1 Our TBT Vision “To Be Wal-Mart / Sam’s Most Valued Supplier” Click to advance Dave Thank you Mark and Scott and Good afternoon everyone. Stuart and I are proud to represent the Wal-Mart TBT and to review with you some initial steps we have made in the journey to become “Wal-Mart’s Most Valued Supplier and highlight our 2008 plans for Success.
Dave. Thank you Mark and Scott and Good afternoon everyone. Stuart and I are proud to represent the Wal-Mart TBT and to review with you some initial steps we have made in the journey to become “Wal-Mart’s Most Valued Supplier and highlight our 2008 plans for Success. Our TBT Vision. - PowerPoint PPT Presentation
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1
Our TBT VisionOur TBT Vision
“To Be Wal-Mart / Sam’s Most Valued Supplier”
“To Be Wal-Mart / Sam’s Most Valued Supplier”
Click to advance
Dave
Thank you Mark and Scott and Good afternoon everyone.
Stuart and I are proud to represent the Wal-Mart TBT and to review with you some initial steps we have made in the journey to become “Wal-Mart’s Most Valued Supplier and highlight our 2008 plans for Success.
2
Click to advance
Stuart KronaugeVP, Marketing, Wal-Mart - Sam’s Club Team
Stuart KronaugeVP, Marketing, Wal-Mart - Sam’s Club Team
Dave
Thank you Mark and Scott and Good afternoon everyone.
Stuart and I are proud to represent the Wal-Mart TBT and to review with you some initial steps we have made in the journey to become “Wal-Mart’s Most Valued Supplier and highlight our 2008 plans for Success.
Dave PollardVP,
Wal-Mart - Sam’s Club Team
Dave PollardVP,
Wal-Mart - Sam’s Club Team
3
Mission 2010 in Progress...Mission 2010 in Progress...
Click to advance
Dave
As our new team started taking shape, our system pulled together to participate in the July 4th TAB with remarkable success. The results for this event reversed out YTD performance and we have sustained that momentum throughout the summer.
In August, we used our Annual Bottlers Meeting in Orlando to introduce our new TBT and to set the stage for “New Ways to Win at Wal-Mart.
+93%CS
Formed our new
Team
+66%Retail $
$100MMSparkling
Retail Sales
4
CCNACUSTOMER BUSINESS DEVELOPMENTCCE CCNACUSTOMER BUSINESS DEVELOPMENTCCE
FinanceIT
TrainingHR
Supply Chain
FinanceIT
TrainingHR
Supply Chain
FinanceIT
TrainingHR
Supply Chain
FinanceIT
TrainingHR
Supply Chain
FinanceIT
TrainingHR
Supply Chain
FinanceIT
TrainingHR
Supply ChainPrimarily CCNA
Collaborative but exclusive respectively
Primarily CCNA
Collaborative but exclusive respectively
GENERAL MANAGEMENTCCE TEAM LEAD
GENERAL MANAGEMENTCCE TEAM LEAD
GENERAL MANAGEMENTCCNA TEAM LEAD
GENERAL MANAGEMENTCCNA TEAM LEAD
HQ SalesHQ Sales WH SalesWH Sales
FTN SalesFTN SalesField SalesRetail Execution
Field SalesRetail Execution
COE/SupportCOE/Support COE/SupportCOE/Support
RGMRGM
CategoryPlanningCategoryPlanning
AnalysisAnalysis
ShopperInsightsShopperInsights
ShopperMarketingShopper
Marketing
BusinessPlanningBusinessPlanning
Mark Jochumsen Wal-Mart AE
Sparkling
Sharon BeltoWal-Mart AE
Still
Martin DimmittSam’s AE
Susanne Geldart Nat’l Dir of Ops
Belinda LeMaire Sr. Admin
Lisa WinklerCat Mgr
Andrea HillCat Mgr Sparkling
Barbara DozierAnalyst Still
Alana HarpAnalyst
Click to advance
Dave
•The CCE Team
• Tom McClintock – HQ Sales
• Susanne Geldart – Sales Ops
• Jim Ryan – Customer Bus. Dev.
