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SER Intern Report Out
August 3, 2016
Shanteria Hines
Brian Bolton, Unit Sales Manager
August 4, 2016 2
Agenda
About Me/Summer Experiences
Location Overview
Critical Experiences
Key Projects
Takeaways/Feedback
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
August 4, 2016 4
Summer Fun
Toruk : The First Flight
Cirque du Soleil
Braves Game Volunteering BFF Birthday
Adventure
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
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
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
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
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
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
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
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
August 4, 2016 13
Project Photos
August 4, 2016 14
Recommendation for Maintaining
Shipper Basket End CapTie-in
19 Publix
Stores
15 Publix
Stores
16 Publix
Stores
16 Publix
Stores
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
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
August 4, 2016 17
Thank You!!
Questions?

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Shanteria Hines Presentation- PepsiCo

  • 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
  • 13. August 4, 2016 13 Project Photos
  • 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
  • 17. August 4, 2016 17 Thank You!!

Editor's Notes

  1. PBC Atlanta
  2. 3 pics
  3. By number w/ picture
  4. Overcoming the objection of selling in enemy territory by educating managers on pepsico products in their geographic areas and product clusters