This week the intern's biggest tasks and learnings were merchandising independently, working on solo pull-ups and breakdowns, and putting up product alone on the perimeter of stores. Opportunities for growth included getting faster at perimeter work, improving technique for moving product through registers, and ensuring enough product is kept on displays. Safety training at the zone retreat focused on accountability, rewards and recognition programs, and past safety results. Business reviews covered customer service, lagging vs leading indicators, division performance, and holiday targets.

1. 10
Kaelin Tuell Summer Recap
20

2. 7x1
Merchandiser
Training
FRI:
Merchandiser
Training
THURS:
This Week My Biggest
Tasks & Learnings Were:
Teresa Reecer
Shadow
• The general concept of merchandising
WED:
• How to be most helpful to my RSR
• What my responsibilities are
• Importance of Plan O Gram
• Rotating, Relocating, & Rolling
Pat Wolter
• How to Set Up a TMD display
Shadow
• How to work product around the
TUES:
perimeter of the store
• Folding & sorting KD’s correctly
Opportunities:
Orientation
MON:
PTMP
• Working product faster & more efficiently
1:1’s
• Learning my way around the stores
VIP
• Working Back Stock more quickly
2

3.
7x2
M. Training
FRI:
Intern Outing
Zone Meeting M. Training
RTO Class
THURS:
This Week My Biggest
Tasks & Learnings Were:
RTO Classes-
• Service Cycle (values & inclusion)
WED:
• Safety Policies
• Vehicle Safety (TEST DRIVE workshop)
• Merchandising
Zone Meeting-
• Execute dip on displays
M. Training
• Top 3 promos
RTO Class
• Know target for each store
NDPCO: news, Doritos, Potato, Corn, other
TUES:
•
• RSR accountability
Opportunities:
M. Training
• Safety on Route
MON:
• Talk to my team about what WE do to
execute dip, promos, & targets.
3

4.
7x3
M. Training
SAT:
M. Training
FRI:
This Week My Biggest
Tasks & Learnings Were:
M. Training
THURS:
• Tips for merchandising
• Movement of product from displays to shelves
for rotation.
• Importance of space
• Faster cart to shelf time
• Executing proper pop & lace
M. Training
• Working Better For You section
& Registers alone
MON:
• Prepping for Push week
Opportunities:
M. Training
• Learn perimeter execution & perform
individually.
• Handle dip execution in stores
SUN:
• Be able to handle Afternoon pull-ups alone.
4

5.
8x1
M. Training
SAT:
M. Training
FRI:
M. Training
This Week My Biggest
THURS:
Tasks & Learnings Were:
• Solo WM pull-ups
• TMD breakdowns & product movement
M. Training
• Working solo on putting up product on the
perimeter (endcaps. GM. registers.)
MON:
• Building Sand Castles
• Displays: Dip, Sign, Clip Strips
Opportunities:
M. Training
• Faster around the perimeter
• Better technique of moving product through
SUN:
the registers
• Keeping enough product on trains
5

6.
8x2
Merchandising
SAT:
Merchandising
FRI:
This Week My Biggest
Merchandising
Tasks & Learnings Were:
THURS:
• Set up displays for Brickyard 400
• Madden Doritos Pallets
• Merchandising on my own
Merchandising
• Working extra to get up dip & work out
back stock
• Working Quickly but efficiently to stay on
MON:
time for T-COM
Opportunities:
Merchandising
• Not letting back stock get out of hand
• Getting dip out of the back room!
• Putting up backstock product BEFORE rolling a
SUN:
NEW cart onto the floor
6

7.
8x3
Keith Cox
Shadow
FRI:
Keith Cox
Shadow
THURS:
This Week My Biggest
Tasks & Learnings Were:
Colby Eglinton
Wal-Mart Sales Calls
• Analyzed current space & sought new opportunities
• Compared gondola footage with competition
Met with managers for sales discussion
Shadow
•
Promoted Back To School Events
WED:
•
• Laid foundation for NFL Pre-Season kickoff
• Sold in numerous Back To School displays
Sold tent displays for Madden 2011 release
•
• Sales Recap; Sell-Ins, Strengths, Opportunities
Colby Eglinton
DSL Shadowing
Walk Through
• Look for new opportunities
Shadow
• Evaluate Merchandising
TUES:
• Log positive & negative findings for RSR 1:1
• Discuss opportunities for space with manager
Managing Accounts
• Analyze sales numbers
• Discuss sales & sales goals with RSR
• Make plan to increase sales
Pat Wolter
Leading A Team
Shadow
• RSR 1:1s
MON:
• Work Withs
• Motivating RSRs to make Plan
• Holding Sales competitions
7

8.
8x4
Shadow Todd W.
Plant Tour
TUES:
Shadow Todd W.
Intern Report
MON:
Outs
This Week My Biggest
Tasks & Learnings Were:
• W/W on small format Certification
• Intern Report Outs taught me about
different perspectives and opportunities
in the Heartland Region (Sales, Sales Ops,
& at the Plant)
• Plant tour was really exciting & very
interesting to see how the products are
developed before they get to our routes.
• Eating the hot Cheetos off the line was
the best part of the experience!
Opportunities:
• Begin working & organizing ideas for
upcoming project
8

