Drive the Business project

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

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• Introduction• Project Goal• Why This Metric?• Action Plan

• Awareness• Coaching

• Expected Hurdles• Results

AGENDA

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• 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

PROJECT GOAL:

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• Increase sales and profitability• Strong focus on these categories in the company • Create a selling culture in the store• Enhance customer relationships

WHY MARKET BASKET?

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STORE 1015 MARKET BASKET

Footw

ear

Socks

Insoles

Bikes

Accesso

ries

Helmets

Hydrati

on

Golf Equipmen

t

Golf Balls

Accesso

ries

Golf Gloves Guns

Ammunition

Gun Accesso

ries

Targe

t Shooting

Rods & Reel

sLures

Terminal

Fishing L

ineBoats

Paddle

Accesso

ries

PFD

Paddles

0

10

20

30

40

50

60

70

Week 28 PTD

TargetsAttachment Rate

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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 value4. Displays, and Two-Tier Bin Strategies5. Influence team to buy in, practice leadership needed as

sales manager

AWARENESS

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1. GAME FACE Observations2. Role Playing3. Celebrate Wins4. Hold Leads accountable

COACHING

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• Not using GAME FACE Selling• Lack of product knowledge• Satisfaction with main product sale• Late Adopters• Customer Reaction• Overly Aggressive/Pushy• Task oriented

ASSOCIATE ROADBLOCKS

CUSTOMER ROADBLOCKS

• Lack of Interest• Cost• Unnecessary and unneeded

product• In a hurry

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GREEN CATEGORIES PER WEEK

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• I did reach my goal from Weeks 29-33, but during Week 34 and 35 I did not

• Adjustments were made

RED TO GREEN WB

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TOP CATEGORIES 7 WEEK PERIOD

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• Number 1 in the district 4 weeks running.

PERIOD TO DATE

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• 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

ADJUSTMENTS

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• 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

RESULTS

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

HAND-OFF PLAN

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• 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

LESSONS LEARNED

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THANK YOU