CONTENTS SALES PRESENTATION ABILITY DRIVING FOR RESULTS CUSTOMER SERVICE ORIENTATION INNOVATION COMMUNICATION DEMONSTRATION EXPERIENCE
SALES PRESENTATION ABILITY June 2011 was the scheduled opening for the one of DeCA’s largest and newest Commissary. Several of our clients asked to be part of the grand opening package. With time passing by each day and mixed directions of how to approach on being on the package I knew I needed to make a big move for our clients. – Converted all the information provided to DeCA buyers into store friendly slides. – Chased several appointments with the Store Director during a frustrating time frame of him not being unavailable. – After several failed attempts I was given the opportunity to present our package to Charlie Dowlen, a buyer at DeCA headquarters, sent in review and evaluate all promotions for Grand Opening. – Majority of our presentations had authorized demos so I sold all possible promotions as demo stations requiring a 2 pallet space. – The Store Director made time review the S&K package with the direction of Mr. Dowlen that our package was strong and worth reviewing. – Had all slides approved.
DRIVING FOR RESULTS Creating presentation slides was only half the battle for the Ft. Bliss Grand Opening. To be successful and prove I presented the right deals I had to prove I was able to follow through. – Had to create an action plan to attack each slide and how to achieve within a reasonable amount of time. – Created a team to attack each display. – Systematically broke down each slide except the DM TL into individual moveable displays which were prepped and ready to be dropped anywhere at any time. – Created two large mass displays one of which was featured in the DeCA magazine. – Became the “Go To Guy” for all featured displays in the store since Grand Opening.
CUSTOMER SERVICE ORIENTATION Becoming the “Go To Guy” for Ft. Bliss Commissary meant any display opportunity that needed to be a standout had to be given the best service possible to not only our manufacturers but to DeCA. – Having performed above Store Managements expectations I was tasked to lead the Post in a program “Feds Feed Families” in which the store and Garrison had very short notice to prepare for. – Ordered in a half truck of Del Monte club packs for display and donation. – Designed a store specific “Feds Feed Families” banner. – Was able to arrange use of Bliss Commissary CMA Accrual to use gift checks to purchase single cans of Del Monte Corn, Green Beans and Sweet Peas through the front end register. Converted the receipt to 8 count club packs. – Recently I was recognized on behalf of Del Monte by the Garrison Command of Ft. Bliss for large contribution to this program.
INNOVATION Recently I developed a community outreach project with the Ft. Bliss MWR “Dinner on a Dime” group to feature a 6ft. wide sign to focus on meals that a family of 4 can make for under $25. – Created the program to feature S&K products without directly advertising so. – Provides a line of communication between our real customer the Patron and industry. – Although it will have minimal impact on product sales it strengthens relations with not only Store Management but our Commissary Patrons.
INNOVATIONFEATURING YOUR COMMISSARY SPOT LIGHT SHOPPERS OF THE MONTH • CHECK EACH MONTH FOR NEW RECIEPES FEATURING COMMISSARY ITEMS • HELP KEEP YOUR SHOPPING BUDGET IN TACT • FAST AND EASY MEAL IDEAS THAT THE WHOLE FAMILY WILL ENJOY WANT TO PARTICPATE? CONTACT: AISHA RUHLAND (915) 569-8376
COMMUNICATION In my previous employment with Acosta ( formerly C. Lloyd Johnson Co.) I was chosen twice to make a presentation to our Conus and Oconus Commissary sales force. – Having presented several times in front of many people I was excited to be given the opportunity to present an educational piece to my co-workers. – I first had to develop a power point slide show to reflect the themes of our meeting. – The theme of “Teamwork” gave me an opportunity to showcase what I did to make my territory special and efficient. – By choosing to show my communication with my stockers it gave an insight to some people of the disconnect they have when their stores are running inefficiently. – I was also able to share a technology feature that many did not know was available. I provided the file path on exactly how to find and create their own newsletter. – Content was given on what to pinpoint in their communication. – I was later informed by several TM’s that this feature created a closer working relationship with their merchandisers as well as their vendor stockers.
DEMONSTRATION EXPERIENCE Throughout my various experiences in the grocery industry I have had the opportunity to do a broad range of product and company demonstrations in a public setting. – Having done the task of assisting in coordinating food shows at Joseph’s Lite Cookies I had the privilege of attending as well as working shows that required making fast, short and to the point pitches with a goal of closing a sale from either a distributor or store chain. – This setting allowed me the learning experience of speaking publicly with a short window to demonstrate a little known product with many qualities and substantial potential in any market place. – Opportunities such as, ECRM, is a forum that allows 20 minutes with a client that has never had interaction with your company or product . This allows a little more time to close a quality sale, along with the time to develop a mutual relationship. – Also, being given the opportunity to give small educational speeches in front of colleagues has been a tremendous aid to broadening my public speaking experience. – Given the industry we are in it is easier for me to walk in confidently to articulate my sale, display opportunity, or just build a relationship with the contact needed to further enhance my business.