The document discusses key support services that can assist sales efforts and deliver results for a company. These include sales operations, pricing policies, retail execution, analysis and evaluation, and waste controls. Sales operations involves direction, contracts, policies, procedures, pricing, forecasting, and goal setting. Retail execution focuses on on-shelf availability and product placement. Supply chain visibility into product quality, shelf life, damages, and reclaims can improve policies and procedures. Proper coordination of these activities can improve field force effectiveness and return millions to the company's profits.

1. Support Services That Assists the Sales Effort and
Delivers Results for the Company
Supply
Chain
• Sales Operations
Providing support services and
• Pricing Policies leading edge solutions to the
Customer Development group
designed to maximize operational
• Retail Execution
efficiency when dealing with our
Field Customers.
• Analysis & Evaluation
Implementation and Enforcement
• Waste Controls of the right policies improves the
effectiveness of the Field Force, and
returns Millions to the P&L
Tom Weldin LLC
Retail Excellence
118 McKinley Avenue
Dumont, NJ 07628
(201)-338-2486
Tom.weldin@gmail.com

2. Optimizing Results by Optimizing Resources
Sales Operations
The central nervous system of any Company. Direction,
Contracts, Policies, Procedures, Pricing, Forecasting,
Goal Setting impact trade relations with Customers. Poor
coordination of these activities charge millions
unnecessarily to the P&L.
Sales Promotion Administration and Analysis
Communications with Field Customer Development
personnel is imperative for success. Brand plans , customer
development, situation analysis for growth/improvement
and funds management assist the Company in achieving
it’s targets.
Retail Execution
Picture
Inspect what Graphic The Field Sales Team
Or you expect. is the life
blood of the execution of plans with the Consumer. 90%
of the business happens at the retail shelf. Positive On
Shelf Availability deliver results. Out of stocks and voids
negatively impacts our results.
Supply Chain
Visibility of Product Quality and Shelf Life are important
factors to the Consumer. Understanding product
quality, supply chain damages and reclaim –
unsaleables leads to improved Policy and Procedures
between you and your Customers. Enforcement of the
right practices can save 1% of sales.
Tom Weldin LLC
Retail Excellence
118 McKinley Avenue
Dumont, NJ 07628
(201)-338-2486
Tom.weldin@gmail.com

3. Optimizing Results by Optimizing Resources :
Sales Operations
Sales Operations
The central nervous system of any Company. Key activities:
• Third Party Sales Agents Sales Structures and Performance
Contracts.
• Picture
Bonus and Incentive Contracts.
• Or Graphic
Quota/Proforma Determination and Evaluation.
• Sales Forecasting.
• Industry/Trade Relations.
• Corporate Policies and Procedures.
• Terms of Trade.
• Pricing Policies and Communications.
• Product Information Communication and Maintenance.
• Waste Management Procedures and Coordination.
Poor coordination and implementation of these activities could
charge millions unnecessarily to the P&L.
Tom Weldin LLC
Retail Excellence
118 McKinley Avenue
Dumont, NJ 07628
(201)-338-2486
Tom.weldin@gmail.com

4. Optimizing Results by Optimizing Resources :
Sales Promotion
Sales Promotion Administration
and Analysis
The executional arm of the Sales Operations Department. Key
functions:
• Interaction with Field Customer Development and Brand
Management personnelPictureis imperative for success.
• Brand plans coordination,Graphic
Or implementation and evaluation.
• Active participant in Brand/Field Sales Planning Sessions.
• Situation analysis for growth (Business Expansion) or
improvement (Competitive Threats).
• Funds determination to ensure that the Company has the
appropriate rate per case that delivers the maximum ROI.
• Funds Management and Tracking Systems.
• Coupon Coordination for Promotional Programs.
• Sales Reporting and Syndicated Sales Data Analysis of
Baseline and Promotional Business Activities.
Tom Weldin LLC
Retail Excellence
118 McKinley Avenue
Dumont, NJ 07628
(201)-338-2486
Tom.weldin@gmail.com

5. Optimizing Results by Optimizing Resources :
Retail Execution
Retail Execution
90% of the business happens at the retail shelf. Key concepts:
• Improve On Shelf Availability through proper product
assortment and space allocation.
• Perform fair share of shelf to share of market analysis.
• Perform Store coverage analysis. Not all chains act the
Picture
same. Are we getting the best bang for the buck in this
store? Or Graphic
• Are the Sales Agents properly armed and trained?
• Inspect what you Expect. Perform in-field audits:
• Is the shelf section plan-o-gram compliant?
• Does the shelf set meet the Corporate Brand
standards?
• Are the proper rotation procedures being followed
in both the shelf and backroom?
• Is the store frequency appropriate?
• Are we getting the most out of our merchandising
programs and materials?
Tom Weldin LLC
Retail Excellence
118 McKinley Avenue
Dumont, NJ 07628
(201)-338-2486
Tom.weldin@gmail.com

6. Optimizing Results by Optimizing Resources :
Supply Chain
Supply Chain
The Supply Chain is vital in any open dated product
environment. Getting the right product, in the right
quantity at the right time is critical for survival. Key
concepts:
• Picture
Waste Control Procedures must be tight. If it is not, it
can be a drain on ourGraphicand the Customers’.
Or profits
• Damages and Reclaimed goods are not just the
results of excessive inventory. All parties involved play
a role and must take ownership.
• Enforcement of the right practices can save 1% of
sales.
• Recalls and Product Retrieval Procedures must be in
place and ready to be activated at any moment.
• Order replenishment systems that ensures the flow of
goods from warehouse to stores.
Tom Weldin LLC
Retail Excellence
118 McKinley Avenue
Dumont, NJ 07628
(201)-338-2486
Tom.weldin@gmail.com

7. Optimizing Results by Optimizing Resources :
Partners in Retail Growth
UNILEVER US NORTHEAST DIVISION (October 2010 – January 2011).
Goal was to create and develop an Ethnic Inner City Sales Execution Plan that
assisted the Company in addressing Hispanic Sales Penetration in small retail
outlets, not currently covered, in New York City. Part of the project involved :.
• Identify small outlet stores (Superettes and Bodegas) for Coverage.
• Develop the portfolio that meets the needs of the neighborhoods involved.
• Identify additional coverage in these outlets by an Ethnic Food Distributor.
• Estimate volume potential from the additional coverage and potential benefits.
• Create the in-store retail process to execute the Plan of the Brands Involved.
• Establish the Planning Cycle Process to address new opportunities and/or correct
problems.
•Present findings for First Quarter 2011 launch in New York City.
Picture
Or Graphic
EHRMANN USA LLC, Mishawaka, IN (February 2011 – April 2012).
Goal was to create and develop a Sales Execution Plan that assisted the Company
in bringing their Bavarian Yogurt product line to market in the Upstate New York and
New England Markets. Part of those responsibilities included, but were not limited
solely to:
• Identify and Contract Third Party Sales Agents to represent the Company.
• Process Mapping and Developing the Sales Functions to support the product.
• Establish a Supply Chain process to fulfill orders and provide financial support.
• Perform introductory sales presentations to targeted customers in the launch area.
• Determine, recommend and execute all Pricing and In-store promotion programs.
• Perform Market visits to evaluate execution at retail by the Sales Agents.
• Analyze opportunities for Business Expansion and Correction steps if needed.
• Identify further markets and customers for possible future expansion.
Tom Weldin LLC
Retail Excellence
118 McKinley Avenue
Dumont, NJ 07628
(201)-338-2486
Tom.weldin@gmail.com