting Holiday Orders and Displays up in early October
• Develop a Key List of items that Stores need to place extra emphasis on
ensuring no out of stocks during the Holiday Time Period.
2011 Promotions Team
Initiatives
•Fort Bliss Grand Opening• June 29, 2011
• Explored Ideas on how to Make this New Store Opening a huge success
• Big Ticket Giveaways
• Nascar Show Car Appearances