Enabling Excellent Execution E 3 Best Practice Sharing example: Poland Intelligent Promo – Fuel with STATOIL Objectives of the in-store initiative: Implement on Polish market Intelligent Promo which brings significant grow of ENR MS Solution: IP with fuel Promo mechanism: Buy ENR batteries and you will receive 15gr discount for fuel per one liter on Statoil petrol Main objective: Increasing MS by maximizing: number of SE and NSD in TT Learning’s & ‘Hints & tips’: Teamwork how we might work with Customers Prepare a clear benefits orientated selling story Add comments about how we might continually Improve Field/Merchandising teams might help Execution Field force education and engagement is crucial. Used much more prepacked displays vs. LY help to build impactful visibility in store, avoid stock problems Challenges: Find the promotion with WIN- WIN for ENR, Partner & Retailers Implement promotion on very aggressive FGOP and discount promotions market. Buster the myths that there is only one way in this category: FGOP or discount promo Convince buyers that IP is better and stronger then competitors activities What you did to overcome: Found consumer insights: Focus group to find the best IP Prepared selling story with strong argumentation: examples of LY IP, data that showed how strong is our promo, consumer insights Investment & Resources: Focus Group ATL: Internet & PR campaign POS and displays production Sales force introduced to materials in store What has been measured? • Sell out results (value & volume) • MS • No. of displays Confidential! Internal Energizer use only