1. Tia A. Williams
Future Sales Leader Intern
Pepsi Beverages Company – Atlanta
Manager: Floyd Fejuste

2. September 15, 2015 2
Agenda
About Me/Summer Experiences
Location Overview
Critical Experiences
Key Project(s)
Takeaways/Feedback

3. September 15, 2015 3
About Me
• Hometown: Hampton, GA
• School: The University of Georgia
• Graduation Date: Spring 2016
• Major: Business Management
• Interests: Traveling, baking, and
community service

4. September 15, 2015 4
Summer Fun!
HBCU 5k Scholarship Run
HQ @PepsiCoJOBS
Intern Twitter Take Over
The Power of One:
SER Women Empowerment
POD Session
Atlanta Feed the Children

5. September 15, 2015 5
Location Overview
Location: Atlanta, GA (PBC)
• Cover 1500+ accounts
– Sales
• Pre-Sell Routes: 12
• Bulk Routes: 20
– Delivery
• D-Bay Deliveries:1200/week
• Bulk Deliveries: 500/week

6. September 15, 2015 6
Critical Experiences
Delivery Bay Route Ride
• ARA contract and survey
• P.R.E.M.I.E.R.
• P.E.P.S.I.
• Executional Framework
• Best of the Best Audit Form
• Products and pricing strategies
• Place order (handheld and iPad)
• Top selling products in Territory 2
• Developed relationship with CR
• Waste rotation
1 Pre-Sell (AOM) Route Ride
• Packaging of products
• P.R.E.M.I.E.R
• Invoice
• Delivering product
• Product rotation
Large Format BCR Route Ride
2
3
Critical Experience Learnings
• P.R.E.M.I.E.R.
• P.E.P.S.I.
• Executional Framework
• Best of the Best Audit Form
• Products and selling prices
• Place order (handheld and iPad)
• Developed relationship with BCR
• Waste rotation

7. September 15, 2015 7
Key Project: Own the Streets – ARA Compliance
• Objective: to build a better relationship between
PepsiCo and the Atlanta Retailer Association to help
enforce 100% compliance with accounts
• Project Execution: within 6 weeks attain 100%
compliance in 20% of ARA accounts in Territory 2
(Downtown, West side, and Southside of Atlanta)

8. September 15, 2015 8
Atlanta Retailers Association
• Co-op buying group which
consists of gas stations and
convenience stores
– Territory 2
• Total of 170 ARA accounts
• If compliant, PepsiCo provide
accounts with rebate per case
– $0.60: CSD
– $0.70: Isotonic
– $1.25: Non carbs

9. September 15, 2015 9
Atlanta Retailers Association Contract

10. September 15, 2015 10
Steps for ARA Compliance
Step 1: Survey store to determine if they
are following ARA contract
Step 2:Determine how many shelves
needed to be in compliant
Step 3: If store is not in compliance,
determine if owner/decision maker is
aligned to do a reset
• if “Yes”
• complete reset form
• order products with CR
• the reset will be done in 3-5 days
• if “No”
• Store will be informed they will not receive
rebate
• SDL will follow up with KAM and ARA
compliance officer

11. September 15, 2015 11
Looks of Success: Windsor Supermarket (Richardson St.)
Before After
Shelves gained
• 14 shelves gained
• 50% shelf increase
• 70 cases (from reset)
• Net Revenue
$986.30
• MC
$448.70
2015 YTD index: 118
• 2014 Volume: 197
• 2015 Volume: 232

12. September 15, 2015 12
Looks of Success: Texaco (Delowe Dr.)
Before After
Shelves gained
• 9 NCB shelves:
• 26% shelf increase
• 54 cases (from reset)
• Net Revenue
$756.54
• MC
+$346.17
2015 YTD index: 131
• Volume 2014: 495
• Volume 2015: 650

13. September 15, 2015 13
ARA Compliance Results
Total Stores Reset
39 resets
Total Shelves Gain
238 shelves
- 11 CSD
- 58 Isotonic
- 169 NCB
Profit Increase
+ 1279 cases
23%
accounts
Estimated Annual MC $79,330
Net revenue: $18,021
MC : $8,198

14. September 15, 2015 14
ARA Compliance Challenges and Successes
Common Challenges
• Store owners are unaware of
contract guidelines
• Store owner/decision maker
availability
• Store owner’s mentality
• Third party vendors
– Ex: Southeast
• Store’s contract with other
vendors
– Ex: Red Bull
• Limited spacing (smaller stores)
Successes
• Educating owners on contract
• Selling with insight
– Promoting deals
– Knowing best products for store
• Maximizing space
– Rolling racks and/or add shelves
– Barrels
– Coolers
• Setting store up for success
– Resolving customer issues
– Helping with reset

15. September 15, 2015 15
Next Steps for ARA Compliance
• Communicate effectively
– Continue to build better
customer relationship
• Accountability
– Store owners/managers
– CR
• New survey sheet

16. September 15, 2015 16
Reflection: Key Takeaways
• Importance of working as a team
• Importance of leadership in accomplishing tasks
– Lead by assuming responsibility
• Effective communication and listening
– P.E.P.S.I.

17. September 15, 2015 17
Feedback: Strength and Opportunities
• Strengths:
– Conference call check in
– “Hands On” experience
• Opportunities
– Develop S.M.A.R.T. objectives for
key project within first week
– Better communication and/or
collaboration with other interns
– Longer time for internship

18. Questions?