9.
8x4
This Week My Biggest
Tasks & Learnings Were:
Zone Retreat
Safety
Creativity
• Cartoon Safety Episodes
• Parking Lot Obstacle Course
FRI:
• Safety Boots/Achilles
Accountability
• Take responsibility for safety
Zone Retreat
procedures
• “Make Safety Personal”
Rewards & recognition
THURS:
• Shirts, cookouts, awards
2010 region/zone safety results
o 0 collisions YTD
Business Review
• Customer Service
Zone Retreat
• Lead VS Lag
• Workwith Recaps
• BU’s #1 single serve flex/ #1 Tostitos/ Doritos
WED:
#2
• DIP
• 13/133 Zones (Herman Lay)
• #2 in Region
• Holiday Targets
• KNOW your target: Cant reach an
unplanned goal
• Execution
• NDPCO: news. Doritos. Potato. Corn. Other
DIP Planning
Zone Communication
Jason-
• DSL -> RSR Comm
• Weekly Route Planner
• Top 3 executions for each store on
route
9

10. Zone Meeting Continued…
Sales Call Role Play:
Prep
• Know your targets
o Before meeting, know what you are executing
• Know the manager’s name before you greet them
Greeting
• Small Talk
o Break the ice with taking interest in them & their job
• Thank them for their Support!
o Let them know you appreciate their support & show pics from
past displays
• Tell them where you want to be; #1 vendor
o Winning Together: Partnership Report
o We win: They Win
o Ask about FL’s performance in their store
o Ask about anything else FL can do for them
• What are you going to do to make their store #1
o Use a competitive theme with their rival stores & give them a
plan to help them boost their rankings
Selling
Customer
• “Make It Personal”
o Best way to sell is RELATING to the buyer
• Know manager’s personal interests
o Use their interests to make the sale personal
o Colts Fan  excitement for the season & show like displays
• Sell in theme & ride it out (colts display  superbowl)
o When they are all in for a theme… don’t try to change
over- secure it for as long as you can!
• Use their name to keep them engaged
o Say their name as much as possible to make the pitch less
generic
• Pause for feedback
o Give them time to comment
o Engage them in questions:
 What do you think do far?
 Would you like to see some more?
• Tell them why they should “UP” last year & not be flat YTD
10

11. Sales Call Role Play Continued…
Store
• Fight for Permanent Displays
Move them away from the cardboard & suggest perm.
• Solve individual store problems (space/locations)
Empathize with them on their lack of space
But give them a solution that benefits both
Data
Keep data simple
Only the most important numbers are necessary
Have a Theme: Incremental Sales w/ Holiday Displays
Refer to a Financial Tool
Show them FL sales numbers & their store
RPM total & Dip numbers
Show Important Statistics & Graphs
FL vs Competition on End caps (graph)
Picture of Priority Sale
Show them what you are describing
What’s in it for them?
(Customer profit Amount): $7000 Growth/Period
Profit per turn
Make them aware of the sales increase
Upcoming Programs
Touch on events coming up to be ahead of the game
Record Date Details
Date expected & Duration of Display
Closing
Recap sales call: Dates, size, location
Be flexible to their wants/needs
They want a display up ASAP: plan for a setup that night
The more you adhere to their wants/needs the more you will receive in
return
Finalize game plan
Recap sales call & finalize their decisions
“so were doing a Colts Display w/ dip & converting two end caps to Lays
& Doritos”
specifics on when they want the product & display in their store
Leave expectations behind: 4 towers, 20 cases of dip, 6 clip strands
Leave pictures/dates/details behind for them to refer to
Also leave any information you were unable to cover for them to look
over IF they have time.
Leave them with follow up dates
Thank them for their time & follow up small talk
11

12.
9x1
Merchandising
SAT:
This Week My Biggest
Tasks & Learnings Were:
Merchandising
• Taking away from the zone meeting &
applying tasks on my route.
FRI:
• Not to leaving dip in backstock
• Staying behind to get important tasks
finalized i.e. endcap turnovers, working up
Merchandising
excessive backstock.
THURS:
Opportunities:
• Controlling what we can control
o Unsaleables
Merchandising
o TOO many stales.
• Getting everyone rotating!
MON:
o One person not rotating can waste time
for other people working the route
Merchandising
SUN:
12

13.
9x2
Merchandising
SAT:
Merchandising
This Week My Biggest
Tasks & Learnings Were:
FRI:
• WM Inventory
• Putting up Colts Displays
Merchandising
• Changing Over Endcaps in every store
• Perfecting the look of displays
Ordering product for a store
THURS:
•
Opportunities:
• Taking
Merchandising
advantage
of sales
MON:
& ordering
PROPERLY for
those sales.
Merchandising
SUN:
13

14. My Signature Work
14

15.
15

16.
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