1. SER Intern Report Out
August 3, 2016
Shanteria Hines
Brian Bolton, Unit Sales Manager
2. August 4, 2016 2
Agenda
About Me/Summer Experiences
Location Overview
Critical Experiences
Key Projects
Takeaways/Feedback
3. August 4, 2016 3
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
4. August 4, 2016 4
Summer Fun
Toruk : The First Flight
Cirque du Soleil
Braves Game Volunteering BFF Birthday
Adventure
5. August 4, 2016 5
Location Overview
Location: PBC- Atlanta, Ga
• Built 1956
• Sales
– 5.5MM Cases Annually
– Large Format
• 29 Routes
– Small Format
• 14 Routes
6. August 4, 2016 6
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
2
3
4
Critical Experience Learnings
7. August 4, 2016 7
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
8. August 4, 2016 8
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
9. August 4, 2016 9
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
10. August 4, 2016 10
Key Project: Publix Take-over
16.9oz 6 pack
22 displays
Dr. Pepper 20oz
15 displays
Pure Leaf 64oz
18 displays
Take Home
CSD:
‒ Displays: 61
Non Carb:
‒ Displays: 69
Cold Drink
CSD:
‒ Displays: 28
Non Carb:
‒ Displays: 39
11. August 4, 2016 11
Project Overview
8 Week Store Performance
Total
Volume:
‒ 75,000
Net Revenue:
‒ $756,000
MC$:
‒ $330,000
Cold Drink
CSD:
‒Volume: 5,000
‒Revenue: $118,000
‒MC$: $91,000
Non Carb:
‒Volume: 5,000
‒Revenue: $104,000
‒MC$: $44,000
Take Home
CSD:
‒Volume: 44,000
‒Revenue: $393,000
‒MC$: $161,000
Non Carb:
‒Volume: 22,000
‒Revenue: $141,00
‒MC$: $33,000
12. August 4, 2016 12
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
14. August 4, 2016 14
Recommendation for Maintaining
Shipper Basket End CapTie-in
19 Publix
Stores
15 Publix
Stores
16 Publix
Stores
16 Publix
Stores
15. August 4, 2016 15
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
16. August 4, 2016 16
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