Mondelez PPT Presentation final
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Transcript of Mondelez PPT Presentation final
FACT BASE SELLINGPresentation by Sydney Thomas & Marcus
Allen
Sydney Thomas (Intern Summer 2015)
Junior/Kennesaw State University• About me • Major/Minor• Campus Involvement
• Intern for 2 months (June 1st – July 31st)• RMS (Whitney Parsons)• DM (Tyrone Davis)• Sales Reps (Ian Scott, Rashan Noble, Mark Roberts)• SSR (Richard Cox)• Merchandisers (Sonata Chester, Ken Cook, Mario Gresham)• Logistics (Mark Harper)• HR (Joanne Anderson, John Bambusch)• CRM (Angela Haertal, Lyhn Whitfield)
• Experience Overview & Thank You
Marcus AllenRising Senior, KSU
About Me Augusta, GA Integrative Studies Major – Business Mgmt. & Political Science Campus Involvement : Enactus, Delta Sigma Phi founding fatherSummer Experiences Tablet Training, Territory Work-with D. Ragsdale Managing Territories : Ragsdale, Swett Training Merchandisers
FACT BASE SELLINGIN KROGER AND PUBLIX
Problems we see …
What is Fact Base Selling? Fact-based selling is the use of business
intelligence to interpret data and communicate benefits to store managers and GM’s.
We should implement Fact Base Selling to get MORE DISPLAYS in the store.
KEEP IT SIMPLE !!!
Nabisco wins ! Nabisco outsells Keebler
cookies 6-1 Oreo Outsells Keeblers entire
Cookie line 4-1 Chips Ahoy Outsells Keeblers
Chips Deluxe 11-1 Chips Ahoy sells as much as
Keeblers entire cookie line Newtons & Nilla both sell more
than Fudge Shoppe or Chips Deluxe
Nabisco Outsells Keebler Crackers almost 2-1
Nabisco & Great Value CrackersAre driving the growth up 1.6
& .3 share pts Nabisco has 4 out of 5 of the top
selling brands Ritz outsells Club & Townhouse
combined 2-1 Wheat thins/Triscuit outsells
Special K 4-1
Nielson Data through Sept 2013
Store Manager Interviews
(Marcus Allen)
K 390 P 556 P 469 K 344 P 1019 P 721 P 280
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2
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On a scale of 1-5, how effective are formal presentations compared to
informal sales pitches?
Names, Store & Store #1. Kroger 39032. Publix 5563. Publix 4694. Kroger 3445. Publix 10196. Publix 7217. Publix 280
How do you determine display share with vendors?
What can our SR’s do differently?
70%
15%
15%
Manager Survey
Better ServiceOOS MgmtCommunication to GM's
Display Share
Quality of ServiceBased on ProfitRelieve Pressure from Store Clerks
Feedback from Sales Reps
Click icon to add picture
Sometimes I Will
N/A
0 0.5 1 1.5 2 2.5 3 3.53
11
On a scale from 1-5 how likely are you to present to GM’s using
FBS
Publix
Kroger
Walmart
0 0.5 1 1.5 2 2.5 3 3.52
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0
1
1
0
1
1
3
In your stores, how often are you able to gain display share not
supported in the ad?
Very Often Sometimes Not Often
Feedback from Sales RepsWhat do you think will help you most as a sales rep in order to execute plan more effectively? Plan in advance and
know what you want to sell before you walk in the store.
Being more prepared and knowing the facts well before I present.
More time to sell
If you can change anything about how information is passed down to you what would it be? i.e better clarity, better organization of information etc. Easier ways to show
managers The way information is
organized and filtered Getting info earlier. The
middle of the month sometimes causes questions when it comes to timing of beginning of next month events and what items are planned
Feedback from Sales Reps
What actions can DM's take to "Keep it Simple" in order to provide effective selling information?
Stay organized Sean does a good job with
this in my Opinion. (Sean, what exactly do you do? Lol)
Forecasts, timely communication.
Top 5 or 10 facts taken from the information
TOP 3 Tools we can focus on & Why
1. Sales comparison calculator • The Profit Margin is the
only section on the form that the reps have to input themselves… average weekly sales and units can be pulled from the telxon.
• Great tool to use if they want to take space away from the competition!
• We just need to see if we can get this information in Kroger and Publix
2. Profit Feed Back Report• One of the tools used in
the “action plan”
3. Top 100 Report
Our Learning Outcomes