Tom McClintockNat’l Dir of Sales
Dave PollardVP Wal-Mart /
Sam’s Club Team
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CCNACUSTOMER BUSINESS DEVELOPMENTCCE CCNACUSTOMER BUSINESS DEVELOPMENTCCE
FinanceIT
TrainingHR
Supply Chain
FinanceIT
TrainingHR
Supply Chain
FinanceIT
TrainingHR
Supply Chain
FinanceIT
TrainingHR
Supply Chain
FinanceIT
TrainingHR
Supply Chain
FinanceIT
TrainingHR
Supply ChainPrimarily CCNA
Collaborative but exclusive respectively
Primarily CCNA
Collaborative but exclusive respectively
GENERAL MANAGEMENTCCE TEAM LEAD
GENERAL MANAGEMENTCCE TEAM LEAD
GENERAL MANAGEMENTCCNA TEAM LEAD
GENERAL MANAGEMENTCCNA TEAM LEAD
HQ SalesHQ Sales WH SalesWH Sales
FTN SalesFTN SalesField SalesRetail Execution
Field SalesRetail Execution
COE/SupportCOE/Support COE/SupportCOE/Support
RGMRGM
CategoryPlanningCategoryPlanning
AnalysisAnalysis
ShopperInsightsShopperInsights
ShopperMarketingShopper
Marketing
BusinessPlanningBusinessPlanning
Bill RyanTeam Lead
Paul KrausSales - WMT
Thuc TranSales - Sams
Steve Nowlin
Cat. Man.
Greg PuckettSales
Kermit SykesCustomer
Svc.Jeff McClellandShopper Mktg
Emily ManneShopper Mktg.
Christie EscalonaShopper Mktg.
Brent ChismShopper Mktg.
Honey Black
Sales Anal.
Belinda MeadorsCPFR Anal.
Jill WittryPricing Anal.
Click to advance
Stuart KronaugeVP of Marketing
Stuart
The CCNA Team led by Julie Hamilton
My great marketing team…
• Bill Ryan – Minute Maid
• Greg Puckett – Food Service
Julie HamiltonVP Wal-Mart TBT
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We Will Win with Wal-Mart by Being Best at…We Will Win with Wal-Mart by Being Best at…
Click to advance
Stuart
Retail ExecutionRetail Execution
Customer Business DevelopmentCustomer Business Development
We need to evolve a broader value proposition taking into account products, experiences that are relevant to the segment we’re targeting in any given location…
John FlemingCMO, Wal-Mart
We need to evolve a broader value proposition taking into account products, experiences that are relevant to the segment we’re targeting in any given location…
John FlemingCMO, Wal-Mart
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Jan Feb Mar Apr May Jun Jul
2008 Core Brand Calendar2008 Core Brand Calendar
Click to advance
Stuart
• 3 pillars—
• Participation with Wal-Mart programs during key Food Events
System Alignment on Quarterly Offers built around Key Food Events for Incremental In-Outlet ExecutionAug Sep Oct Nov Dec
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System Aligned OffersSystem Aligned Offers
Q1Feb-April
Q2 May-July
Q3 Aug – Oct
Q4 Nov – Jan
Game TimeSummer
BBQBack to School
Fall Football
Holiday
Wal-Mart Key Food Marketing Periods
Wal-Mart Key Food Marketing Periods
Click to advance
Dave
System Alignment on Quarterly Offers built around Key Food Events for Incremental In-Outlet Execution
13
Jan Feb Mar Apr May Jun Jul
2008 Core Brand Calendar2008 Core Brand Calendar
Click to advance
Stuart
Aug Sep Oct Nov Dec
IHC FHMHIHC
IHC IHC FHMH
• Activate Brand Focused programming and Key Properties and Initiatives
• Zero Portfolio
• Final 4 and Olympics
• Family Home Meal Happiness and In Home Chill
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Jan Feb Mar Apr May Jun Jul
2008 Core Brand Calendar2008 Core Brand Calendar
Click to advance
Stuart
Aug Sep Oct Nov Dec
• Driving sales in Multi Cultural and Store of the Community
Multi-Cultural / Store of the Community
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2008 Winning Plan2008 Winning Plan
