1. DRIVE THE BUSINESS PROJECT:
MARKET BASKET
Presented By: Vivek Mistry
Date: October 11, 2016

2. • Introduction
• Project Goal
• Why This Metric?
• Action Plan
• Awareness
• Coaching
• Expected Hurdles
• Results
AGENDA
2

3. • To create an impactful selling culture by attaching key add-
ons to major items to drive sales
• Drive all market basket categories above the company’s
Target Attach % into the green
Market Basket Weekly Goals
• Check report on weekly basis
• Turn two market baskets from red to green per week and
maintain
• By end of tenure, turn eight market baskets from red to
green
3
PROJECT GOAL:

4. • Increase sales and profitability
• Strong focus on these categories in the company
• Create a selling culture in the store
• Enhance customer relationships
4
WHY MARKET BASKET?

5. 5
STORE 1015 MARKET BASKET
0
10
20
30
40
50
60
70
Week 28 PTD
Targets
Attachment Rate

6. 1. Communicate the big picture, benefits, and how it
contributes to the team/store
2. Emphasize market basket report and numbers during
morning meetings/one on one
3. Utilizing the sales price and value
4. Displays, and Two-Tier Bin Strategies
5. Influence team to buy in, practice leadership needed as
sales manager
6
AWARENESS

7. 1. GAME FACE Observations
2. Role Playing
3. Celebrate Wins
4. Hold Leads accountable
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COACHING

8. • Not using GAME FACE Selling
• Lack of product knowledge
• Satisfaction with main
product sale
• Late Adopters
• Customer Reaction
• Overly Aggressive/Pushy
• Task oriented
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ASSOCIATE
ROADBLOCKS
CUSTOMER
ROADBLOCKS
• Lack of Interest
• Cost
• Unnecessary and unneeded
product
• In a hurry

9. 9
GREEN CATEGORIES PER WEEK

10. • I did reach my goal from Weeks 29-33, but during Week 34
and 35 I did not
• Adjustments were made
10
RED TO GREEN WB

11. 11
TOP CATEGORIES 7 WEEK PERIOD

12. • Number 1 in the district 4 weeks running.
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PERIOD TO DATE

13. • Week 31 Market Basket categories changed
• Bows & Crossbows and Outerwear Accessories were added
in place of Rods & Reels and Boats
• Shoes Accessories is added to Athletic Footwear category
• A chance to start fresh
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ADJUSTMENTS

14. • My overall goal of meeting 8 total market basket for PTD
was not met.
• Only 5 total market baskets were green
• Major Challenges
• Guns
• Footwear
• Outerwear
• Adjustments will continue to be made
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RESULTS

15. • Lodge Lead Key Holder – Chaz
• Team Sports Lead – Ryan G
• Footwear Lead – Kym
• Apparel Lead - Kaila
• FFL – Raymond
• Golf Associates
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HAND-OFF PLAN

16. • What did I take away overall?
• You can make an impact on the selling culture in the
store and change it
• Key Items must be present
• Go above and beyond helping the customer and they
will respond
• What did I learn about the business and being a manager?
• Why the company relies on add-on sales
• Change in culture in places like FW
• Changing associates from tasking to selling
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LESSONS LEARNED

17. THANK YOU
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