- Executive Briefing Customer Overview Foodland Super Markets, Ltd. Established in 1948 Market City Founder: Maurice J. "Sully" Sullivan Locally and privately owned by the Sullivan Family 2nd generation CEO is Jenai Sullivan Wall, daughter of Maurice J. "Sully" Sullivan President is Abel Porter Vice President is Joe Detro (Able and Joe are both formerly from Smith's Food and Drugs which operates 125 Stores) Beverage Buyer (Director of Grocery Operations) is Jodi Minamishin Current Agreements Current Foodland CMA - $1.34 Foodland has a good understanding of our CMA program. The CMA has proven to be a good tool in driving cases and attaining GP Continue to execute all Special Emphasis and Stock Up/Pantry Load programs in 2012 Coca-Cola Business Performance YTD Volume is 922,000 cases 3.6% Key Drivers: Dasani 24pk/.5l 12% from prior year 20pks SSD 3% from prior year Success with Coke with Meal Bundles driving incremental volume Current Issues & Opportunities • Increase FLM placement. • Increase occasion based bundling • Quality big event marketing Key Channels & Markets Foodland Super Markets, Ltd. Parent company is Sullivan Family of Companies, Ltd Sullivan Family of Companies own Foodland, Sack N Save, Food Pantry , Malama Markets, Foodland Farms, Coffee Bean & Tea Leaf, Beard Papa Foodland Super Markets, Ltd has a total of 29 stores operating in Hawaii Honolulu has 17, Maui has 5, Hilo has 3, Kona has 2, Kauai has 2
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- Executive Briefing
Customer Overview Foodland Super Markets, Ltd.
Established in 1948 Market City Founder: Maurice J. "Sully" Sullivan
Locally and privately owned by the Sullivan Family 2nd generation CEO is Jenai Sullivan Wall, daughter of Maurice J. "Sully" Sullivan
President is Abel Porter Vice President is Joe Detro (Able and Joe are both formerly from Smith's Food and
Drugs which operates 125 Stores) Beverage Buyer (Director of Grocery Operations) is Jodi Minamishin
Current Agreements
Current Foodland CMA - $1.34
Foodland has a good understanding of our CMA program. The CMA has proven to be a good tool in driving cases and attaining GP
Continue to execute all Special Emphasis
and Stock Up/Pantry Load programs in 2012
Coca-Cola Business Performance YTD Volume is 922,000 cases 3.6%
Key Drivers:
Dasani 24pk/.5l 12% from prior year
20pks SSD 3% from prior year
Success with Coke with Meal Bundles driving incremental volume
Current Issues & Opportunities
• Increase FLM placement. • Increase occasion based bundling • Quality big event marketing
Key Channels & Markets Foodland Super Markets, Ltd. Parent company is Sullivan Family of
Companies, Ltd Sullivan Family of Companies own
Foodland, Sack N Save, Food Pantry , Malama Markets, Foodland Farms, Coffee Bean & Tea Leaf, Beard Papa
Foodland Super Markets, Ltd has a total of 29 stores operating in Hawaii Honolulu has 17, Maui has 5, Hilo has 3, Kona has 2, Kauai has 2
West Region –
Action Plans Initiatives
Volume Plan
Revenue
DNNSI/Cs Plan
.03%
+$.32
.07%
Drive Cases on Displays/POI
Grow Brand & Package Variety
Drive IC Sales Growth
Drive Occasion Based
Programming
Continue to drive incremental theme displays
Refresh racks and displays to meet monthly priorities
Promote package/brand variety to drive incremental sales & GP$
100% Distribution of Authorized Items
Continue market leadership role with emerging and innovation brands
Execute all IC Bundles (People, Gum, Candy)
Continue to look for incremental placements
Drive volume by using SE Pricing
Sustaining Meal Planned from Marketing
Continue to use OBM Custom Coupons
WR PRGM 2012, Large Store RPPP 12oz 12pk Cans 12oz 20pk Cans
32oz Powerade 2L Core/ Flavor
Retail X’S
EDV $5.99
P1 3/$11 – 3/$12
11
P2 4/$12- 4/ $13
8
Retail X’S
EDV $5.99
P1 3/$12 16
P2 4/$13 8
2011 2012
• TL Increase From $9.64 to $10.12
• +5 Incremental P1 Events
• Coupon Transition • Tiered Discount Approach
Segmented by Customer
Highlights
Retail X’S
EDV $6.99
P1 $5.99 -$5.49 7
P2 $4.99
Retail X’S
EDV $6.99
P1 $6.49 9
P2 $5.99 9
2011 2012
• Cycling Customer Investment of $4.99
• Coupon Transition
• Maintain 12pk /20pk Value Index
• +9 Incremental Events
Highlights
Retail X’S
EDV $1.79 - $1.59
P1 $1.25 6
P2 $0.99 8
FLVR $0.99 18
2011 2012
• Cycling 1M cs at Retails <$1.00
• Coupon Transition • +5 Incremental P1 Events
Highlights
Retail X’S
EDV $1.79 - $1.59
P1 $1.33 7
P2 $1.25 15
FLVR A EDV 4/$5 P1 $0.99
6
FLVR B $0.99 18
2012 Retail X’S
EDV $0.99- $0.89
P1 $0.79 28
P2 $0.69 4
P1 B10G5F 4
Retail X’S
EDV $1.25 - $0.99
P1 $0.89 16
P2 $0.79 16
P1 $0.69 2
P2 B10G4 6
2011 2012
• EDV remains at $1.25 • From B10G5 to B10G4
• Less $0.69/ $8.80 Wks • Pending Approval
Highlights
Customer – Price Pack Plan
Month January 2012 February 2012 April 2012 May 2012Wed Start 4 11 18 25 1 8 15 22 29 7 14 21 28 4 11 18 25