Key Holiday 2 3 - 4
Secondary Holiday 5 6 - 7
Non-holiday 5 5
Click to advance
2008 Plan
2007
Dave
• Price/Package Planning that Delivers Category Leadership for our Sparkling Brands
•More TABs are Expected at Wal-Mart in ’08
•Key Holidays with Price Leadership
• Secondary Holiday Periods with Unbeatable Pricing
• SEMs or PET Led TABs during non-holiday periods
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Click to advance
2008 3-Part Core Plan2008 3-Part Core Plan2008
2007
CO
MA
C
Season
al
AA
/En
dcap
Tier 2TAB
Tier 2TAB
Tier 2TAB
Tier 1July 4th TAB
Tier 2TAB
Tier 2TAB
Tier 1Xmas TAB
Tier 3Tier 1Mem Day
TABTier 3
Tier 2BBQ TAB
Tier 1Labor Day TAB
Tier 2BBQ TAB
ED
LP
Pri
cin
g Q1(Feb-April)
•8pk 8oz Cans•12 Pk Fanta •2 L Zero Brands •4pk Rockstar•Vintage Bottle
Q2 (May-July)
•12oz PET•12 Pk Cans Nestea/MMR
•2 L Fanta •4 pk NOS•Vintage Bottle
Q3 (Aug – Oct)
•8pk 8oz Cans•12 Pk Fanta •2 L Zero Brands •4pk Full Throttle
•Vintage Bottle
Q4 (Nov – Jan)
•12oz PET•12pk Zero•2 L Green Bottle
•Christmas Glass Bottle
Large Pack Can – 8’ COMAC
Feb March April May June July Aug Sept Oct Nov Dec Jan
Dave
Stacking all of this on a calendar to show our plans for
• COMAC
• TAB Events
• Brand Focus Initiatives
• Seasonal Activations
– Brands
– Packages
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+31%+22%
+50% target $100MM
brand
Cut out Glaceau product
21
PersonalLife
BusinessLife
CommunityLife
Click to advance
Stuart
Key action:
• Activate Shopper-segmented merchandising
• Combine KO system Shopper & consumer insights + Wal-Mart’s segmentation
• Taking insights to action via shopper-relevant merchandising & programs
Activate shopper-segmented merchandising
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Activate shopper-segmented merchandising
Click to advance
Dave
Wal-Mart has refined their segmentation to focus on• Price Value Shoppers• Brand Aspirational• Price-Sensitive Affluent
All want• Better shopping experience• Unbeatable Pricing• National Brands at a Value
Price-ValueShoppers
BrandAspirationals
Price-SensitiveAffluents
Unbeatable Prices
Immediate Everyday
Needs
Brands that I trust
Quality Products
Faster Checkout &
Wider Aisles
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How Is the Shopper Information Relevant?How Is the Shopper Information Relevant?
Click to advance
Stuart
How is shopper information relevant?
Leveraging the intersection between our brands and Wal-Mart’s shoppers and…
… deliver national brands at a value that enhances the shopper’s experience.
Right Brand
Right Shopper
Right Store
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Stuart
With a strong bias to the Sparkling category
Growth opptys for our core brands
And focus plan on specific brands and packages
Click to advance
25
“Due to our size and scope, we are uniquely positioned to have great success and impact in the world, perhaps like no company before us.”
- Lee Scott, CEO Wal-Mart
Click to advance
Dave
A Challenge from Wal-Mart on Sustainability
• Wal-Mart has set aggressive goals for themselves
• Suppliers are scored on Sustainability improvements and initiatives
Drive sustainability
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Pix of Cooler
Click to advance
Stuart
The Coca-Cola has actively participated with Wal-Mart on • Sustainability networks
• Learnings & Best Practices about
–Cooler Technology
–Fleet
–Water Conservation
• Carbon disclosure project
• Packaging scorecard
• And a Sustainability Website which tracks success